Nobody's Grandfather Was a Merchant: Understanding the Soviet Commercial Negotiation Process and Style
这篇1991年的文章指出美国企业因缺乏对苏联文化和谈判风格的了解而错失商机，分析了苏联商业谈判的过程与风格，帮助美国高管做出更明智的决策。
In their eagerness to capitalize on the tremendous opportunities there, American businesses are venturing into the Soviet Union with little or no knowledge of Soviet culture or negotiation processes and style. In addition to encouraging unrealistic expectations, this lack of awareness not only increases the frustrations of negotiating with officials from a non-market economy such as the Soviet Union, but also severely impedes decisions about doing business there. It is imperative that U.S. business executives understand Soviet commercial negotiation processes and style if they are to be successful in garnering the huge potential of the Soviet market. © 1991, The Regents of the University of California. All rights reserved.