The Russian Way of Negotiating

in International Negotiation
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Abstract

Characteristics of Russian negotiating perceptions, behavior and tactics as reported for the pre-Soviet and Soviet periods are examined as hypotheses for verification against post-Soviet activity. Positive views of struggle and power and negative views of compromise and rhetoric, lack of initiatives, openness and constancy, and tactical ploys are presented. While evidence is not yet available to confirm these traits currently, there is a presumption of continuity that requires verification.

The Russian Way of Negotiating

in International Negotiation

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