American Negotiating Behavior: Wheeler-Dealers, Legal Eagles, Bullies, and Preachers

This landmark study offers a rich and detailed portrait of the negotiating practices of American officials. It assesses the multiple influences-cultural, institutional, historical, and political-that shape how American policymakers and diplomats approach negotiations with foreign counterparts and highlights behavioral patterns that transcend the actions of individual negotiators and administrations.

This volume is the latest in a series of both conceptual and country-specific assessments of cross-cultural negotiating behavior. Additional volumes in the Cross-Cultural Negotiation Series explore Iranian, Chinese, Russian, North Korean, Japanese, French, German, and Israeli and Palestinian negotiating practice.