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Jerrold Schecter explores these questions with a wealth of personal experience as a former government official, journalist, and corporate executive. His insights, deepened by his working knowledge of the Russian language, also draw on the testimony of U.S. and former Soviet diplomats and negotiators. As he examines the historical and cultural underpinnings of contemporary Russian negotiating behavior, Schecter finds that the Bolshevik legacy remains largely intact despite the Soviet Union's demise. A step-by-step examination of the negotiating process, based on unique inside accounts from retired Soviet officials, exposes the areas of greatest continuity in Russian interests and style, as well as areas of change.
Russian Negotiating Behavior also identifies counterstrategies that western negotiators can use to protect their interests, and it outlines the requirements for doing business in Russia's nascent market economy.
|Introduction: The Empire's New Clothes||3|
|1||Inheritance: Russian Identity and the Soviet Legacy||15|
|2||The Durability of the Inheritance: Continuity versus Change||39|
|3||The Negotiating Process||61|
|4||Counterstrategies and Countertactics||115|
|5||Doing Business in Russia and Former Soviet Republics||139|
|Conclusion: Continuity and Transition||173|
|List of Interviewees||199|