Negotiating Across Cultures: International Communication in an Interdependent World / Edition 1

Negotiating Across Cultures: International Communication in an Interdependent World / Edition 1

by Raymond Cohen
     
 

ISBN-10: 1878379720

ISBN-13: 9781878379726

Pub. Date: 12/28/1997

Publisher: United States Institute of Peace Press (USIP Press)

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,…  See more details below

Overview

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.

Product Details

ISBN-13:
9781878379726
Publisher:
United States Institute of Peace Press (USIP Press)
Publication date:
12/28/1997
Series:
Cross-Cultural Negotiation Books
Edition description:
Revised Edition
Pages:
320
Sales rank:
699,127
Product dimensions:
6.06(w) x 9.00(h) x 0.73(d)

Table of Contents

Foreword
Acknowledgments to Revised Edition
Acknowledgments to First Edition
1Prelude: The Astoria Affair3
2Negotiation: The Cultural Roots9
3Intercultural Dissonance: A Theoretical Framework25
4What Is Negotiable?45
5Setting Out the Pieces: Prenegotiation67
6Let the Contest Commence: Opening Moves83
7On Tactics and Players: Middle Game I107
8Sounds, Signals, Silence: Middle Game II135
9Under Pressure: End Game I163
10Face and Form: End Game II183
11When Is a Deal a Deal?199
12In Search of Harmony: Conclusions215
Notes227
Bibliography249
Index259

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