American negotiating behavior: wheeler-dealers, legal eagles, bullies, and preachers

Foreword / Madeleine K. Albright

Foreword / Condoleezza Rice

Preface: The Cross-Cultural Negotiation Project and the Origins of this Book

Acknowledgments

Contributors

Part I. Introduction

1. Introduction

Cultural and Negotiation

The Organization of This Book

Part II. A Portrait of the American Negotiator

2. The Four-Faceted Negotiator

The Businesslike Negotiator

The Legalistic Negotiator

The Moralistic Negotiator

The Superpower Negotiator

3. At the Bargaining Table

Building Relationships

Deploying Inducements

Putting the Pressure On

Watching the Clock

Talking Across the Table

Negotiating Multilaterally

4. Bargaining away from the Table

Back Channels: An American Infatuation?

The Media: A Changing Balance Of Power?

Hospitality: An Inelegant Sufficiency

Other Forms of Bargaining away from the Table

5. Americans Negotiating with Americans

A Trammel and a Spur: The Influence of Congress

A Ticking Clock: The Impact of Election Cycles

The Impact of Interagency Rivalries

A Convenient Target: The Political Vulnerability of American Negotiators

Part III. Historical Perspective

6. American Presidents and Their Negotiators, 1776-2009 / Robert D. Schulzinger

The Era of Personal Diplomacy, 1776-1898

Negotiating as a Great Power, 1898-1932

The Growth of a Modern Foreign Affairs Bureaucracy, 1933-45

Negotiating during a Time of Containment and Consensus, 1945-68

From An Era of Negotiations to the End of the Cold War, 1968-89

The Post-Cold War World

Conclusion

Part IV. Foreign Perspectives

7. Different Forums, Different Styles / Chan Heng Chee

Bilateral Negotiations: The United States-Singapore Free Trade Agreement

Regional Forums: Negotiating with ASEAN

The United Nations

Conclusion

8. Negotiating Trade: A Bitter Experience for Japanese Negotiators / Koji Watanabe

Background to the Trade Dispute

Lessons Learned from the Trade Negotiations

A Lesson Learned from Security Negotiations

Toward a New Eta: From Trade Friction to Cooperation

9. Negotiating Security: The Pushy Superpower / Faruk Logoglu

The New World after 9/11

The Turkish Experience

The Distinctive Patterns of American Diplomacy

Conclusion

10. Negotiating within Washington: Thrown in at the Deep End-A New Zealand Diplomat Looks Back / John Wood

The Nuclear Divide

The Search for Accommodation

Superpower Sensitivities

A House Undivided

Negotiating with Oneself

Dealing wide Congress

The Media

Going the Extra Mile

Meltdown and After

The Consequences of Failure

Picking Up the Pieces

Washington Revisited

The Exception or the Rule?

11. Negotiating as a Rival: A Russian Perspective / Yuri Nazarkin

General Characteristics of American Negotiating Behavior

Reaching Compromises

Confidentiality and Leaks

Playing on Our Internal Differences

Influencing Soviet Attitudes

Behind-the-Scenes Internal Differences and Their Impact upon Negotiations

Mistakes in Strategy

Looking Ahead

12. Negotiating Bilaterally: India's Evolving Experience with the United States / Lalit Mansingh

"A Half Century of Misunderstandings, Miscues and Mishaps"

The Post-Cold War: From Strategic Irrelevance to Strategic Partnership

2009 and Beyond: A Narrower Cultural Gap

13. Negotiating multilaterally: The Advantages and Disadvantages of the U.S. Approach / David Hannay

The U.S. Strategic Approach to Multilateral Diplomacy

U.S. Practice of Multilateral Diplomacy

Possible Remedies for U.S. Weaknesses

14. Negotiating with Savoir Faire: Twelve Rules for Negotiating with the United States / Gilles Andreani

The Twelve Rules

Conclusion

Part V. Conclusions

15. Conclusion: Negotiating in a Transforming World

Strengths and Weaknesses in American Diplomacy

The Changing World of International Negotiation

Enhancing America's Negotiating Capacities

Appendix: Analytical Categories Used in the Cross-Cultural Negotiation Project

Overall Attitude toward Negotiation

Domestic Context

Process of Negotiation

Negotiating Traits and Tactics

Communications

Bibliography

Index