Chinese Negotiating Behavior

by Solomon, Richard H.

• ISBN13: 9781878379863
• ISBN10: 1878379860
• Format: Paperback
• Copyright: 1999-07-01
• Publisher: United States Inst of Peace Pr

Summary

This study of Chinese negotiating behavior explores the ways senior officials of the PRC -- Mao Zedong, Zhou Enlai, Deng Xiaoping, and others -- managed 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.

Table of Contents

Introduction to the New Edition	ix
PART ONE	1	(178)
Summary	3	(8)
Acknowledgments	11	(2)
Introduction	13	(12)
Objectives of the Study	13	(1)
Sources of Data: Memoranda of Conversation, Interviews, and Memoirs	14	(1)
Chinese Negotiating Behavior: Distinctive, but Not Unique; Purposeful, if Not Fully Planned	15	(3)
China's Response to the West: Three Sources of PRC Negotiating Style	18	(4)
Phases in the Evolution of U.S.-PRC Relations	22	(3)
The Context	25	(32)
China in the World: The Ambivalences of a Former Imperial Power	28	(3)
Relationships: The Games of Guanxi	31	(13)
Draw the Adversary in...to a Dependent Position	32	(2)
Who Needs Whom?	34	(5)
Your Relationship with China Is in Doubt: Show Us You Care	39	(5)
The Bureaucratic Context	44	(6)
Meticulous Planning and Management	45	(2)
Effective Briefing	47	(1)
Political Discipline	48	(2)
The Obscurity of China's Internal Politics	50	(7)
The Process	57	(100)
Opening Moves	59	(16)
Identify and Cultivate the Right Interlocutor	59	(2)
Controlling the Ambience	61	(4)
Establish a Favorable Agenda	65	(6)
High Principles (Versus High Demands)	71	(4)
Period of Assessment	75	(4)
``Our Guests Always Speak First!''	76	(1)
``Projective-Test'' Diplomacy	77	(2)
Facilitating Maneuvers	79	(17)
Intermediaries	79	(2)
Indirect Communications	81	(3)
Ambiguous but Loaded Language	84	(3)
Self-Deprecation	87	(1)
Humor	88	(1)
Playing Dumb (Calculated Misunderstanding)	89	(1)
Provocation	90	(3)
Stalling	93	(2)
Reserving Position	95	(1)
Backing Off (Redefining Demands)	96	(1)
Leave a Way Out	96	(1)
Pressure Tactics	96	(17)
Playing Adversaries Against Each Other	97	(3)
Beat Up on One's Friends	100	(3)
``Your Chinese Friends Are in Trouble''	103	(1)
Threats (``Killing the Chicken to Warn the Monkey'')	104	(1)
Formal Protests	105	(1)
Escalation of Demands	106	(1)
Provocation	106	(2)
Loss of Control	108	(2)
``Bad Guy--Good Guy''	110	(1)
Split the Politician from His Advisers	111	(1)
``You Are Hurting the Feelings of a Billion Chinese'' (The Pressure of Mass Opinion)	112	(1)
Press Play	113	(12)
``Pump Priming'' (Setting a Discussion Agenda)	115	(1)
The Trap of Public Visibility	116	(1)
Public Attack	117	(2)
Raising Expectations	119	(1)
Provocation	120	(1)
Limit-Setting	121	(1)
Enticement	121	(1)
Feedback	122	(3)
The Power of Words	125	(3)
Word Games (Style of Argumentation)	128	(19)
``You're Violating the Principles of the Relationship!''	128	(2)
``We Don't Need You; You Need Us!''	130	(1)
``You're Guilty, at Fault; You Owe China a Debt!''	130	(1)
``You Are Weak; You Are Fearful!''	131	(2)
``Your Policy Is Illogical'' (``Lifting a Rock Only to Drop It on One's Own Foot'')	133	(1)
``We Don't Care About...'' (Devaluation)	134	(1)
Sharpening Differences (Differentiation)	135	(3)
Debunking (Rejection)	138	(1)
Personal Abuse (Challenging Motives, Sincerity)	139	(1)
Distorting the Record	140	(3)
Time Pressures (Deadlines)	143	(4)
End Game	147	(4)
Implementation	151	(2)
Personalities	153	(4)
Counterstrategies and Countertactics	157	(14)
The Frustrations of Negotiating with the Chinese	158	(1)
The Objective of a Negotiating Counterstrategy and Tactics: Controlling the Process in the Service of U.S. Policy Objectives	159	(1)
Strategies of Interdependence, or Autonomy?	160	(2)
Asymmetries in the American and Chinese Political Cultures	162	(9)
World Outlook	162	(3)
Time Perspective	165	(1)
Interpersonal Relations	165	(1)
Approaches to Conflict	166	(1)
Political/Bureaucratic Structures	167	(2)
Information Management	169	(1)
Decisionmaking	170	(1)
Lessons Learned	171	(8)
Scrutable China	171	(1)
Maximizing U.S. Control over the Negotiating Process	172	(7)
PART TWO	179	(18)
Chinese Negotiating Behavior Revisited	181	(16)
Chas. W. Freeman, Jr.
Bibliography	197