Russian Negotiating Behavior: Continuity and Transition

I work with people of former Soviet states in business negotiation, and I found this book to provide indispensible insight and recommendations that have made an important difference in my dealings. This book provided me with background on culture that clarified past failed negotiations and has improved present ones. I would also recommend this book to anyone embarking on extended (non-tourist) travel to the former Soviet states, just to set the tone. I am purchasing additional copies to send to friends in similar circumstances.

Schecter has given us a considered and reliable glimpse into what drives Russian diplomats and decision-makers in negotiations. Useful references to Soviet practices give the reader a long-term framework within which to evaluate the more chaotic post-Soviet decision-making processes. Effective countervailing strategies emerge from his analysis. As a practicing Western diplomat dealing with Russia, I will be recommending this book to colleagues.