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Synopsis
This study of Chinese negotiating behavior explores the ways senior officials of the PRCMao Zedong, Zhou Enlai, Deng Xiaoping, and othersmanaged 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, portions of this study were declassified and published in 1995 by RAND. This amended edition includes a new introduction, a new essay describing the ways in which Chinese negotiating behavior has and has not changed since the original study, and an updated bibliography.
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About the Author
Richard H. Solomon has served as assistant secretary of state for East Asian and Pacific affairs and U.S. ambassador to the Philippines. As a senior staff member of the National Security Council, he was involved in the process of normalizing relations with the People's Republic of China. The author of six books and numerous articles, he has been president of the United States Institute of Peace since 1993.
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Chinese Negotiating Behavior: Pursuing Interests Through 'Old Friends' (Cross-Cultural Negotiation Books)
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United States Institute of Peace, 1999
ISBN 10: 1878379860
ISBN 13: 9781878379863
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Chinese Negotiating Behavior
Published by
United States Institute of Peace Press, 1999
ISBN 10: 1878379860
ISBN 13: 9781878379863
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Chinese Negotiating Behavior: Pursuing Interests Through "Old Friends
Published by
United States Inst of Peace Pr, 1999
ISBN 10: 1878379860
ISBN 13: 9781878379863
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Chinese Negotiating Behavior: Pursuing Interests through "Old Friends"
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United States Institute of Peace Press, 1999
ISBN 10: 1878379860
ISBN 13: 9781878379863
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Chinese Negotiating Behavior: Pursuing Interests through "Old Friends"
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United States Institute of Peace Press, 1999
ISBN 10: 1878379860
ISBN 13: 9781878379863
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Chinese Negotiating Behavior: Pursuing Interests Through "Old Friends
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Chinese Negotiating Behavior: Pursuing Interests Through "Old Friends
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ISBN 10: 1878379860
ISBN 13: 9781878379863
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Chinese Negotiating Behavior: Pursuing Interests Through "Old Friends
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