Chinese political negotiating behavior, 1967-1984

the long version

An assessment of the patterns and practices in the ways officials of the People's Republic of China (PRC) managed high-level political negotiations with the United States during the normalization phase of relations between the two countries. This study is designed to provide guidance for senior American officials prior to their negotiating encounters with PRC counterparts and to establish control over the documentary record of U.S.-PRC political exchanges between 1967 and 1984. A basic finding of the study is that Chinese officials conduct negotiations in a distinctive, but not unique, manner consisting of a meticulously managed progression of well-defined stages. The approach is influenced by both Western diplomatic practice and the Marxist-Leninist tradition acquired from the Soviet Union, but its most distinctive qualities are based on China's own cultural tradition and political practices.