Negotiating across cultures
Subtitle: international communication in an interdependent world
By: Raymond Cohen.
Edition: Rev. ed.
Publisher: United States Institute of Peace Press
Published: 1997
Place of publication: Washington, D.C
Language: eng
Number of pages: 268
Subjects: International relations.; Diplomacy -- Cross-cultural studies.; Negotiation -- Cross-cultural studies.; United States -- Foreign relations -- 1945-
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.

In this revised edition, as in the first, 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 negotiation.
Notes: Includes bibliographical references (p. 249-258) and index.