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How Germans Negotiate: Logical Goals, Practical Solutions / Edition 1

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Drawing on interviews with dozens of European and American negotiators, How Germans Negotiate explores the roots of contemporary German negotiating behavior and identifies the stages through which negotiations typically pass. Using examples drawn from the past 50 years, Smyser illustrates Germany's abiding search for security, stability, and community. Germans are usually willing to make a mutually beneficial deal, but not before they've undertaken exhaustive research, presented a meticulous case, and satisfied their own demands for conceptual consistency.

A separate chapter focuses on business and economic negotiations, which can be very different from diplomatic encounters. Smyser investigates a variety of recent cases, including discussions on global monetary policy and the Daimler-Chrysler talks, and discovers a tension between a traditional "old" style and a more predatory "new" style. The conclusion lays out basic strategies and tactical pointers and explains how to avoid mistakes.

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Editorial Reviews

From the Publisher
This groundbreaking book analyzes and interprets German negotiating behavior, offering a refreshingly unconventional explanation of its historical origins and an excellent as well as thorough study of the post–World War II conduct of negotiations typical for Germany's diplomacy and business.

A must read for Americans and others looking for winning strategies in negotiations with Germans.

Very useful for Germans who want to understand how their American counterparts think and act.

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Product Details

  • ISBN-13: 9781929223404
  • Publisher: United States Institute of Peace Press (USIP Press)
  • Publication date: 12/28/2002
  • Series: Cross-Cultural Negotiation Books
  • Edition description: New Edition
  • Edition number: 1
  • Pages: 268
  • Sales rank: 1,303,019
  • Product dimensions: 5.42 (w) x 8.96 (h) x 0.69 (d)

Meet the Author

W. R. Smyser has held senior positions in the U.S. government and at the United Nations. He is a consultant to U.S. and European businesses and foundations and an adjunct professor at Georgetown University. His recent books include From Yalta to Berlin: The Cold War Struggle over Germany and The German Economy.
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Table of Contents

Introduction: The Context 3
1 The Foundation: Geography, History, Philosophy, and Economics 11
2 The Principal Elements of a Negotiation with Germans 57
3 The German Negotiator: Personality and Tactics 99
4 German Business Negotiations 133
5 German Official Economic Negotiations 165
6 The Future of German Negotiating Behavior 185
7 How to Negotiate with Germans 197
Notes 215
Index 227
About the Author 247
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