Negotiating Across Cultures: International Communication in an Interdependent WorldUS Institute of Peace Press, 1997 - 268 Seiten For this substantially revised edition of his 1991 book, Raymond Cohen has added two new chapters, updated previous examples, and added numerous recent ones, especially concerning U.S. trade agreements. Newly added cases include the negotiations over NAFTA, China's most-favored-nation status, the nuclear non-proliferation treaty, and the Okinawa bases. All in all, about 40 percent of the text is new. Cohen explores how cultural factors have affected U.S. dealings with Japan, China, Egypt, India, and Mexico. He demonstrates that there are two quite different models of negotiation: "low context," a predominantly verbal and explicit style typical of individualistic societies such as the United States, and "high context," a style associated with nonverbal and implicit communication more typical of traditionally interdependent societies. He concludes the book with ten specific recommendations for the intercultural negotiator. |
Inhalt
The Astoria Affair | 3 |
The Cultural Roots | 9 |
A Theoretical Framework | 25 |
What Is Negotiable? | 45 |
Prenegotiation | 67 |
Opening Moves | 83 |
Middle Game I | 107 |
Middle Game II | 135 |
End Game I | 163 |
End Game II | 183 |
When Is a Deal a Deal? | 199 |
Conclusions | 215 |
| 249 | |
Häufige Begriffe und Wortgruppen
accept affair agreed agreement Ambassador American negotiators approach argued Baker bargaining Beijing Carter China Chinese commitment communication compromise concessions contract cooperation countries cross-cultural deal Defense delegation Department official diplomacy diplomatic dissonance domestic Egypt Egyptian Eilts face Fahmy February February 21 final Foreign Minister Galbraith haggling Herbert Brownell Hermann Eilts high-context cultures high-context negotiators human rights Ibid India Indian Intercultural interests interlocutors international negotiation interview by author issue Japan Kissinger low-context Mahathir meeting ment Mexican Mexico Mickey Kantor military mutual NAFTA Nasser Negotiating Behavior negotiating style Nehru Nixon nuclear obligation one's outcome Pakistan parties partners Peace political position prenegotiation President pressure Prime Minister principles problem proposal Ras Banas relations relationship Sadat Secretary Shanghai communiqué side social societies Soviet status tactics Taiwan talks tion treaty U.S. Congress U.S. negotiators U.S. trade representative U.S.-Chinese U.S.-Indian U.S.-Japanese U.S.-Mexican United Washington Post Western words Zhou Enlai
Beliebte Passagen
Seite 268 - Congress to promote research, education, and training on the peaceful resolution of international conflicts. Established in 1984, the Institute meets its congressional mandate through an array of programs, including research grants, fellowships, professional training...
Seite 268 - School of Foreign Service, Georgetown University Max M. Kampelman, Esq. (Vice Chairman), Fried, Frank, Harris, Shriver and Jacobson, Washington, DC Dennis L. Bark, Senior Fellow, Hoover Institution on War, Revolution and Peace, Stanford University Theodore M. Hesburgh, President Emeritus, University of Notre Dame Seymour Martin Lipset, Hazel Professor of Public Policy, George Mason University W.
Seite 268 - W. Scott Thompson, Professor of International Politics, Fletcher School of Law and Diplomacy, Tufts University Allen Weinstein, President, Center for Democracy, Washington, DC Harriet Zimmerman, Vice President, American Israel Public Affairs Committee, Washington, DC Members ex officio Phyllis Oakley, Assistant Secretary of State for Intelligence and Research Daniel H.
Verweise auf dieses Buch
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