{"title":"Cross-Cultural Negotiation Bks","description":null,"products":[{"product_id":"negotiating-across-cultures-book-raymond-cohen-9781878379726","title":"Negotiating Across Cultures","description":null,"brand":"WoB","offers":[{"title":"GB \/ VERY_GOOD \/ INTERNAL","offer_id":49533814440209,"sku":"GOR004724725","price":0.0,"currency_code":"GBP","in_stock":false},{"title":"US \/ VERY_GOOD \/ SBYB","offer_id":50170705445137,"sku":"CIN1878379720VG","price":0.0,"currency_code":"GBP","in_stock":false},{"title":"US \/ GOOD \/ SBYB","offer_id":50170707804433,"sku":"CIN1878379720G","price":0.0,"currency_code":"GBP","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0784\/4072\/6801\/files\/1878379720.jpg?v=1751123289"},{"product_id":"how-pakistan-negotiates-with-the-united-states-book-howard-b-schaffer-9781601270757","title":"How Pakistan Negotiates with the United States","description":"Over the past sixty years, Pakistan-U.S. relations have been marked by highs of close cooperation and lows of deep bilateral estrangement. Much of the negotiations story underscores the remarkable resilience, but also the vulnerability and volatility of the relationship. Throughout the Cold War and continuing after 9\/11, Pakistan s location has shaped a relationship of mutual interest and asymmetrical goals. The United States views Pakistan as a strategic partner in achieving global security goals; Pakistan looks to the United States as a counterweight to India and its neighbors. How Pakistan Negotiates with the United States analyzes the themes, techniques, and styles that have characterized Pakistani negotiations with American civilian and military officials since Pakistan s independence. Drawing from their vast diplomatic experience, authors Teresita and Howard Schaffer examine how Pakistan s ideological core, geopolitical position, culture, and military and governmental structures shape negotiations with the United States. The authors address not only the process by which the two governments reach formal agreements, but also the overall conduct of official U.S.-Pakistani dialogue, the informal processes that have shaped their diplomatic relationship, and the periodic involvement of the United States in Pakistani domestic politics. This book offers concrete lessons and advice for U.S. officials on how to negotiate most effectively with Pakistan.\u003cp\u003eDrawing from their vast diplomatic experience, Teresita and Howard Schaffer, authors of How Pakistan Negotiates with the United States: Riding the Roller Coaster, discuss how Pakistan's ideological core, geopolitical position, culture, and military and governmental structures shape negotiations with the United States.\u003c\/p\u003e","brand":"WoB","offers":[{"title":"GB \/ VERY_GOOD \/ INTERNAL","offer_id":49555297730833,"sku":"GOR003078698","price":0.0,"currency_code":"GBP","in_stock":false},{"title":"US \/ GOOD \/ SBYB","offer_id":51739113718033,"sku":"CIN1601270755G","price":0.0,"currency_code":"GBP","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0784\/4072\/6801\/files\/1601270755.jpg?v=1750895884"},{"product_id":"french-negotiating-behavior-book-charles-g-cogan-9781929223527","title":"French Negotiating Behavior","description":"Even before it led opposition to the recent war on Iraq, France was considered the most difficult of the United States major European allies. Each side tends to irritate the other, not least at the negotiating table, where Americans complain of French pretensions and arrogance, and the French fulminate against U.S. hegemonisme and egoisme. But, whether they like it or not, the two nations are going to have to deal with one another for a long time to come.Charles Cogan s timely and insightful study can t guarantee to make those encounters more fruitful, but it will help France s negotiating counterparts understand how and why French officials behave as they do. With impressive objectivity and authority, Cogan first explores the cultural and historical factors that have shaped the French approach and then dissects its key elements. Mixing rationalism and nationalism, rhetoric and brio, self-importance and embattled vulnerability, French negotiators often seem more interested in asserting their country s universal mission than in reaching agreement. Three recent case studies illustrate this distinctively French melange.Yet agreement is by no means always elusive. Cogan offers practical suggestions for making negotiations more cooperative and productive although he also emphasizes the long-term damage inflicted by the crisis over Iraq.Drawing on candid interviews with many of today s leading players on the French, American, British, and German sides, this engaging volume will inform and stimulate both seasoned practitioners and academics as well as students of France and the negotiating process.This book is the recipient of the Prix Ernest Lemonon from L'Academie des Sciences Morales et Politiques, 2006","brand":"WoB","offers":[{"title":"GB \/ VERY_GOOD \/ INTERNAL","offer_id":49619883983121,"sku":"GOR009026934","price":0.0,"currency_code":"GBP","in_stock":false},{"title":"US \/ GOOD \/ SBYB","offer_id":49989064229137,"sku":"CIN1929223528G","price":0.0,"currency_code":"GBP","in_stock":false},{"title":"US \/ VERY_GOOD \/ SBYB","offer_id":50797159645457,"sku":"CIN1929223528VG","price":0.0,"currency_code":"GBP","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0784\/4072\/6801\/files\/1929223528.jpg?v=1751029328"},{"product_id":"culture-and-conflict-resolution-book-kevin-avruch-9781878379825","title":"Culture and Conflict Resolution","description":"After years of relative neglect, culture is finally receiving due recognition as a key factor in the evolution and resolution of conflicts. Unfortunately, however, when theorists and practitioners of conflict resolution speak of culture, they often understand and use it in a bewildering and unhelpful variety of ways. With sophistication and lucidity, Culture and Conflict Resolution exposes these shortcomings and proposes an alternative conception in which culture is seen as dynamic and derivative of individual experience. The book explores divergent theories of social conflict and differing strategies that shape the conduct of diplomacy, and examines the role that culture has (and has not) played in conflict resolution. The author is as forceful in critiquing those who would dismiss or diminish culture s relevance as he is trenchant in advocating conflict resolution approaches that make the most productive use of a coherent concept of culture. In a lively style, Avruch challenges both scholars and practitioners not only to develop a clearer understanding of what culture is, but also to take that understanding and incorporate it into more effective conflict resolution processes.","brand":"WoB","offers":[{"title":"GB \/ VERY_GOOD \/ INTERNAL","offer_id":49714066325777,"sku":"GOR003962321","price":0.0,"currency_code":"GBP","in_stock":false},{"title":"GB \/ GOOD \/ INTERNAL","offer_id":49930373955857,"sku":"GOR006401725","price":0.0,"currency_code":"GBP","in_stock":false},{"title":"US \/ GOOD \/ SBYB","offer_id":50152456651025,"sku":"CIN1878379828G","price":0.0,"currency_code":"GBP","in_stock":false},{"title":"US \/ VERY_GOOD \/ SBYB","offer_id":51333088182545,"sku":"CIN1878379828VG","price":0.0,"currency_code":"GBP","in_stock":false},{"title":"GB \/ LIKE_NEW \/ INTERNAL","offer_id":51879133970705,"sku":"GOR011287046","price":0.0,"currency_code":"GBP","in_stock":false},{"title":"US \/ WELL_READ \/ SBYB","offer_id":53223889633553,"sku":"CIN1878379828A","price":0.0,"currency_code":"GBP","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0784\/4072\/6801\/files\/1878379828.jpg?v=1750899806"},{"product_id":"case-studies-in-japanese-negotiating-behavior-book-michael-blaker-9781929223107","title":"Case Studies in Japanese Negotiating Behavior","description":"Japanese representatives bring to the negotiating table a distinctive mind-set and behavioral style, one that s largely free of gamesmanship and histrionics but that s nonetheless frequently exasperating.This volume explores four recent U.S. Japanese negotiations two over trade, two over security-related issues looking for patterns in Japan s approach and behavior. In the first three cases, veteran Japanologist Michael Blaker finds the same fundamental style coping. Coping captures the go-with-the-flow essence of the Japanese bargaining approach: cautious, methodical, low key, resistant, apprehensive, and above all defensive. In the fourth case, Ezra Vogel and Paul Giarra recount how the United States and Japan fashioned a new security framework for their relationship in the 1990s. Vogel and Giarra show that close personal relationships, mutual trust, and a common purpose can foster flexible, fast, and fruitful negotiations.Each case study explains the cultural as well as political, institutional, and personal factors and assesses their influence. A concluding chapter draws out common threads from the four studies, suggests how U.S. negotiators can maximize negotiating efficacy, and points the way toward a new and clearer understanding of Japanese bargaining behavior.","brand":"WoB","offers":[{"title":"US \/ GOOD \/ SBYB","offer_id":50104737104145,"sku":"CIN1929223102G","price":0.0,"currency_code":"GBP","in_stock":false},{"title":"US \/ WELL_READ \/ SBYB","offer_id":50394006487313,"sku":"CIN1929223102A","price":0.0,"currency_code":"GBP","in_stock":false},{"title":"US \/ VERY_GOOD \/ SBYB","offer_id":50823332069649,"sku":"CIN1929223102VG","price":0.0,"currency_code":"GBP","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0784\/4072\/6801\/files\/1929223102.jpg?v=1751250924"},{"product_id":"arts-of-power-book-chas-w-freeman-jr-9781878379658","title":"Arts of Power","description":"Statecraft, or the art of conducting a state's affairs with other states, is as old as human civilization. So too is diplomacy, the form statecraft takes in time of peace.In this comprehensive treatment, distinguished diplomat Chas Freeman describes the fundamental principles of the art of statecraft and the craft of diplomacy. The book draws on the author's years of experience as a practicing diplomat but also his extensive reading of the histories of ancient India, China, Greece, Rome, Byzantium, and the Islamic world as well as modern Europe, Asia, and the Americas.Among numerous other subjects, the book addresses the role of intelligence, political actions, cultural influence, economic measures, and military power, as well as diplomatic strategy and tactics, negotiation, and the tasks and skills of diplomacy.","brand":"WoB","offers":[{"title":"US \/ GOOD \/ SBYB","offer_id":50120690565393,"sku":"CIN1878379658G","price":0.0,"currency_code":"GBP","in_stock":false},{"title":"GB \/ VERY_GOOD \/ INTERNAL","offer_id":50541743931665,"sku":"GOR002382938","price":0.0,"currency_code":"GBP","in_stock":false},{"title":"US \/ VERY_GOOD \/ SBYB","offer_id":50571689558289,"sku":"CIN1878379658VG","price":0.0,"currency_code":"GBP","in_stock":false},{"title":"US \/ WELL_READ \/ SBYB","offer_id":51684632592657,"sku":"CIN1878379658A","price":0.0,"currency_code":"GBP","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0784\/4072\/6801\/files\/1878379658.jpg?v=1751281911"},{"product_id":"how-israelis-and-palestinians-negotiate-book-tamara-wittes-cofman-9781929223640","title":"How Israelis and Palestinians Negotiate","description":null,"brand":"WoB","offers":[{"title":"US \/ GOOD \/ SBYB","offer_id":50228347732241,"sku":"CIN1929223641G","price":0.0,"currency_code":"GBP","in_stock":false},{"title":"US \/ VERY_GOOD \/ SBYB","offer_id":50797635109137,"sku":"CIN1929223641VG","price":0.0,"currency_code":"GBP","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0784\/4072\/6801\/files\/1929223641.jpg?v=1750931971"},{"product_id":"russian-negotiating-behavior-book-jerrold-l-schecter-9781878379788","title":"Russian Negotiating Behavior","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.","brand":"WoB","offers":[{"title":"- \/ - \/ -","offer_id":50765070532881,"sku":"","price":0.0,"currency_code":"GBP","in_stock":true},{"title":"US \/ GOOD \/ SBYB","offer_id":50765072990481,"sku":"CIN187837978XG","price":0.0,"currency_code":"GBP","in_stock":false},{"title":"US \/ VERY_GOOD \/ SBYB","offer_id":53270597632273,"sku":"CIN187837978XVG","price":0.0,"currency_code":"GBP","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0784\/4072\/6801\/files\/187837978X.jpg?v=1750803453"},{"product_id":"diplomat-s-dictionary-book-chas-w-freeman-jr-9781601270504","title":"Diplomat's Dictionary","description":"Diplomacy is . . .the application of intelligence and tact to the conduct of official relations between governments. Ernest Satowthe art of saying Nice doggie till you can find a rock. Wynn Catlinthe art of relating states to each other by agreement rather than by the exercise of force. Henry A. Kissingerthe continuation of war by other means. Zhou Enlaithe management of the relations between independent states by the process of negotiation. Harold Nicolsonthe police in grand costume. NapoleonWith its first edition in 1994, The Diplomat s Dictionary quickly became a classic reference book, offering professionals and enthusiasts practical information, witty insights, and words of wisdom on the art and practice of diplomacy. The expanded second edition contains 476 new entries, including definitions for selected up-to-date terminology and hundreds of additional quotations from across cultures and centuries. Mediators, foreign policy officials, ambassadors, speechwriters, academics, and legislators alike are guaranteed to be inspired and entertained by this unique collection of definitions and quotations.","brand":"WoB","offers":[{"title":"- \/ - \/ -","offer_id":50902198812945,"sku":"","price":0.0,"currency_code":"GBP","in_stock":true},{"title":"GB \/ VERY_GOOD \/ INTERNAL","offer_id":50902199370001,"sku":"GOR007290944","price":0.0,"currency_code":"GBP","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0784\/4072\/6801\/files\/160127050X.jpg?v=1751310386"},{"product_id":"negotiating-with-iran-book-john-w-limbert-9781601270443","title":"Negotiating with Iran","description":"As the United States weighs a change of approach toward the Iranian government after thirty years of confrontation, John Limbert steps up with a pragmatic yet positive assessment of how to engage Iran. Through four detailed case studies of past successes and failures, he draws lessons for today s negotiators, and he challenges both Americans and Iranians to end decades of mutually hostile mythmaking. While he acknowledges that any progress at best will be measured in baby steps, Limbert provides clear reasons for renewing dialogue and outlines 14 principles to guide the American who finds himself in a negotiation commercial, political, or other with an Iranian counterpart. John Limbert writes from a personal and professional perspective, combining a deep appreciation and knowledge of Iranian culture and history, first-hand diplomatic experience, and an understanding of what it means to negotiate for the lives of Americans. Anyone interested in understanding U.S.-Iranian history and relations will find this volume invaluable.This volume is the latest in the Institute's Cross-Cultural Negotiation Series. In 2010, USIP Press will publish American Negotiating Behavior, a new volume by Richard H. Solomon and Nigel Quinney. Future country studies are in the works, including one on Pakistan.","brand":"WoB","offers":[{"title":"US \/ GOOD \/ SBYB","offer_id":52100188045585,"sku":"CIN1601270445G","price":0.0,"currency_code":"GBP","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0784\/4072\/6801\/files\/9781601270443.jpg?v=1757088703"}],"url":"https:\/\/www.worldofbooks.com\/en-gb\/collections\/cross-cultural-negotiation-bks-book-series.oembed","provider":"World of Books ","version":"1.0","type":"link"}