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Negotiating Across Cultures: International Communication in an Interdependent World Revised Edition

by Raymond Cohen (Author)
4.5 4.5 out of 5 stars 17 ratings
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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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  1. ISBN-10
    9781878379726
  2. ISBN-13
    978-1878379726
  3. Edition
    Revised
  4. Publisher
    United States Inst of Peace Pr
  5. Publication date
    January 1, 1997
  6. Language
    English
  7. Dimensions
    6.25 x 0.75 x 9.25 inches
  8. Print length
    268 pages
  9. See all details
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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

About the Author

Raymond Cohen is professor of international relations at the Hebrew University of Jerusalem and the author of four other books. He was a fellow at the United States Institute of Peace in 1988-89 and again in 1996.

Product details

  • ASIN ‏ : ‎ 1878379720
  • Publisher ‏ : ‎ United States Inst of Peace Pr; Revised edition (January 1, 1997)
  • Language ‏ : ‎ English
  • Paperback ‏ : ‎ 268 pages
  • ISBN-10 ‏ : ‎ 9781878379726
  • ISBN-13 ‏ : ‎ 978-1878379726
  • Item Weight ‏ : ‎ 1 pounds
  • Dimensions ‏ : ‎ 6.25 x 0.75 x 9.25 inches
  • Customer Reviews:
    4.5 4.5 out of 5 stars 17 ratings

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Raymond Cohen

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Customer reviews

4.5 out of 5 stars
17 global ratings

Top reviews from the United States

eric k
5.0 out of 5 stars Not just for negotiators!
Reviewed in the United States on April 6, 2014
Verified Purchase
Without a doubt, the lessons in Negotiating Across Cultures are valuable tools for the international businessperson or anyone wishing to avoid clumsy mistakes with others from other cultures. Even if one has no interest in working overseas, I would recommend this book to anyone wishing to gain an insight into the way others of non-Western perspective might react to the Western-based logic and negotiating styles.

Given the many examples in the book, it is difficult to ignore the fact that others of foreign descent may simply have different perspectives on which to base their arguments. What happens when the other party is clinging to culture-based arguments and the best one can do is present an alternate settlement which is based on a myopic American-based understanding of the opposing party's position? Without being aware of such points, it is all too easy to simply write off a person’s behavior or reasoning to personal idiosyncrasy. I would submit that reading Negotiations Across Cultures will take your negotiation and mediation skills to the next level. As US business continues to reach out to other countries and as foreigners continue to increase diversity within the US, it only makes sense that someone wishing to properly navigate these seas be equipped with the right tools.
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MBTB
4.0 out of 5 stars Negotiating techniques for international deal making
Reviewed in the United States on March 31, 2013
Verified Purchase
In "Negotiating Across Cultures" Mr. Cohen expertly takes us on a journey that weaves the concepts of cross cultural negotiations with incredible story telling using international situations between US and its key regional allies (Japan, China, India, Egypt and Mexico). He gives us a taste for how culture plays a part in international negotiations and the complexities involved in international deal making.
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Bomb Man58
5.0 out of 5 stars Very Helpful Reference for People with International Contacts
Reviewed in the United States on November 19, 2008
Verified Purchase
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!
5 people found this helpful
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Sara
4.0 out of 5 stars quick n easy
Reviewed in the United States on January 28, 2014
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this is a really useful book...quick to purchase and easy to download to my tablet samsung mini. I used to deliver an essay about international negotiation.
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Robert T. Mounts
5.0 out of 5 stars Ground-breaking and Authoritative
Reviewed in the United States on September 12, 2013
Verified Purchase
This ground-breaking work by Dr. Cohen captures everything I have learned in 22 years of cross-cultural negotiations in Asia and will be one of my two preferred textbooks for a law school course in "Cross-Cultural Negotiations" next fall at a prominent southern university. It is especially helpful to have the non-lawyer, non-American perspective.
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V.W.
4.0 out of 5 stars all in all great book
Reviewed in the United States on June 12, 2010
Verified Purchase
very prompt delivery.. great book, still i wished the book had more at least as much on Arabs as on Japanese so to say, as that is what i was looking for..
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Unknown
5.0 out of 5 stars Highly recommended
Reviewed in the United States on November 30, 2013
Verified Purchase
Well-written and engaging book on the challenges we face during international communication and negotiation. Excellent examples and clear detail brings these issues alive.
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\m/
4.0 out of 5 stars Not just for diplomats, but a mixed bag for the corporate world....
Reviewed in the United States on July 14, 2012
Negotiating Across Cultures is something of a diplomat's "pocket" guide to cross-cultural negotiation. The book examines key topics such as high and low context communication and the differences in how Western and Eastern cultures communicate with each other. The book is primarily written from the perspective of a low context, US negotiator that is seeking an agreement with a high context negotiator.

The book combines the aforementioned concepts with a number of real life case studies that are used to highlight various aspects of the negotiation and to address cultural gaps. Cohen paints an interesting picture of high and low context negotiation styles and preaches a flexible style, in many ways akin to the Japanese "awase" or adaptive style. He suggests that negotiators should focus extensively on understanding the cultural preferences of their adversary and that they should be aware of their own cultural biases. While the concepts in the book are focused around diplomatic, rather than corporate or individual negotiations, the underlying ideas can easily be applied to a wide variety of situations.

While the concepts and examples are fantastic, Cohen takes an overly academic approach to writing. Wording tends to be overly complicated and I often found myself having to re-read a paragraph to understand the underlying message. I would love to see an adaptation of this book into something a bit more concise and easier to understand. Cohen clearly has a fantastic grasp of the gaps in Eastern and Western negotiation and communication styles, but I suspect the average reader will find themselves skipping pages in search of "gems."
2 people found this helpful
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