Negotiating Across Cultures: International Communication in an Interdependent World

by Raymond Cohen

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
Product dimensions:	6.06(w) x 9.00(h) x 0.73(d)

About the Author

Raymond Cohen is professor of international relations at the Hebrew University of Jerusalem and the author of four other books. He was a fellow at the United States Institute of Peace in 1988-89 and again in 1996.

Editorial Reviews

A masterwork of cultural analysis applied to international politics. . . . An insightful and entertaining narrative. . . [Cohen] provides a fascinating set of object lessons on what can, but need not, go wrong in cross-cultural negotiations.

From the Publisher

A masterwork of cultural analysis applied to international politics. . . . An insightful and entertaining narrative. . . [Cohen] provides a fascinating set of object lessons on what can, but need not, go wrong in cross-cultural negotiations.

Orbis