TY  - BOOK
AU  - COHEN Raymond
TI  - Negotiating across cultures: communication obstacles in international diplomacy
SN  - 1878379089 (pbk.)
PY  - 1991///
CY  - Washington, DC
PB  - United States Institute of Peace
KW  - CULTURAL FACTORS
KW  - DIPLOMACY
KW  - INTERNATIONAL RELATIONS
KW  - NEGOTIATION
KW  - UNITED STATES
KW  - FOREIGN RELATIONS
N2  - 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
ER  -