As he examines the historical and cultural underpinnings of contemporary Russian negotiating behavior, Schecter finds that the Bolshevik legacy remains largely intact despite the Soviet Union's demise. A step-by-step examination of the negotiating process, based on unique inside accounts from retired Soviet officials, exposes the areas of greatest continuity in Russian interests and style, as well as areas of change.

Includes bibliographical references (p. 201-208) and index.

Foreword / Richard H. Solomon -- 1. Inheritance: Russian Identity and the Soviet Legacy -- 2. The Durability of the Inheritance: Continuity versus Change -- 3. The Negotiating Process -- 4. Counterstrategies and Countertactics -- 5. Doing Business in Russia and Former Soviet Republics -- Conclusion: Continuity and Transition.