December 1997
320 pp. 6 x 9

$19.95 (paper)
1-878379-72-0

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

Negotiating Across Cultures
International Communication in an Interdependent World Revised Edition

Raymond Cohen

"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

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 negotiatior.

Contents

Prelude Negotiation: The Cultural Roots Intercultural Dissonance: A Theoretical Framework What Is Negotiable? Setting Out the Pieces: Prenegotiation Let the Contest Commence: Opening Moves On Tactics and Players: Middle Game I Sounds, Signals, Silence: Middle Game II Under Pressure: End Game I Face and Form: End Game II When Is a Deal a Deal? Postnegotiation In Search of Harmony: Conclusions

About the author.