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Negotiating Across Cultures: International Communication in an Interdependent World, by Raymond Cohen
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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.
- Sales Rank: #244384 in Books
- Brand: Brand: United States Institute of Peace
- Published on: 1997-12
- Original language: English
- Number of items: 1
- Dimensions: .70" h x 6.10" w x 9.00" l, 1.01 pounds
- Binding: Paperback
- 268 pages
- Used Book in Good Condition
Review
A masterwork of cultural analysis applied to international politics. . . . An insightful and entertaining narrative. . . [Cohen] provides a fascinating set of object lessons on what can, but need not, go wrong in cross-cultural negotiations. (Orbis)
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.
Most helpful customer reviews
5 of 5 people found the following review helpful.
Very Helpful Reference for People with International Contacts
By Bomb Man58
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!
2 of 2 people found the following review helpful.
Not just for diplomats, but a mixed bag for the corporate world....
By \m/
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."
0 of 0 people found the following review helpful.
Not just for negotiators!
By eric k
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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