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How Germans negotiate : logical goals, practical solutions

Author: W R Smyser
Publisher: Washington, D.C. : U.S. Institute of Peace Press, 2003.
Edition/Format:   Print book : EnglishView all editions and formats
Summary:
"Although Germany has become vital to Europe, integral to NATO, and a powerhouse of the global economy, it retains a distinctive culture and a unique - and formidable - negotiating style. As eminent scholar and veteran negotiator W.R. Smyser makes plain, that style has nothing to do with Hitler's bombast or Bismarck's machinations. Instead, it's based on logic, rigor, and tenacity, qualities that make negotiations
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Material Type: Internet resource
Document Type: Book, Internet Resource
All Authors / Contributors: W R Smyser
ISBN: 1929223412 9781929223411 1929223404 9781929223404
OCLC Number: 50548841
Description: xvii, 246 pages ; 24 cm
Contents: The foundation: geography, history, philosophy, and economics --
The principal elements of a negotiation with Germans --
The German negotiator: personality and tactics --
German business negotiations --
German official economic negotiations --
The future of German negotiating behavior --
How to negotiate with Germans.
Responsibility: W.R. Smyser.

Abstract:

Germany has a formidable negotiating style based on logic, rigour and tenacity, qualities that make negotiations challenging but potentially rewarding. Drawing on interviews with European and  Read more...

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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 Read more...

 
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