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Author: Jerrold L. Schecter Publisher: ISBN: Category : Business & Economics Languages : en Pages : 248
Book Description
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.
Author: Jerrold L. Schecter Publisher: ISBN: Category : Business & Economics Languages : en Pages : 248
Book Description
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.
Author: Rose Gottemoeller Publisher: Cambria Press ISBN: Category : Political Science Languages : en Pages : 211
Book Description
Rose Gottemoeller, the US chief negotiator of the New START treaty-and the first woman to lead a major nuclear arms negotiation-delivers in this book an invaluable insider's account of the negotiations between the US and Russian delegations in Geneva in 2009 and 2010. It also examines the crucially important discussions about the treaty between President Barack Obama and President Dmitry Medvedev, and it describes the tough negotiations Gottemoeller and her team went through to gain the support of the Senate for the treaty. And importantly, at a time when the US Congress stands deeply divided, it tells the story of how, in a previous time of partisan division, Republicans and Democrats came together to ratify a treaty to safeguard the future of all Americans. Rose Gottemoeller is uniquely qualified to write this book, bringing to the task not only many years of high-level experience in creating and enacting US policy on arms control and compliance but also a profound understanding of the broader politico-military context from her time as NATO Deputy Secretary General. Thanks to her years working with Russians, including as Director of the Carnegie Moscow Center, she provides rare insights into the actions of the Russian delegation-and the dynamics between Medvedev and then-Prime Minister Vladmir Putin. Her encyclopedic recall of the events and astute ability to analyze objectively, while laying out her own thoughts and feelings at the time, make this both an invaluable document of record-and a fascinating story. In conveying the sense of excitement and satisfaction in delivering an innovative arms control instrument for the American people and by laying out the lessons Gottemoeller and her colleagues learned, this book will serve as an inspiration for the next generation of negotiators, as a road map for them as they learn and practice their trade, and as a blueprint to inform the shaping and ratification of future treaties. This book is in the Rapid Communications in Conflict and Security (RCCS) Series (General Editor: Dr. Geoffrey R.H. Burn) and has received much praise, including: “As advances in technology usher in a new age of weaponry, future negotiators would benefit from reading Rose Gottemoeller’s memoir of the process leading to the most significant arms control agreement of recent decades.” —Henry Kissinger, former U.S. Secretary of State “Rose Gottemoeller’s book on the New START negotiations is the definitive book on this treaty or indeed, any of the nuclear treaties with the Soviet Union or Russia. These treaties played a key role in keeping the hostility between the United States and the Soviet Union from breaking out into a civilization-ending war. But her story of the New START negotiation is no dry academic treatise. She tells with wit and charm the human story of the negotiators, as well as the critical issues involved. Rose’s book is an important and well-told story about the last nuclear treaty negotiated between the US and Russia.” —William J. Perry, former U.S. Secretary of Defense “This book is important, but not just because it tells you about a very significant past, but also because it helps you understand the future.” — George Shultz, former U.S. Secretary of State
Author: Igor Ryzov Publisher: Canongate Books ISBN: 1786896176 Category : Business & Economics Languages : en Pages : 314
Book Description
Negotiating is something that we all do, whether at work or at home. But what if we come across someone who just won’t give in? How can we defend ourselves against manipulation? And how do we say ‘no’ without compromising a deal? Legend has it that the Kremlin school of negotiation was born in Russia in the 1920s, under the rule of Joseph Stalin, and it still has its followers and advocates to this day. Using the official Kremlin method and years of business experience, Igor Ryzov guides us through the most effective techniques in negotiating terms that satisfy both parties. From knowing how to get the most information about a potential deal, to how to read your counterpart, and advice on defusing tension, this comprehensive handbook ensures a mutually acceptable resolution that leaves you walking away successful. With practical examples, and exercises to hone your negotiating skills, The Kremlin School of Negotiation will offer the tools you need to master any deal.
Author: Raymond F. Smith Publisher: ISBN: 9780253352859 Category : History Languages : en Pages : 166
Book Description
"Smith's book contains a wealth of insights into Soviet negotiating style... " -- Foreign Service Journal "Smith, a professional diplomat, has made a timely and substantial contribution to a well-explored area.... his prescription for a more 'bipartisan' American foreign policy is especially convincing." -- Library Journal ..". this is a surprisingly good monograph.... the writing is lively and open." -- World Affairs Report "Smith is on solid ground in pointing to the factors of authority, risk-avoidance and control as keys to understanding Soviet negotiating behavior. He does have something new to say, and American diplomats should be listening." -- Foreign Affairs "Raymond Smith's book, Negotiating with the Soviets, should be a required primer for new Foreign Service officers before their first negotiations with Soviet counterparts as well as mandatory reading for policymakers in the White House." -- The Russian Review ..". a wealth of insights into Soviet negotiating style... " -- Foreign Service Journal Drawing on his extensive experience "negotiating with the Soviets," Smith argues that a unique political culture and ideology have produced a Soviet approach to international negotiations often dramatically different from that of the West.
Author: Mikhail Troitskiy Publisher: McGill-Queen's Press - MQUP ISBN: 1928096603 Category : Political Science Languages : en Pages : 238
Book Description
Conflicts in Eurasia have been receiving significant attention in the last few years from political scientists and international relations scholars. The geographic area of Eurasia lies at the intersection of global and regional conflicts and coordination games. On the one hand, regional controversies in Eurasia often affect relations among the great powers on a global scale – for instance, Russia believes it is engaged in a clash with the United States and its allies in post-Soviet Eurasia and that by obstructing EU and US policies in its neighbourhood, Moscow not only protects its security interests but also precipitates the demise of the US-centric world order. On the other hand, global rivalries can either exacerbate tensions or facilitate negotiated solutions across Eurasia, mostly as a result of competitive behaviour among major powers in conflict mediation. Few scholars have focused on the negotiation process or brought together the whole variety of seemingly disparate yet comparable cases. This volume, edited by two global security experts – one from Canada and one from Russia – examines negotiations that continue after the “hot phase” of a conflict has ended and the focus becomes the search for lasting security solutions. Tug of War brings together conflict and security experts from Russia, Eurasia, and the West to tackle the overarching question: how useful has the process of negotiation been in resolving or mitigating different conflicts and coordination problems in Eurasia, compared to attempts at exploiting or achieving a decisive advantage over one’s opponents?
Author: Lothar Katz Publisher: Booksurge Publishing ISBN: Category : Business and politics Languages : en Pages : 478
Book Description
Pt. 1. International negotiations. -- Pt. 2. Negotiation techniques used around the world. -- Pt. 3. Negotiate right in any of 50 countries.
Author: Publisher: Stanford University Press ISBN: 0804765928 Category : Political Science Languages : en Pages : 364
Book Description
This book is essentially a series of case histories of U.S.-Soviet nuclear arms control negotiations, as seen from the American side. It describes the processes of governmental decisionmaking for arms control in Washington, D.C., and the techniques for joint U.S.-Soviet decisionmaking at the negotiating table. As general counsel of the U.S. Arms Control and Disarmament Agency and member of U.S. delegations to disarmament conferences for eight years, the author was in a unique position to assess the difficulties of fashioning an arms control treaty that could pass muster within the executive branch of the U.S. government, be approved by U.S. allies, be successfully negotiated with the Soviets, and then win the approval of the U.S. Senate. This process will be even more complex now that the United States will face at least four nuclear powers from the former U.S.S.R. The book has three purposes. The first is to add to the recorded history of the following negotiations: the Limited Test Ban Treaty of 1963, the Non-Proliferation Treaty of 1968, the ABM Treaty of 1972 and its companion SALT Interim Agreements, and the 1987 INF Treaty. The author asks in each case, What did the president and his assistants do (or fail to do) to negotiate a successful agreement? The second purpose is to use the case book approach, common in law schools and business schools, as a teaching device for those who wish to learn how the American government made decisions about arms control negotiations, how U.S.-Soviet negotiators reached decisions, and what the results of the decisions have been. The book's third purpose is to generalize about what works and what does not work in the complex world of arms control negotiations, including information on the impact of negotiating committees and comparisons of the process for negotiating arms control treaties with that for achieving arms limits through action and reaction, without written agreement. The concluding chapter looks to the future: What changes will occur in the arms control process given the end of the Cold War and the disintegration of the Soviet Union?
Author: Angela E. Stent Publisher: Princeton University Press ISBN: 0691152977 Category : Political Science Languages : en Pages : 377
Book Description
A gripping account of U.S.-Russian relations since the end of the Soviet Union The Limits of Partnership offers a riveting narrative on U.S.-Russian relations since the Soviet collapse and on the challenges ahead. It reflects the unique perspective of an insider who is also recognized as a leading expert on this troubled relationship. American presidents have repeatedly attempted to forge a strong and productive partnership only to be held hostage to the deep mistrust born of the Cold War. For the United States, Russia remains a priority because of its nuclear weapons arsenal, its strategic location bordering Europe and Asia, and its ability to support—or thwart—American interests. Why has it been so difficult to move the relationship forward? What are the prospects for doing so in the future? Is the effort doomed to fail again and again? Angela Stent served as an adviser on Russia under Bill Clinton and George W. Bush, and maintains close ties with key policymakers in both countries. Here, she argues that the same contentious issues—terrorism, missile defense, Iran, nuclear proliferation, Afghanistan, the former Soviet space, the greater Middle East—have been in every president's inbox, Democrat and Republican alike, since the collapse of the USSR. Stent vividly describes how Clinton and Bush sought inroads with Russia and staked much on their personal ties to Boris Yeltsin and Vladimir Putin—only to leave office with relations at a low point—and how Barack Obama managed to restore ties only to see them undermined by a Putin regime resentful of American dominance and determined to restore Russia's great power status. The Limits of Partnership calls for a fundamental reassessment of the principles and practices that drive U.S.-Russian relations, and offers a path forward to meet the urgent challenges facing both countries.
Author: Nancy Ries Publisher: Cornell University Press ISBN: 9780801484162 Category : Language and culture Languages : en Pages : 244
Book Description
As one of the first Western ethnographers working in Moscow, Nancy Ries became convinced that talk is one crucial way in which Russian identity is constructed and reproduced. Listening to the grim stories people used to characterize their lives during perestroika, and encountering the florid pessimism with which Muscovites described the unraveling of Soviet governance, Ries realized that these dire tales played a crucial role in fabricating a sense of shared experience and destiny. While many of the narratives aptly depicted the chaotic social and political events, they also promoted key images of "Russianness" and presented Russian society as an inescapable realm of injustice, absurdity, and suffering. At the height of perestroika in the early 1990s, Moscow residents commonly used the phrase "complete ruin" to refer to the disintegration of Russian society, encompassing in that phrase the escalation of crime, the disappearance of goods from stores, the fall of production, ecological catastrophes, ethnic violence in the Caucasus, the degradation of the arts, and the flood of pornography. Ries argues that such stories became a genre of folklore consistent in their lamenting, portentous tone and their dramatic, culturally poignant details.
Author: Jerrold L. Schecter
Author: Jerrold L. Schecter
Author: Rose Gottemoeller
Author: Igor Ryzov
Author: Raymond F. Smith
Author: Mikhail Troitskiy
Author: Lothar Katz
Author: 
Author: Angela E. Stent
Author: Nancy Ries
Author: Stephen Lovell