COHEN Raymond <br/><br/>
Negotiating across cultures:  communication obstacles in international diplomacy 

 - Washington, DC:  United States Institute of Peace,  1991 
 - 193p. 
<br/><br/> Examines the ways in which cultural factors have affected the conduct and outcome of US dealings with five increasingly significant nations: Japan, China, Egypt, India and Mexico. The author also presents a theoretical framework for his analysis which offers two different models for negotiation; the first is defined as 'low context' which is a predominantly verbal and explicit style typical of individualistic societies such as the United States; the second is 'high context' which is associated with nonverbal and implicit communication more typical of interdependent societies. 
<br/><br/><label>ISBN: </label>1878379089 (pbk.) 
<br/><br/><label>Subjects--Topical Terms: </label><br/>CULTURAL FACTORS<br/>DIPLOMACY<br/>INTERNATIONAL RELATIONS<br/>NEGOTIATION<br/>UNITED STATES--FOREIGN RELATIONS