Chinese negotiating behavior : pursuing interests through "old friends" / Richard H. Solomon ; with an interpretive essay by Chas. W. Freeman, Jr.
By: Solomon, Richard H.
Contributor(s): Freeman, Charles W.Material type: BookCall no.: DS777.8 .S65 2005Publication: Washington, D.C. : Inst. of Peace, 2005Description: xvi, 204 p. : ill.Notes: Reprint. Originally published: 1999.ISBN: 1878379860 (pbk.); 9781878379863 (pbk.).Subject(s): Negotiation | Political culture -- China | Political psychology | China -- Foreign relations -- 1949- | China -- Foreign relations -- United States | United States -- Foreign relations -- China | United States -- Foreign relations -- 1945-1989 | United States -- Foreign relations -- 1989-
|Item type||Current location||Collection||Call number||Status||Date due||Barcode||Item holds|
|Book||Pridi Banomyong Library General Stacks||General Books||DS777.8 .S65 2005 (See Similar Items)||Available||31379014966965|
Reprint. Originally published: 1999.
Includes bibliographical references (p. 197-204).
Introduction -- Sources of data: memoranda of conversation, interviews, and memoirs -- Chinese negotiating behavior: distinctive, but not unique; purposeful, if not fully planned -- China's response to the West: three sources of PRC negotiating style -- Phases in the evolution of U.S.-PRC relations -- The context -- China in the world: the ambivalences of a former imperial power -- Relationships: the games of Guanxi -- The bureaucratic context -- The obscurity of China's internal politics -- The process -- Opening moves -- Period of assessment -- Facilitating maneuvers -- Pressure tactics -- Press play -- The power of words -- Word games (style of argumentation) -- end game -- implementation -- personalities -- Counterstrategies and Countertactics -- The frustations of negotiating with the Chinese -- The objective of a negotiating counterstrategy and tactics: controlling the process in the service of U.S. policy objectives -- Strategies of interdependence, or autonomy? -- Asymmetries in the American and Chinese political cultures -- Lessons learned -- Scrutable China -- Maximizing U.S. control over the negotiating process -- Chinese negotiating behavior revisited / Chas. W. Freeman, Jr.
Click on an image to view it in the image viewer