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How Germans Negotiate: Logical Goals, Practical Solutions,Used
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Although Germany has become vital to Europe, integral to NATO, and a powerhouse of the global economy, it retains a distinctive culture and a uniqueand formidablenegotiating style. As eminent scholar and veteran negotiator W. R. Smyser makes plain, that style has nothing to do with Hitlers bombast or Bismarcks machinations. Instead, its based on logic, rigor, and tenacity, qualities that make negotiations challenging but potentially rewarding encounters. 'Negotiations with Germans can be difficult,' notes Smyser, 'but careful preparation and informed understanding can produce good results, especially if one knows the kinds of mistakes to avoid.'Drawing on interviews with dozens of European and American negotiators, Smyser offers diplomats and businesspeople an incisive portrait of their German counterparts. How Germans Negotiate begins by exploring the roots of contemporary German negotiating behavior and then identifies the stages through which negotiations typically pass. Using examples drawn from the past 50 years, Smyser illustrates Germanys abiding search for security, stability, and community. Germans are usually willing to make a mutually beneficial deal, but not before theyve 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, including discussions on global monetary policy and the DaimlerChrysler talks, and discovers a tension between a traditional 'old' style and a more predatory 'new' style. The conclusion lays out basic strategies and tactical pointers and explains how to avoid mistakes.
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