Chinese Negotiating Behavior: Pursuing Interests Through "Old Friends

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.

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.