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After two decades of hostile confrontation, China and the United States initiated negotiations in the early 1970s to normalize relations. Senior officials of the Nixon, Ford, Carter, and Reagan administrations had little experience dealing with the Chinese, but they soon learned that their counterparts from the People’s Republic were skilled negotiators.
This study of Chinese negotiating behavior explores the ways senior officials of the PRC―Mao Zedong, Zhou Enlai, Deng Xiaoping, and others―managed these high-level political negotiations with their new American “old friends.” It follows the negotiating process step by step, and concludes with guidelines for dealing with Chinese officials.
- Sales Rank: #1952087 in eBooks
- Published on: 2016-01-28
- Released on: 2016-01-28
- Format: Kindle eBook
About the Author
Richard H. Solomon has had extensive experience negotiating with East Asian leaders. As assistant secretary of state for East Asian and Pacific affairs, he negotiated the first UN "Permanent Five" peacemaking agreement, for Cambodia, and led U.S. bilateral negotiations with Vietnam.
Solomon has been president of the United States Institute of Peace since 1993. He is the author of seven books, including Chinese Negotiating Behavior: Pursuing Interests Through "Old Friends" (USIP Press) and coauthor of American Negotiating Behavior: Wheeler Dealers, Legal-Eagles, Bullies, and Preachers (USIP Press).
Chas. W. Freeman, Jr., has been a career officer in the U.S. Foreign Service, ambassador to Saudi Arabia during the Persian Gulf War, and assistant secretary of defense for international security affairs. He was a fellow at the United States Institute of Peace in 1994-95 and is the author of Arts of Power: Statecraft and Diplomacy (USIP Press) and Diplomat's Dictionary (USIP Press).
Most helpful customer reviews
0 of 0 people found the following review helpful.
Utterly absorbing.
By EdgarAllenPoeFan
Richard H. Solomon's Chinese Negotiating Behavior is tailored for those readers interested specifically in the area of political negotiation with the Chinese. While parts of the book, specifically around culturally-driven Chinese negotiation styles and their oft-used high-context phraseology may be applicable to business and other types of negotiation, one looking for a business negotiation book could likely find a more applicable work; the examples cited are entirely examples of political negotiation. With that in mind, readers of this book will not be disappointed. Mr. Solomon draws from his experience in negotiating with the Chinese - as assistant secretary of state for East Asian and Pacific Affairs, and as a senior staff member of the National Security Council - in providing a detailed book that is rife with very specific examples of how senior officials of the PRC have historically approached negotiation discussions with the U.S., and the strategies they are prone to use. Rather than being a purely informational work, Mr. Solomon's book is tactical as well: he provides counterstrategies to the maneuvers and pressure tactics he'd observed the Chinese employing.
Written in 1995 (and updated in 1999), Mr. Solomon's examples are generally from the Nixon and Ford administrations, with some from the Carter and Reagan administrations. Many of them come from the 1970s, a period when the U.S. began the process of normalizing relations with China. While detractors of this book cite the dated examples, I took the opposite view: understanding this formative period is critical to understanding the sensitivities behind Chinese international relations today.
1 of 1 people found the following review helpful.
Great read! Highly recommended!
By Laura Marie
Chinese Negotiating Behavior - Pursuing Interests Through "Old Friends" is a great read for anyone who is interested in history of the "normalization talks (1970-1978) between the U.S. and China, the methods of Chinese negotiations, merely an example of how the inter-governmental negotiations work. The book is a fascinating recount of interactions between Secretary of State Henry Kissinger during his negotiations with his Chinese counterparts Premier Zhou Enlai and Chairman Mao Zedong, primarily based on official memorandums of conversations and their personal memoirs, as well as interviews with U.S. officials who have conducted political negotiations with the Chinese. Through these intergovernmental interactions, the authors have identified a framework used by the Chinese in their negotiations, and provide tips on how to best deal with these techniques. It's a great mix of negotiation practicalities and political history. The book was initially intended for senior American officials prior to their first negotiating encounters in the People's Republic of China (PRC), and provides countertactics and counterstrategies to help in future negotiations.
I enjoyed the book because it was a blend of practical negotiating tips as well as an insider's look to the US / China relations in the 1970s. Examples in the book were declassified in the 1990s and reading the actual dialogue from Kissinger and Chinese officials is quite thrilling. The authors outline the salient points easily and the recap at the end of `Lessons Learned' provides a great summary and quick tips list for anyone who will be negotiating with the Chinese in the future.
2 of 2 people found the following review helpful.
Useful
By Sam Hsu
I've bought a copy so that I can negotiate with my gf's parents. The book, obviously, is not written with that purpose in mind, but now I understand why Chinese people use so many allegories in conversations and are sticklers to certain facts and principles. This book is useful and has value even in non-political interactions. The book was written a while ago but is still generally applicable today.
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