Informed by discussions and interviews with more than fifty seasoned foreign and American negotiators, this landmark study offers a rich and detailed portrait of the negotiating practices of American officials. Including contributions by eleven international experts, i 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.

Richard H. Solomon has had extensive experience negotiating with East Asian leaders. As assistant secretary of state for East Asian and Pacific affairs, he negotiated the first UN "Permanent Five" peacemaking agreement, for Cambodia, and led U.S. bilateral negotiations with Vietnam. Solomon has been president of the United States Institute of Peace since 1993. He is the author of seven books, including Chinese Negotiating Behavior: Pursuing Interests Through "Old Friends" (USIP Press) and coauthor of American Negotiating Behavior: Wheeler Dealers, Legal-Eagles, Bullies, and Preachers (USIP Press).

Nigel Quinney is president of The Editorial Group and a consultant to European and American think tanks, academic institutions, and multinational corporations. He has more than twenty years' experience as an editor, writer, and researcher in the fields of international relations and conflict resolution.