Russian Negotiating Behavior : Continuity and Transition (Cross-Cultural Negotiation Books) - Softcover

Jerrold L. Schecter

Softcover

ISBN 10: 187837978X ISBN 13: 9781878379788

Publisher: United States Institute of Peace, 1998

Synopsis

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.

About this title

About the Author

Jerrold Schecter's first-hand experience in Russia began in 1968. As a government official, journalist and author, and corporate executive, he has had extensive dealings with Russian negotiation.

Edition details

• Publisher: United States Institute of Peace
• Publication date: 1998
• Language: English
• ISBN 10: 187837978X
• ISBN 13: 9781878379788
• Binding: Paperback
• Number of pages: 240