SlossLeonDavisScott M., “The Pursuit of Power and Influence through Negotiation,” in BinnendijkHans, ed., National Negotiation Styles (Washington, D.C.: Center For The Study of Foreign Affairs, Foreign Service Institute, U.S. State Department, 1987); Von CzegeAndreas, “Soviet Negotiating Tactics in Trade with the West,”Soviet and European Trade, 19 (Spring 1983): 32–54.
3.
BeliaevEdwardMullenThomas P.PunnettBetty Jane, “Understanding the Cultural Environment: U.S.-U.S.S.R. Trade Negotiations,”California Management Review (Winter 1985), pp. 100–112.
4.
PialkaJohn J., “Soviet Bottom Line Is That Few People Know What One Is,”Wall Street Journal, April 15, 1989, p. A13.
5.
GumbelPeter, “Western Money, Technology, Fall on Infertile Soviet Soil,”Wall Street Journal, December 1, 1989, p. A16.
6.
“Soviet Market Reform Will Be Put to Voters,”Los Angeles Times, May 24, 1990, p. A1. The reader should note that languages adapt to reflect changing cultures. In Russian there has always been a word for a place where goods are bought and sold—rynok. However, its meaning is quite narrow compared to the English “market.” Indeed, the English term can be either a noun (as in a place) or a verb (as in an activity). Victorina Lefebvre tells us that only during the last year have the Soviets directly adopted the term “marketing” when they mean the activity in the Western sense.
7.
ChurchillWinston, radio broadcast, October 1, 1939.
8.
LefebvreVladimir A.LefebvreVictorina D., Soviet Ways of Conflict Resolution and International Negotiations, vols. 1 and 2 (Irvine, CA: School of Social Sciences, University of California, Irvine, 1986); LefebvreVictorina D., Ethical Features of the Normative Hero in Soviet Children's Literature of the 1960s–70s Studies of Cognitive Sciences, 20, School of Social Sciences, University of California, Irvine, CA, 1983.
9.
WeigandRobert E., “International Trade Without Money,”Harvard Business Review (November/December 1977), p. 28.
10.
The reader will note that in their popular book on negotiation, Getting to Yes, Roger Fisher and William Ury specifically warn about Americans taking such approaches.
11.
LefebvreLefebvre, op. cit.
12.
SnowdonSondra, The Global Edge: How Your Company Can Win In The International Marketplace (New York, NY: Simon and Schuster, 1986), p. 376.
13.
HaysLaurieGumbelPeter, “Soviet Concerns Falling Behind in Paying Bills,”Wall Street Journal, March 6, 1990, p. 1.
14.
“Plan on Paying Overdue Bills Set by Soviets,”Wall Street Journal, May 23, 1990, p. A20.
15.
BehrmannNeil, “Soviets Deposit Gold in Western Banks As Collateral for Easing Cash Squeeze,”Wall Street Journal, June 4, 1990, p. A3.
16.
YoffieDavid B., “Profiting from Countertrade,”Harvard Business Review (May/June 1984), p. 9.
17.
BrunnerTheodore (Director of Thesaurus Linguae Graece, a data bank of ancient Greek texts at the University of California, Irvine) helped coin the term by combining the ancient Greek words allassein (to barter) and phobia (fear).
18.
BurnsteinDaniel, Los Angeles Times, December 3, 1989.
19.
“A Loan from South Korea,”Wall Street Journal, June 1, 1990, p. A12; and ProtzmanFerdinand, “Bonn to Prop Up Kremlin Reforms with $3 Billion Loan Guarantee,”New York Times, June 23, 1990, p. A1.
20.
“Japanese Traders Informing Tokyo Soviet Bills Unpaid,”Wall Street Journal, May 2, 1990, p. A11.
21.
Ibid.
22.
GorbachevMikhail S., “Remarks on U.S.-U.S.S.R. Trade,”Harvard Business Review (May/June 1986), p. 56.
23.
KiplingRudyard, “The Ballad of East and West,”1889.