Word: fairbanking
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Because of this, the idea of negotiation is not highly esteemed on its legal merits since the parties cannot assume that they have certain basic legal rights assured, Fairbank writes. He continues: "Consequently, when we urge negotiations upon Hanoi, we are not aware of the lower valuation put upon the word in their tradition." Negotiation is viewed, Fairbank explained, as an alternative or even an adjunct to the use of force in conflict resolution...
According to Fairbank, another important cultural barrier is our inability to understand the importance of "face" or personal prestige as a motive force in everyone's life in East Asia...
...ruler is shown up as stupid, foolish, ineffective, or evil, Fairbank maintains, then the moral basis of his authority is undermined and he may lose power...
...Fairbank says that "the upshot of these considerations is that when we ask for negotiations we are not offering as much as we think we are, and when we endanger the face or prestige of the opposing power we are threatening it more than we realize...
...first necessity in dealing with East Asia. Fairbank writes, is to break away from the limited viewpoint which our own culture imposes upon us. Fairbank says that we "have to put our message in the terms of the other culture if we want to get it across...