Russian negotiating behavior
Subtitle: continuity and transition
By: Jerrold L. Schecter.
Publisher: United States Institute of Peace Press
Published: 1998
Place of publication: Washington, D.C
Language: eng
Number of pages: 225
Subjects: Negotiation.; Negotiation in business -- Russia (Federation); Russia (Federation) -- Foreign relations.
Description: 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.
Notes: Includes bibliographical references (p. 201-208) and index.