Author: Richard H. Solomon
Publisher: US Institute of Peace Press
ISBN: 9781878379863
Category : Language Arts & Disciplines
Languages : en
Pages : 228
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Book Description
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.
Author: Tony Fang
Publisher: SAGE
ISBN: 9780761915768
Category : Business & Economics
Languages : en
Pages : 364
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Book Description
Provides the reader with an in-depth sociocultural understanding of Chinese negotiating behaviours and tactics in Sino-Western business negotiation context. It presents fresh approaches, coherent frameworks, and 40 reader-friendly cases.
Author: Lucian Pye
Publisher: Praeger
ISBN:
Category : Business & Economics
Languages : en
Pages : 144
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Book Description
How precisely do the Chinese negotiate contracts and other agreements? Do they follow conventions similar to those of European negotiators? To the Japanese? Is there a pattern or style to their negotiations? These are the types of issues examined and resolved in Pye's guide. The volume is based on extensive interviews with Americans and Japanese who have had considerable first-hand experience negotiating with the Chinese, and an effort has been made to highlight the areas in which there has been the greatest amount of confusion and misunderstanding for American business people. Pye examines each step in the traditionally long negotiating process, from the first contacts to the responses after agreements have been reached. With an emphasis on cultural considerations and troubleshooting techniques, Pye gives solid, practical advice for business firms and individual negotiators. While the emphasis is on practical business negotiations, anyone concerned with Chinese culture will find much to ponder in this book.
Author: Richard H. Solomon
Publisher:
ISBN:
Category : China
Languages : en
Pages : 137
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Book Description
Author: Michael Blaker
Publisher: US Institute of Peace Press
ISBN: 9781929223107
Category : Business & Economics
Languages : en
Pages : 188
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Book Description
Explores four recent US-Japanese negotiations - two over trade and two over security-related issues - looking for patterns in Japan's approach and behaviour. Each study explains the cultural, as well as the political, institutional and personal factors, and assesses their influence.
Author: Alfred D. Wilhelm
Publisher: DIANE Publishing
ISBN: 0788123408
Category : China
Languages : en
Pages : 316
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Book Description
Examines the process of negotiating with the Chinese, using historical examples and analyses of cases from 1953 to the present. The author debunks the myth of legendary Chinese patience, assesses American reaction to negotiating with the Chinese, and analyzes the Chinese approach to negotiations. He reveals the elements of continuity in Chinese behavior that surfaced during talks with the U.S. as early as 1949. 10 photos. Bibliography. Index.
Author: Scott Snyder
Publisher: US Institute of Peace Press
ISBN: 9781878379948
Category : Language Arts & Disciplines
Languages : en
Pages : 262
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Book Description
The ordeal of negotiating with North Koreans during the Cold War has left the impression of a crazy and bizarre diplomacy, of negotiators who insult and provoke their Western counterparts while fabricating crises and fomenting discord. As "Negotiating on the Edge" reveals, however, there is not only a method to this madness but also an ongoing shift toward a less provocative negotiating style.Drawing on interviews with an eminent cast of U.S. officials and marshalling extensive research on North Korea past and present, Scott Snyder traces the historical and cultural roots of North Korea's negotiating behavior and exposes the full range of tactics in its diplomatic arsenal. He explains why North Koreans behave as they do, and he argues that there is, in fact, an internal logic to what often seems to be outrageous conduct.Finally, Snyder explores how economic desperation and the end of the Cold War have forced North Korea to modify its negotiating style and objectives. Focusing on the U.S. negotiating experience with North Korea in the 1990s, Snyder also deals comparatively with recent South Korean and multilateral attempts to engage Pyongyang."
Author: Richard H. Solomon
Publisher: Univ of California Press
ISBN: 9780520022508
Category : Biography & Autobiography
Languages : en
Pages : 636
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Book Description
Political science analysis of the impact of mao's political leadership on politics, cultural change and social change in China - gives a historical perspective of maoist political doctrine developed in context with traditional values, examines the motivational mechanisms for securing political participation, and covers social conflict, political opposition, the political system, the dynamics of political education, etc. Selected bibliography pp. 575 to 588.
Author: M. Taylor Fravel
Publisher: Princeton University Press
ISBN: 1400828872
Category : Political Science
Languages : en
Pages : 394
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Book Description
As China emerges as an international economic and military power, the world waits to see how the nation will assert itself globally. Yet, as M. Taylor Fravel shows in Strong Borders, Secure Nation, concerns that China might be prone to violent conflict over territory are overstated. The first comprehensive study of China's territorial disputes, Strong Borders, Secure Nation contends that China over the past sixty years has been more likely to compromise in these conflicts with its Asian neighbors and less likely to use force than many scholars or analysts might expect. By developing theories of cooperation and escalation in territorial disputes, Fravel explains China's willingness to either compromise or use force. When faced with internal threats to regime security, especially ethnic rebellion, China has been willing to offer concessions in exchange for assistance that strengthens the state's control over its territory and people. By contrast, China has used force to halt or reverse decline in its bargaining power in disputes with its militarily most powerful neighbors or in disputes where it has controlled none of the land being contested. Drawing on a rich array of previously unexamined Chinese language sources, Strong Borders, Secure Nation offers a compelling account of China's foreign policy on one of the most volatile issues in international relations.
Author: Kenneth G. Lieberthal
Publisher: Univ of California Press
ISBN: 0520414004
Category : History
Languages : en
Pages : 394
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Book Description
Using a model of "fragmented authoritarianism," this volume sharpens our view of the inner workings of the Chinese bureaucracy. The contributors' interviews with politically well-placed bureaucrats and scholars, along with documentary and field research, illuminate the bargaining and maneuvering among officials on the national, provincial, and local levels. CONTRIBUTORS:Nina P. HalpernCarol Lee HamrinDavid M. LamptonKenneth G. LieberthalMelanie ManionBarry NaughtonLynne PaineJonathan D. PollackSusan L. ShirkPaul E. SchroederAndrew G. WalderDavid Zweig This title is part of UC Press's Voices Revived program, which commemorates University of California Press’s mission to seek out and cultivate the brightest minds and give them voice, reach, and impact. Drawing on a backlist dating to 1893, Voices Revived makes high-quality, peer-reviewed scholarship accessible once again using print-on-demand technology. This title was originally published in 1992.
