May 1999
224 pp. 6 x 9

$14.95 (paper)
1-878379-86-0

To order call
1-800-868-8064
or
703-661-1590
Fax: 703-661-1501

Chinese Negotiating Behavior
Pursuing Interests Through ‘Old Friends’

Richard H. Solomon
with an interpretive essay by Chas. W. Freeman, Jr.

After two decades of hostile confrontation, China and the United States initiated negotiations in the early 1970s to normalize relations. Senior officials of the Nixon, Ford, Carter, and Reagan administrations had little experience dealing with the Chinese, but they soon learned that their counterparts from the People’s Republic were skilled negotiators.

This study of Chinese negotiating behavior explores the ways senior officials of the PRC—Mao Zedong, Zhou Enlai, Deng Xiaoping, and others—managed these high-level political negotiations with their new American “old friends.” It follows the negotiating process step by step, and concludes with guidelines for dealing with Chinese officials.

Originally written for the RAND Corporation, this study was classified because it drew on the official negotiating record. It was subsequently declassified, and RAND published the study in 1995. For this edition, Solomon has added a new introduction, and Chas Freeman has written an interpretive essay describing the ways in which Chinese negotiating behavior has, and has not, changed since the original study. The bibiliography has been updated as well.

Contents
Introduction to the New Edition Summary Introduction The Context The Process Counterstrategies and Countertactics Lessons Learned Bibliography Chinese Negotiating Behavior Revisited Additional Bibliographic Resources

About the Authors
Richard H. Solomon has had extensive experience negotiating with the Chinese as assistant secretary of state for East Asian and Pacific affairs. As a senior staff member of the National Security Council, he was involved in the process of normalizing relations with the People’s Republic of China. Solomon has been president of the United States Institute of Peace since 1993. Chas. W. Freeman, Jr., a recently retired career Foreign Service officer, has handled numerous assignments dealing with China since the early 1970s.