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.
| ISBN: | 9781929223411 |
| Publication date: | 1st December 2002 |
| Author: | W R Smyser |
| Publisher: | U.S. Institute of Peace Press |
| Format: | Book |
| Pagination: | 246 pages |
| Genres: |
International relations |
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.
How Germans Negotiate features in the following genres: International relations
How Germans Negotiate is available in Book
How Germans Negotiate was written by W R Smyser and published by U.S. Institute of Peace Press
How Germans Negotiate has 246 pages