Statecraft : and how to restore America's standing in the world by Ross Dennis

Author:Ross, Dennis
Language: eng
Format: epub
Tags: International relations, Staatskunst, Internationale Politik
Publisher: New York : Farrar, Straus, and Giroux
Published: 2007-09-05T16:00:00+00:00

STATECRAFT

While there is a great deal of literature on negotiations, most of it has not been written by practitioners. This is not to denigrate the value of the negotiation literature. In fact, much in this literature is especially useful for identifying and explaining the basic concepts of negotiating. Yet if one is to understand how to employ negotiations effectively as a tool of statecraft (or even in business or other walks of life), it makes sense to have a practitioner's guide to negotiations.

Why suggest a practitioner's guide to negotiations? It is not only because of the more complicated setting in which negotiations will take place as we safeguard our national security. It is also because instinct plays an integral part in how and what to do in negotiations, and is more likely to be revealed by a practitioner. Moreover, because practitioners need to be constantly mindful of their own constituencies—and those of the parties that they may be negotiating with—a practitioner's guide is more likely to reflect how these more political concerns tend to be considered or managed.

With these factors and the logic of statecraft in mind, let me turn to and explain my twelve rules for negotiations.

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