Last edited by Zujinn
Saturday, July 25, 2020 | History

6 edition of Russian negotiating behavior found in the catalog.

Russian negotiating behavior

continuity and transition

by Jerrold L. Schecter

  • 260 Want to read
  • 24 Currently reading

Published by United States Institute of Peace Press in Washington, D.C .
Written in English

    Places:
  • Russia (Federation)
    • Subjects:
    • Negotiation.,
    • Negotiation in business -- Russia (Federation),
    • Russia (Federation) -- Foreign relations.

    • Edition Notes

      Includes bibliographical references (p. 201-208) and index.

      StatementJerrold L. Schecter.
      Classifications
      LC ClassificationsJZ1616 .S34 1998
      The Physical Object
      Paginationix, 225 p. ;
      Number of Pages225
      ID Numbers
      Open LibraryOL350629M
      ISBN 10187837978X
      LC Control Number98009998

      “American Negotiating Behavior is a truly unique study of the American negotiator because it explores the foreign perception of American negotiators.” "This book is a gold-mine for anyone interested in American negotiation styles and methods, analysed by two perceptive co-authors and eight experienced international practitioners of : $   [Read book] Russian Negotiating Behavior: Continuity and Transition (Cross-Cultural Negotiation. Gouvotho Read Book Negotiating with Iran: Wrestling the Ghosts of History (Cross-Cultural Negotiation. Crauiamo. [PDF] Strategies for Effective Cross-Cultural Negotiation: The F.R.A.M.E. Approach Popular Online.

      Russian negotiators tend to start their pricing at exorbitant levels. It’s not unusual for a Russian negotiator to start their pricing 40 to 50 percent above where they expect to end up. Since concessions don’t come easily in Russia, negotiating down the price can take a great deal of patience and time.   Purchase Negotiation Behavior - 1st Edition. Print Book & E-Book. ISBN , Book Edition: 1.

        Characteristics of Russian negotiating perceptions, behavior and tactics as reported for the pre-Soviet and Soviet periods are examined as hypotheses for verification against post-Soviet activity. Positive views of struggle and power and negative views of compromise and rhetoric, lack of initiatives, openness and constancy, and tactical ploys Cited by: 3.   Negotiating behaviour is primarily determined by mental attitudes. If we are to excel in negotiation, as in other fields of endeavour, we must delve deeper than the process itself. If we study a process, we might become more competent car drivers, average guitar strummers, 15 minute-mile joggers or bearable after-dinner speakers/5(2).


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Russian negotiating behavior by Jerrold L. Schecter Download PDF EPUB FB2

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 Cited by: 6. 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.

About the Author. Jerrold L. Schecter's firsthand experience in Russia began inwhen he became Time magazine's Moscow bureau. Negotiating International Business - Russia This section is an excerpt from the edition of the book “Negotiating International Business - The Negotia-tor’s Reference Guide to 50 Countries Around the World” by Lothar Katz.

Previously the leading state of the USSR, Russia became a separate country in Most businesspeopleFile Size: KB. 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.

and insider interviews on Russian identity and the Soviet legacy, Schecter demystifies the Russian negotiating style for Pages: 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.

Get this from a library. Russian negotiating behavior: continuity and transition. [Jerrold L Schecter] -- 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.

The study compares American and Russian patterns of conversational behaviors in the context of a simulated buyer-seller negotiation involving 60 American and 52 Russian businesspeople participating in intracultural, face-to-face bargaining sessions.

Open Library is an open, editable library catalog, building towards a web page for every book ever published. Russian negotiating behavior by Jerrold L. Schecter,United States Institute of Peace Press edition, in EnglishCited by: 6.

Russian Negotiating Behavior: Continuity and Transition by Jerrold L. Schecter Washington: United States Institute of Peace Press, pp. $ [ISBN X] International negotiations are often regarded as the province of diplomats and official trade representatives, but they can also engage military officers.

Additional Physical Format: Online version: Schecter, Jerrold L. Russian negotiating behavior. Washington, D.C.: U.S. Institute of Peace Press,   Negotiating is an art, not a science. There is never one "right" way to negotiate. When it comes to Russian deals, a general rule of thumb is to be patient, keep your cool but always remain firm Author: Ian Ivory.

Solomon has been president of the United States Institute of Peace since He is the author of seven books, including Chinese Negotiating Behavior: Pursuing Interests Through "Old Friends" (USIP Press) and coauthor of American Negotiating Behavior: Wheeler Dealers, Legal-Eagles, Bullies, and Cited by: 5.

Negotiating International Business - Russia This section is an excerpt from the book “Negotiating International Business - The Negotiator’s Reference Guide to 50 Countries Around the World” by Lothar Katz.

It has been updated with inputs from readers and others, most recently in March File Size: KB. The Russian companies use to have a very hierarchical structure, with a very restricted number of people who take all decisions.

Don’t waste your time negotiating with intermediate managers: without the approval of the highest ranking persons whatever you will decide may be eventually invalidated or considerably postponed.

She has written widely in English and Russian on Russian emigration in Asia, environmental politics, and the impact of culture on Soviet and Russian negotiating behavior, including two book-length volumes, several edited books, and numerous book chapters and articles for scholarly journals, as well as opinion pieces for the Los Angeles Times.

Hiroshi Kimura- The Russian Way of Negotiating The Russian Way of Negotiating Key Questions: 1. How do Russians view negotiations. What is the behavior of Russians in negotiations. What are the Russian tactics in negotiation. Do Russian and Soviet styles of negotiation differ?Author: Not only has the once familiar Soviet negotiating style survived in many cases, Jerrold Schecter argues in his book "Russian Negotiating Behavior," but the impact of the collapse of the USSR has.

Negotiation Behavior whereas the Arab takes a more casual approach, and the Russian is often unconcerned about time. Americans make small concessions early in the bargaining process to establish a relationship.

Arabs, on the other hand, make concessions throughout the bargaining process, and the Russians try not to make any concessions at.

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. The United States Institute of Peace (USIP) is an American federal institution tasked with promoting conflict resolution and prevention worldwide.

It provides research, analysis, and training to individuals in diplomacy, mediation, and other peace-building measures. Following years of proposals for a national "peace academy", the USIP was established in by Congressional legislation signed Headquarters: United States Institute of.

Books shelved as negotiation: Getting to Yes: Negotiating Agreement Without Giving In by Roger Fisher, Never Split the Difference by Chris Voss, Bargaini.Contact: Meaghan Pierannunzi, USIP Press ; [email protected] 1. What is the Cross-Cultural Negotiation project and series?

In the early s, the United States Institute of Peace initiated a series of conceptual and country-specific assessments on the theme of cross-cultural negotiating (CCN) behavior.

In addition to the present volume, twelve book-length studies have since.The Behaviour of Successful Negotiators. 2 Background Almost all publications about negotiating behavior fall into one of three classes: Anecdotal “Here’s how I do it” accounts by successful negotiators.

These have the advantage of being based on real life but the disadvantage that they frequently.