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Examines the process of negotiating with the Chinese, using historical examples and analyses of cases from 1953 to the present. The author debunks the myth of legendary Chinese patience, assesses American reaction to negotiating with the Chinese, and analyzes the Chinese approach to negotiations. He reveals the elements of continuity in Chinese behavior that surfaced during talks with the U.S. as early as 1949. 10 photos. Bibliography. Index.
Provides the reader with an in-depth sociocultural understanding of Chinese negotiating behaviours and tactics in Sino-Western business negotiation context. It presents fresh approaches, coherent frameworks, and 40 reader-friendly cases.
How precisely do the Chinese negotiate contracts and other agreements? Do they follow conventions similar to those of European negotiators? To the Japanese? Is there a pattern or style to their negotiations? These are the types of issues examined and resolved in Pye's guide. The volume is based on extensive interviews with Americans and Japanese who have had considerable first-hand experience negotiating with the Chinese, and an effort has been made to highlight the areas in which there has been the greatest amount of confusion and misunderstanding for American business people. Pye examines each step in the traditionally long negotiating process, from the first contacts to the responses after agreements have been reached. With an emphasis on cultural considerations and troubleshooting techniques, Pye gives solid, practical advice for business firms and individual negotiators. While the emphasis is on practical business negotiations, anyone concerned with Chinese culture will find much to ponder in this book.
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. Originally written for the RAND Corporation, this study was classified because it drew on the official negotiating record. It was subsequently declassified, and RAND published the study in 1995. For this edition, Solomon has added a new introduction, and Chas Freeman has written an interpretive essay describing the ways in which Chinese negotiating behavior has, and has not, changed since the original study. The bibiliography has been updated as well.
Why did traditional Chinese literati so often identify themselves with women in their writing? What can this tell us about how they viewed themselves as men and how they understood masculinity? How did their attitudes in turn shape the martial heroes and other masculine models they constructed? Martin Huang attempts to answer these questions in this valuable work on manhood in late imperial China. He focuses on the ambivalent and often paradoxical role played by women and the feminine in the intricate negotiating process of male gender identity in late imperial cultural discourses. Two common strategies for constructing and negotiating masculinity were adopted in many of the works examined here.The first, what Huang calls the strategy of analogy, constructs masculinity in close association with the feminine; the second, the strategy of differentiation, defines it in sharp contrast to the feminine. In both cases women bear the burden as the defining "other." In this study,"feminine" is a rather broad concept denoting a wide range of gender phenomena associated with women, from the politically and socially destabilizing to the exemplary wives and daughters celebrated in Confucian chastity discourse.
Featuring beautiful images and excerpts from the creation story of the Australian Eastern Arrernte people, this journal also includes a star map of the Pleiades constellation. The indigenous story tells of seven young sisters, each represented by a star and pursued by the tracker Orion. The journal includes a special page for each sister scattered throughout the writable pages, weaving together a story that can be read as ongoing, or rediscovered throughout the journal's use. Also included are key words from the story, presented both in Arrernte and English, creating a charming but valuable cultural connection for all ages.
Though wary of China’s rapid rise, her neighbors have considerable experience of dealing with unequal power without surrendering their autonomy. For its part, China has a long memory of unequal or "tributary" relations and a relatively brief and turbulent experience of working within the current useful fiction of "sovereign equality" in international relations. The emerging pattern will have to take account of the great discrepancy in economic and military power between the future China and her neighbours, and of how such asymmetry can be managed peacefully. Negotiating Asymmetry explores how the real or imagined norms governing past relations may shape China’s future position in the region by considering how relationships have changed over the past two centuries. The volume argues that neither the "Chinese world order" of tribute relations nor the Westphalia model of sovereign equality ever operated effectively in Asia, but suggests that the past does offer strong indicators about the shape of a new order in Asia.
Negotiation is an important managerial skill. The ability to negotiate across cultures becomes even more challenging due to differences in institutional practices. This book explores how the institutional environment in India and China shapes their negotiating behaviour.
After a war breaks out, what factors influence the warring parties' decisions about whether to talk to their enemy, and when may their position on wartime diplomacy change? How do we get from only fighting to also talking? In The Costs of Conversation, Oriana Skylar Mastro argues that states are primarily concerned with the strategic costs of conversation, and these costs need to be low before combatants are willing to engage in direct talks with their enemy. Specifically, Mastro writes, leaders look to two factors when determining the probable strategic costs of demonstrating a willingness to talk: the likelihood the enemy will interpret openness to diplomacy as a sign of weakness, and how the enemy may change its strategy in response to such an interpretation. Only if a state thinks it has demonstrated adequate strength and resiliency to avoid the inference of weakness, and believes that its enemy has limited capacity to escalate or intensify the war, will it be open to talking with the enemy. Through four primary case studies—North Vietnamese diplomatic decisions during the Vietnam War, those of China in the Korean War and Sino-Indian War, and Indian diplomatic decision making in the latter conflict—The Costs of Conversation demonstrates that the costly conversations thesis best explains the timing and nature of countries' approach to wartime talks, and therefore when peace talks begin. As a result, Mastro's findings have significant theoretical and practical implications for war duration and termination, as well as for military strategy, diplomacy, and mediation.
This intriguing book explores how ordinary people in traditional China used contracts to facilitate the transactions of their daily lives, as they bought, sold, rented, or borrowed land, livestock, people, or money. In the process it illuminates specific everyday concerns during China's medieval transformation. Valerie Hansen translates and analyzes surviving contracts and also draws on tales of the supernatural, rare legal sources, plays, language texts, and other anecdotal evidence to describe how contracts were actually used. She explains that the educated wrote their own contracts, whereas the illiterate paid scribes to draft them and read them aloud. The contracts reveal much about everyday life: problems with inflation that resulted from the introduction of the first paper money in the world; the persistence of women's rights to own and sell land at a time when their lives were becoming more constricted; and the litigiousness of families, which were complicated products of remarriages, adoptions, and divorces. The Chinese even armed their dead with contracts asserting ownership of their grave plots, and Hansen provides details of an underworld court system in which the dead could sue and be sued. Illustrations and maps enrich a book that will be fascinating for anyone interested in Chinese life and society.