Chinese Political Negotiating Behavior

A Briefing Analysis

by Richard H. Solomon

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This report presents an assessment of the political negotiating style that senior officials of the U.S. government are likely to encounter in dealings with their counterparts from the People's Republic of China (PRC). The assessment is based on interviews with American officials who conducted negotiations with the Chinese during the 1970s and early 1980s in an effort to normalize and develop U.S.-PRC relations, and on analysis of related materials such as Chinese press statements. The experience of this period reveals that PRC officials seek to manage negotiations in a readily comprehensible and even somewhat predictable manner. Appendixes include the texts of U.S.-PRC joint communiques establishing the principles of the relationship between the two countries.

This report is part of the RAND Corporation report series. The report was a product of the RAND Corporation from 1948 to 1993 that represented the principal publication documenting and transmitting RAND's major research findings and final research.

The RAND Corporation is a nonprofit institution that helps improve policy and decisionmaking through research and analysis. RAND's publications do not necessarily reflect the opinions of its research clients and sponsors.