<p class="head1">Negotiating on the Edge<br>
North Korean Negotiating Behavior</p>
<p class="text"><b>Scott Snyder</b></p>
<p class="text">“The best, and perhaps the only full fledged,
analysis of North Korean negotiating behavior and . . . an indispensable
manual for those who have the tough luck of negotiating with the
North Koreans or others, if any, who are like them.”—<b><i>Han
Sung-Joo, Former South Korean Minister of Foreign Affairs</i></b></p>
<p class="text">“Snyder focuses a clear and steady light on the
little understood topic of North Korean negotiating behavior.”—<b><i>Donald
Oberdorfer, author of</i>The Two Koreas <i>and former</i>Washington
Post <i>correspondent</i></b></p>
<p class="text">The ordeal of negotiating with North Koreans during
the Cold War has left the impression of a “crazy” and
“bizarre” diplomacy, of negotiators who insult and provoke
their Western counterparts while fabricating crises and fomenting
discord. As <i>Negotiating on the Edge</i>reveals, however, there
is not only method to this “madness” but also an ongoing
shift toward a less provocative negotiating style.</p>
<p class="text">Drawing on interviews with an eminent cast of U.S.
officials and marshalling extensive research on North Korea past
and present, Scott Snyder traces the historical and cultural roots
of North Korea's negotiating behavior and exposes the full range
of tactics in its diplomatic arsenal. He explains why North Koreans
behave as they do, and he argues that there is in fact an internal
logic to what often seems to be outrageous conduct.</p>
<p class="text">Finally, Snyder explores how economic desperation
and the end of the Cold War have forced North Korea to modify its
negotiating style and objectives. Focusing on the U.S. negotiating
experience with North Korea in the 1990s, Snyder also deals comparatively
with recent South Korean and multilateral attempts to engage Pyongyang.</p>
<p class="textbold">Contents</p>
<p class="text">Introduction <img src="images/nav/blueball.gif" width="8">
The Context: Factors Shaping North Korean Worldviews <img src="images/nav/blueball.gif" width="8">
The Process of Negotiating <img src="images/nav/blueball.gif" width="8">
Patterns in Negotiating Style and Tactics <img src="images/nav/blueball.gif" width="8">
Comparing North-South and U.S.-DPRK Negotiating Patterns <img src="images/nav/blueball.gif" width="8">
The U.S. Negotiating Experience Compared with KEDO <img src="images/nav/blueball.gif" width="8">
Conclusion <img src="images/nav/blueball.gif" width="8"> Appendixes
<img src="images/nav/blueball.gif" width="8"> Bibliography</p>
<p class="textbold">About the Author</p>
<p class="text"><b>Scott Snyder</b> is a program officer in the Research
and Studies Program of the United States Institute of Peace, where
he has organized a working group on U.S. policy toward North Korea
since 1994. The author of numerous articles, he has been an Abe
fellow and a staff member at the Asia Society.</p>