American Negotiating Behavior

by Solomon, Richard H.

• ISBN13: 9781601270474
• ISBN10: 160127047X
• Format: Paperback
• Copyright: 2010-04-01
• Publisher: USIPP

Summary

This landmark study offers a rich and detailed portrait of the negotiating practices of American officials. It assesses the multiple influences¿cultural, institutional, historical, and political¿that shape how American policymakers and diplomats approach negotiations with foreign counterparts and highlights behavioral patterns that transcend the actions of individual negotiators and administrations. Informed by discussions and interviews with more than fifty seasoned foreign and American negotiators, Richard H. Solomon and Nigel Quinney argue that four distinctive mind-sets have combined to shape U.S. negotiating practice: a businessperson¿s pragmatic quest for concrete results, a lawyer¿s attention to detail, a superpower¿s inclination to dictate terms, and a moralizer¿s sense of mission. The authors examine how Americans employ time, language, enticements, and pressure tactics at the negotiating table, and how they use (or neglect) the media, back channel communications, and hospitality outside the formal negotiating arena. They also explore the intense interagency rivalries and congressional second-guessing that limit U.S. negotiators¿ freedom to maneuver. A chapter by the eminent historian Robert Schulzinger charts the evolving relationship between U.S. presidents and their negotiators, and the volume presents a set of eight remarkably candid foreign perspectives on particular aspects of American negotiating behavior. These chapters are written by a distinguished cast of ambassadors and foreign ministers, some from countries allied to the United States, others from rivals or adversaries and all with illuminating stories to tell. In the concluding chapter, Solomon and Quinney propose a variety of measures to enhance America¿s negotiating capacities to deal with the new and emerging challenges to effective diplomacy in the 21st century.

Table of Contents

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