Russian Negotiating Behavior: Continuity and Transition / Edition 1

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Overview

Whether bargaining for strategic arms reductions, rights to drill Siberian oil fields, or an apartment in Moscow, Americans are faced across the table by a distinct Russian negotiating style. What are its chief characteristics, and how can U.S. diplomats and businesspeople best deal with it as they pursue their own objectives?

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.

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Editorial Reviews

Booknews
Drawing upon his experience as magazine Moscow bureau chief, Carter-administration National Security Council staff Soviet negotiator, founder of a joint US-Russian newspaper, and insider interviews on Russian identity and the Soviet legacy, Schecter demystifies the Russian negotiating style for entrepreneurs and diplomats doing business in this emerging market economy, and offers effective counter-strategies in this nation of chess players. Annotation c. by Book News, Inc., Portland, Or.
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Product Details

  • ISBN-13: 9781878379788
  • Publisher: United States Institute of Peace Press (USIP Press)
  • Publication date: 4/28/1998
  • Series: Cross-Cultural Negotiation Books
  • Edition description: New Edition
  • Edition number: 1
  • Pages: 256
  • Product dimensions: 6.00 (w) x 8.90 (h) x 0.70 (d)

Meet the Author

Jerrold L. Schecter's firsthand experience in Russia began in 1968, when he became Time magazine's Moscow bureau chief. During the Carter administration he participated in negotiations with the Soviets as a member of the National Security Council staff. He has since visited Russia frequently, and in the early 1990s he helped establish a U.S.-Russian joint-venture newspaper. Schecter was instrumental in the acquisition of Nikita Khrushchev's memoirs and has written five books about the Soviet Union.

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Table of Contents

Foreword
Acknowledgments
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
Notes 183
List of Interviewees 199
Bibliography 201
Index 209
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