Negotiating Across Cultures: International Communication in an Interdependent World (Cross-Cultural Negotiation Books) (Paperback)

~ (Author) "A study of the impact of cultural differences on international negotiation requires some explanation in an era said to herald the emergence of a global..." (more)
Key Phrases: air service negotiations, gas talks, national negotiating styles, United States, President Nixon, People's Republic of China (more...)

Editorial Reviews

Review

"An enjoyable compilation that complements the literature on international negotiation that has ignored cultural factors." -- The Annals

"Cohen demonstrates the dissonance that cultural differences can create in each stage of international negotiations. He provides examples of miscommunication and misunderstanding between the United States (a low-context culture) and Mexico, Egypt, India, and Japan, all of which he labels high-context cultures." -- Peace & Change

"Professor Cohen provides a fascinating snapshot of the cultural differences which have unfortunately played an adverse role in international negotiations." -- American Society of International Law

Product Description

For this substantially revised edition of his 1991 book, Raymond Cohen has added two new chapters, updated previous examples, and added numerous recent ones, especially concerning U.S. trade agreements. Newly added cases include the negotiations over NAFTA, China's most-favored-nation status, the nuclear non-proliferation treaty, and the Okinawa bases. All in all, about 40 percent of the text is new. Cohen explores how cultural factors have affected U.S. dealings with Japan, China, Egypt, India, and Mexico. He demonstrates that there are two quite different models of negotiation: "low context," a predominantly verbal and explicit style typical of individualistic societies such as the United States, and "high context," a style associated with nonverbal and implicit communication more typical of traditionally interdependent societies. He concludes the book with ten specific recommendations for the intercultural negotiator.

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Product Details

• Paperback: 320 pages
• Publisher: United States Institute of Peace; Revised Edition edition (December 1, 1997)
• Language: English
• ISBN-10: 1878379720
• ISBN-13: 978-1878379726
• Product Dimensions: 8.9 x 6 x 0.8 inches
• Shipping Weight: 15.2 ounces (View shipping rates and policies)
• Average Customer Review: 5.0 out of 5 stars  See all reviews (1 customer review)
• Amazon.com Sales Rank: #340,404 in Books (See Bestsellers in Books)

Customer Reviews

Most Helpful Customer Reviews

3 of 3 people found the following review helpful:

5.0 out of 5 stars Very Helpful Reference for People with International Contacts, November 19, 2008

By	Robert R. Kudyba "book lover" - See all my reviews (REAL NAME)

Professor Raymond Cohen has produced a well written and researched book on the protocols of negotiations in an international scenario. Different cultures have different approaches to negotiation and settling issues of mutual benefit or concern.

While the book describes some high level negotiation examples between countries, it is also very useful for explaining various cultural norms and modalities. The author looks at words, gestures, the use of silence and approaches. Having worked in various international settings myself, I found the book extremely useful for insight into how to sit down with people from various cultures and talk through a variety of issues such as complaints, getting cooperation and negotiating agreements without giving offence and securing mutual trust and agreement.

The book looks at the various issues relating to negotiation with example case studies and commentary on these examples.

In summary, a very useful book for anyone who is involved with international affairs, works overseas or may have dealings with colleagues, or business contacts internationally. The book is well written, easily read and well researched and referenced. Well done, Professor Cohen!