TY  - BOOK
AU  - Smyser,W.R.
TI  - How Germans negotiate: logical goals, practical solutions 
SN  - 1929223404
AV  - BF 637 S667h 2003
U1  - 300 
PY  - 2003///
CY  - Washington, D.C.
PB  - US Inst. of Peace Press
KW  - Verhandlung
KW  - swd
KW  - Nationalcharakter
KW  - Verhandlungstechnik
KW  - Primera Jornada de Catalogación
KW  - idszbz
KW  - Negociación
KW  - Deutsche
KW  - Deutschland
KW  - BF 636-637 Applied psychology
KW  - Industrial psychology
KW  - Ethnopsychology
N1  - The foundation: geography, history, philosophy, and economics --  The principal elements of a negotiation with Germans --  The German negotiator: personality and tactics --  German business negotiations --  German official economic negotiations --  The future of German negotiating behavior --  How to negotiate with Germans
N2  - "Although Germany has become vital to Europe, integral to NATO, and a powerhouse of the global economy, it retains a distinctive culture and a unique - and formidable - negotiating style. As eminent scholar and veteran negotiator W. R. Smyser makes plain, that style has nothing to do with Hitler's bombast or Bismarck's machinations. Instead, it's based on logic, rigor, and tenacity, qualities that make negotiations
ER  -