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| Foreword | |
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| Foreword | |
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| Preface: The Cross-Cultural Negotiation Project and the Origins of this Book | |
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| Acknowledgments | |
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| Contributors | |
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| Introduction | |
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| Introduction | |
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| Cultural and Negotiation | |
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| The Organization of This Book | |
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| A Portrait of the American Negotiator | |
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| The Four-Faceted Negotiator | |
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| The Businesslike Negotiator | |
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| The Legalistic Negotiator | |
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| The Moralistic Negotiator | |
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| The Superpower Negotiator | |
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| At the Bargaining Table | |
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| Building Relationships | |
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| Deploying Inducements | |
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| Putting the Pressure On | |
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| Watching the Clock | |
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| Talking Across the Table | |
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| Negotiating Multilaterally | |
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| Bargaining away from the Table | |
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| Back Channels: An American Infatuation? | |
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| The Media: A Changing Balance Of Power? | |
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| Hospitality: An Inelegant Sufficiency | |
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| Other Forms of Bargaining away from the Table | |
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| Americans Negotiating with Americans | |
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| A Trammel and a Spur: The Influence of Congress | |
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| A Ticking Clock: The Impact of Election Cycles | |
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| The Impact of Interagency Rivalries | |
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| A Convenient Target: The Political Vulnerability of American Negotiators | |
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| Historical Perspective | |
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| American Presidents and Their Negotiators, 1776-2009 | |
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| The Era of Personal Diplomacy, 1776-1898 | |
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| Negotiating as a Great Power, 1898-1932 | |
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| The Growth of a Modern Foreign Affairs Bureaucracy, 1933-45 | |
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| Negotiating during a Time of Containment and Consensus, 1945-68 | |
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| From An Era of Negotiations to the End of the Cold War, 1968-89 | |
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| The Post-Cold War World | |
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| Conclusion | |
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| Foreign Perspectives | |
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| Different Forums, Different Styles | |
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| Bilateral Negotiations: The United States-Singapore Free Trade Agreement | |
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| Regional Forums: Negotiating with ASEAN | |
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| The United Nations | |
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| Conclusion | |
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| Negotiating Trade: A Bitter Experience for Japanese Negotiators | |
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| Background to the Trade Dispute | |
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| Lessons Learned from the Trade Negotiations | |
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| A Lesson Learned from Security Negotiations | |
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| Toward a New Eta: From Trade Friction to Cooperation | |
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| Negotiating Security: The Pushy Superpower | |
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| The New World after 9/11 | |
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| The Turkish Experience | |
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| The Distinctive Patterns of American Diplomacy | |
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| Conclusion | |
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| Negotiating within Washington: Thrown in at the Deep End-A New Zealand Diplomat Looks Back | |
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| The Nuclear Divide | |
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| The Search for Accommodation | |
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| Superpower Sensitivities | |
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| A House Undivided | |
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| Negotiating with Oneself | |
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| Dealing wide Congress | |
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| The Media | |
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| Going the Extra Mile | |
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| Meltdown and After | |
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| The Consequences of Failure | |
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| Picking Up the Pieces | |
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| Washington Revisited | |
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| The Exception or the Rule? | |
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| Negotiating as a Rival: A Russian Perspective | |
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| General Characteristics of American Negotiating Behavior | |
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| Reaching Compromises | |
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| Confidentiality and Leaks | |
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| Playing on Our Internal Differences | |
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| Influencing Soviet Attitudes | |
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| Behind-the-Scenes Internal Differences and Their Impact upon Negotiations | |
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| Mistakes in Strategy | |
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| Looking Ahead | |
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| Negotiating Bilaterally: India's Evolving Experience with the United States | |
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| "A Half Century of Misunderstandings, Miscues and Mishaps" | |
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| The Post-Cold War: From Strategic Irrelevance to Strategic Partnership | |
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| 2009 and Beyond: A Narrower Cultural Gap | |
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| Negotiating multilaterally: The Advantages and Disadvantages of the U.S. Approach | |
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| The U.S. Strategic Approach to Multilateral Diplomacy | |
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| U.S. Practice of Multilateral Diplomacy | |
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| Possible Remedies for U.S. Weaknesses | |
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| Negotiating with Savoir Faire: Twelve Rules for Negotiating with the United States | |
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| The Twelve Rules | |
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| Conclusion | |
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| Conclusions | |
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| Conclusion: Negotiating in a Transforming World | |
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| Strengths and Weaknesses in American Diplomacy | |
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| The Changing World of International Negotiation | |
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| Enhancing America's Negotiating Capacities | |
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| Appendix: Analytical Categories Used in the Cross-Cultural Negotiation Project | |
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| Overall Attitude toward Negotiation | |
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| Domestic Context | |
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| Process of Negotiation | |
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| Negotiating Traits and Tactics | |
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| Communications | |
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| Bibliography | |
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| Index | |