Table of Contents
Foreword Madeleine K. Albright ix
Foreword Condoleezza Rice xi
Preface: The Cross-Cultural Negotiation Project and the Origins of this Book xv
Acknowledgments xxi
Contributors xxiii
Part I Introduction
1 Introduction 3
Cultural and Negotiation 7
The Organization of This Book 11
Part II A Portrait of the American Negotiator
2 The Four-Faceted Negotiator 19
The Businesslike Negotiator 21
The Legalistic Negotiator 29
The Moralistic Negotiator 33
The Superpower Negotiator 38
3 At the Bargaining Table 47
Building Relationships 48
Deploying Inducements 55
Putting the Pressure On 59
Watching the Clock 71
Talking Across the Table 76
Negotiating Multilaterally 85
4 Bargaining away from the Table 93
Back Channels: An American Infatuation? 94
The Media: A Changing Balance Of Power? 102
Hospitality: An Inelegant Sufficiency 110
Other Forms of Bargaining away from the Table 115
5 Americans Negotiating with Americans 123
A Trammel and a Spur: The Influence of Congress 125
A Ticking Clock: The Impact of Election Cycles 137
The Impact of Interagency Rivalries 142
A Convenient Target: The Political Vulnerability of American Negotiators 152
Part III Historical Perspective
6 American Presidents and Their Negotiators, 1776-2009 Robert D. Schulzinger 159
The Era of Personal Diplomacy, 1776-1898 161
Negotiating as a Great Power, 1898-1932 165
The Growth of a Modern Foreign Affairs Bureaucracy, 1933-45 170
Negotiating during a Time of Containment and Consensus, 1945-68 172
From An Era of Negotiations to the End of the Cold War, 1968-89 174
The Post-Cold War World 180
Conclusion 185
Part IV Foreign Perspectives
7 Different Forums, Different Styles Chan Heng Chee 189
Bilateral Negotiations: The United States-Singapore Free Trade Agreement 191
Regional Forums: Negotiating with ASEAN 193
The United Nations 195
Conclusion 198
8 Negotiating Trade: A Bitter Experience for Japanese Negotiators Koji Watanabe 201
Background to the Trade Dispute 201
Lessons Learned from the Trade Negotiations 204
A Lesson Learned from Security Negotiations 207
Toward a New Eta: From Trade Friction to Cooperation 208
9 Negotiating Security: The Pushy Superpower Faruk Logoglu 211
The New World after 9/11 212
The Turkish Experience 214
The Distinctive Patterns of American Diplomacy 216
Conclusion 220
10 Negotiating within Washington: Thrown in at the Deep End-A New Zealand Diplomat Looks Back John Wood 221
The Nuclear Divide 222
The Search for Accommodation 222
Superpower Sensitivities 223
A House Undivided 225
Negotiating with Oneself 225
Dealing wide Congress 226
The Media 228
Going the Extra Mile 229
Meltdown and After 229
The Consequences of Failure 230
Picking Up the Pieces 231
Washington Revisited 232
The Exception or the Rule? 232
11 Negotiating as a Rival: A Russian Perspective Yuri Nazarkin 237
General Characteristics of American Negotiating Behavior 239
Reaching Compromises 241
Confidentiality and Leaks 242
Playing on Our Internal Differences 244
Influencing Soviet Attitudes 245
Behind-the-Scenes Internal Differences and Their Impact upon Negotiations 246
Mistakes in Strategy 248
Looking Ahead 249
12 Negotiating Bilaterally: India's Evolving Experience with the United States Lalit Mansingh 251
"A Half Century of Misunderstandings, Miscues and Mishaps" 253
The Post-Cold War: From Strategic Irrelevance to Strategic Partnership 262
2009 and Beyond: A Narrower Cultural Gap 267
13 Negotiating multilaterally: The Advantages and Disadvantages of the U.S. Approach David Hannay 271
The U.S. Strategic Approach to Multilateral Diplomacy 272
U.S. Practice of Multilateral Diplomacy 273
Possible Remedies for U.S. Weaknesses 276
14 Negotiating with Savoir Faire: Twelve Rules for Negotiating with the United States Gilles Andreani 279
The Twelve Rules 281
Conclusion 288
Part V Conclusions
15 Conclusion: Negotiating in a Transforming World 293
Strengths and Weaknesses in American Diplomacy 293
The Changing World of International Negotiation 297
Enhancing America's Negotiating Capacities 299
Appendix: Analytical Categories Used in the Cross-Cultural Negotiation Project 315
Overall Attitude toward Negotiation 315
Domestic Context 316
Process of Negotiation 317
Negotiating Traits and Tactics 317
Communications 320
Bibliography 321
Index 335