How Germans Negotiate: Balkan Media in War and Peace

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How Germans Negotiate: Balkan Media in War and Peace - Smyser, W R
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Drawing on interviews with dozens of European and American negotiators, "How Germans Negotiate" explores the roots of contemporary German negotiating behavior and identifies the stages through which negotiations typically pass. Using examples drawn from the past 50 years, Smyser illustrates Germany's abiding search for security, stability, and community. Germans are usually willing to make a mutually beneficial deal, but not before they've undertaken exhaustive research, presented a meticulous case, and satisfied their own ...

How Germans Negotiate: Balkan Media in War and Peace 2002, United States Institute of Peace Press, Washington, DC

ISBN-13: 9781929223404

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