National Negotiating Styles

In This Review

National Negotiating Styles

Edited by Hans Bennendijk
Center for the Study of Foreign Affairs, Foreign Service Institute, 1987
147 pp.
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The Foreign Service Institute has made a number of studies of the art and practice of negotiation, of which this slim volume is an outstanding example. It contains essays on the negotiating styles of China, Japan, Russia, France, Egypt and Mexico, each written from a background of diplomatic experience, scholarly expertise or both. They may not provide an aspiring diplomat with all the guidance necessary for successful negotiation with fellow diplomats of those six countries, but there are many useful lessons here both for those engaged in the practice of diplomacy and for those who study and seek to understand it.

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