How the ‘Inscrutables‘ Negotiate with the ‘Inscrutables‘: Chinese Negotiating Tactics Vis-A-Vis the Japanese

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Abstract
I had the opportunity to participate in the five major negotiations between China and Japan from 1972 to 1975 (i.e., the talks over the normalization of diplomatic relations, and the aviation, trade, shipping and fishery agreements), and to observe the tactics, both offensive and defensive, used by the Chinese participants. Personal impressions are bound to be biased, but fortunately there are at least two books which give us detailed accounts of negotiations between China and Japan in the post-war period. These are The Record of Fishery Talks between China and Japan and The Secret Memorandum of Sino-Japanese Negotiations. The former, written and edited by the Japan-China Fishery Association, whose leaders negotiated with China in 1955, is a complete record of the first fishery talks between the Japanese fishermen's organization and Chinese authorities. These negotiations centred on the regulations which Japanese and Chinese fishermen were to observe in the East China and Yellow Seas in order to avoid collisions and other accidents. The negotiations also covered some conservation measures, such as the establishment of several conservation zones along the coast of China and seasonal restrictions of the catch of some types of fish.

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