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Sinopsis
Book by Smyser W R
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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.--Karl Kaiser, Director German Council on Foreign Relations" A must read for Americans and others looking for winning strategies in negotiations with Germans.--J. D. Bindenagel, former U.S. Special Envoy for Holocaust Issues Very useful for Germans who want to understand how their American counterparts think and act.--Herbert Winkler, Washington Bureau Chief, Deutsche Presse-Agentur
Reseña del editor
Germany has a distinctive culture and a formidable negotiating style based on logic, rigour and tenacity, qualities that make negotiations challenging but potentially rewarding encounters. Drawing on interviews with dozens of European and American negotiators, Smyser offers diplomats and business people an incisive portrait of their German counterparts. He begins by exploring the roots of contemporary German negotiating behaviour and then identifies the stages through which negotiations typically pass. Using examples drawn form the past 50 years, he illustrates Germany's abiding search for security, stability and community. Germans are usually willing to make a mutally 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. The conclusion lays out basic strategies and tactical pointers and explains how to avoid mistakes.
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- EditorialUnited States Institute of Peace Press
- Año de publicación2003
- ISBN 10 1929223404
- ISBN 13 9781929223404
- EncuadernaciónTapa blanda
- Número de páginas304
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How Germans Negotiate : Logical Goals, Practical Solutions
Publicado por
United States Institute of Peace Press (USIP Press), 2002
ISBN 10: 1929223404
ISBN 13: 9781929223404
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How Germans Negotiate: Balkan Media in War and Peace
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United States Institute of Peace Press
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ISBN 13: 9781929223404
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How Germans Negotiate: Balkan Media in War and Peace
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ISBN 13: 9781929223404
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How Germans Negotiate: Logical Goals, Practical Solutions
Publicado por
United States Inst of Peace Pr, 2003
ISBN 10: 1929223404
ISBN 13: 9781929223404
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paperback
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How Germans Negotiate: Logical Goals, Practical Solutions
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Brand: United States Institute of Peace, 2003
ISBN 10: 1929223404
ISBN 13: 9781929223404
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Softcover. Condición: Good. Although Germany has become vital to Europe, integral to NATO, and a powerhouse of the global economy, it retains a distinctive culture and a uniqueand formidablenegotiating style. As eminent scholar and veteran negotiator W. R. Smyser makes plain, that style has nothing to do with Hitlers bombast or Bismarcks machinations. Instead, its based on logic, rigor, and tenacity, qualities that make negotiations challenging but potentially rewarding encounters. "Negotiations with Germans can be difficult," notes Smyser, "but careful preparation and informed understanding can produce good results, especially if one knows the kinds of mistakes to avoid."Drawing on interviews with dozens of European and American negotiators, Smyser offers diplomats and businesspeople an incisive portrait of their German counterparts. How Germans Negotiate begins by exploring the roots of contemporary German negotiating behavior and then identifies the stages through which negotiations typically pass. Using examples drawn from the past 50 years, Smyser illustrates Germanys abiding search for security, stability, and community. Germans are usually willing to make a mutually beneficial deal, but not before theyve 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. Nº de ref. del artículo: SONG1929223404
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How Germans Negotiate: Logical Goals, Practical Solutions
Publicado por
United States Inst of Peace Pr, 2003
ISBN 10: 1929223404
ISBN 13: 9781929223404
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How Germans Negotiate: Logical Goals, Practical Solutions
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United States Inst of Peace Pr, 2003
ISBN 10: 1929223404
ISBN 13: 9781929223404
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How Germans Negotiate Logical Goals, Practical Solutions
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United States Inst of Peace Pr, 2003
ISBN 10: 1929223404
ISBN 13: 9781929223404
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How Germans Negotiate: Logical Goals, Practical Solutions (Cross-Cultural Negotiation Books)
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United States Inst of Peace Pr, 2002
ISBN 10: 1929223404
ISBN 13: 9781929223404
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How Germans Negotiate Logical Goals, Practical Solutions
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United States Institute of Peace Press (USIP Press), 2003
ISBN 10: 1929223404
ISBN 13: 9781929223404
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