TY  - BOOK
AU  - COHEN Raymond
TI  - Negotiating across cultures: international communication in an interdependent world
SN  - 1878379720 (pbk.):
PY  - 1997///
CY  - Washington, DC
PB  - United States Institute for Peace Press
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.This revised edition extends the number and variety of negotiations that the author analyses and includes such cases as the Clinton administration's policy toward China; NAFTA; disagreements in the 1990s over human rights and sovereignity; and developments in the ongoing trade talks with Japan
ER  -