000			01116cam a2200181 4500
020			_a1878379089 (pbk.)
100		1	_aCOHEN Raymond
245		0	_aNegotiating across cultures: _bcommunication obstacles in international diplomacy
260			_aWashington, DC: _bUnited States Institute of Peace, _c1991
300			_a193p.
520		3	_aExamines 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.
650			_aCULTURAL FACTORS
650			_aDIPLOMACY
650			_aINTERNATIONAL RELATIONS
650			_aNEGOTIATION
650			_aUNITED STATES _xFOREIGN RELATIONS
945			_i0003837 _rY _sY
999			_c18454 _d18454