外交谈判中的权力研究以中美关系解冻的系列谈判为例(19691972) 1978 (15)Source:National Archives and Research Administration, 4)John McDonald Diane Bendahamane eds.,Perspectives on NSC Box 847,File 6. Negotiation,GPO/Foreign Service Institute,1986;Oran (6)(17)Nov.11,1971,Memorandum for President Nixon, Young,ed.,Bargaining,Indiana University Press,1975; "My October China Visit",Nixson Presidertial Materials Alan Coddington,Theories of the Bargaining Proess,Aldine, Project(NPMP),NSC Box 1034,National Archives II. 1968. 018)Jan.4 &7,Memcon Haig's report to Kissinger,NSC Box 65)Leigh Tompson,The Mind and Heart of the Negotiator,Pren- 1037,Folder 1. tice Hall,2001;Francois de Callieres,On the Manner of Ne- ú9)基辛格：《白宫岁月》（第四册）M),商务印书馆，1980年 gotiating with Princes,Houghton Mifflin Co.,2000;I.W. 版，第12页。 Zarteman Maureen Berman,The Practical Negotiator,Yale 20)Feb.15,1972,Information from Kissinger to Nixon, University Press,1982;Jeffrey Rubin Bert Brown,The "Your Meeting with Mao";Feb.19,1972,Information Social Psychology of Bargaining and Negotiation,Academic from Kissinger to Nixon,"Mao,Chou and the Chinese Lit- Press,1975. mus Test",Source:NSC Box 847,Folder 2. 6)Richard Shell,Bargaining for Advantage:Negotiation Strategies 21)July 1,1971,Memo for the President's Files,"Meeting Be- for Reasonable People,Penguin,2000. tween President,Dr.Kissinger,and General Haig,Thurs- )有关“权力与话语相互关系”的论述详见拙作：《话语分析与 day,July 1,Oval Office,Henry Kissinger(HAK)Files, 国际关系研究：福柯的“话语观”对后现代国际关系理论的 Box1036. 影响》í).《现代国际关系》2005年第4期。 2)Feb.22,1972,Memorandum of Kissinger and Chiao Kuam 8)Alfred D.Wilhelm,Jr.,The Chinese at the Negotiating Ta- hua,Source:HAK Files,Box 92,Folder 1. ble:Style and Characteristics,Washington D.C.:National 3)Memcon,Kissinger and Zhou,"Korea,Japan,South Asia, Defense University Press,1994,p.7. Soviet Union,Arms Control,"22 October 1971,4:15-8: )William Mark Habeeb,Power and Tactics in International Ne- 28 p.m.,NPMP,NSC Files,Box 1034. gotiation:How Weak Nations Bargain with Strong Nations,Bal- 。4)原始档案中大量有关日本的负面评价被涂黑，一种说法 timore:The Johns Hopkins University Press,1988,pp.1-9; 是：基辛格本人对日本的印象不佳：另一种说法是：被涂黑 I.William Zartman &the late Jeffrey Z.Rubin eds.,Power 的部分并不是美国的官方态度，而是为了谈判顺利。 and Negotiation,Ann Arbor:University of Michigan Press, 25)Memcon,Kissinger and Zhou,9 July 1971,4:35-11:20 2000,pp.3-23. PM,29 July 1971;Source:NSC Files,Box 1033,China (10)Carl von Clausewitz,On War,Penguin,New York,1832/ HA K Memcons July 1971. 1968. 6)詹姆斯·赖斯顿0 ames Reston,1909H995),美国著名记 (11)Hans Morgenthau,Politics Among Nations,Knopf,New 者，两度获普利策新闻奖。尼克松政府期间担任《纽约时 York,1948. 报》驻华盛顿分社主任。 (12)Jeffrey Hart,"Three Approaches to the Measurement of e7)28)Memcon,Kissinger and Zhou,10 July 1971,After- Power in International Relations,"International Organiza noon (12:10 p.m.-6:00 p.m.)6 August 1971,NSC tion,1976,30(2):pp.289-305. Files,Box 1033. ǘ3)详见唐龙彬：《一次神秘的外交使命接待基辛格秘密访 9)《尼克松回忆录》（中册）M),商务印书馆，1978年版，第 华》，《新中国外交风云》（第四辑）[M],外交部外交史研究 248249页。 室，世界知识出版社，1997年版，第39页。 30)Raymond Cohen,Negotiating Across Cultures:International (14)James Mann,A History of America's Curious Relationship with Communication in an Interdependent World,Washington D. China from Nixon to Clinton,New York:Alfred Knoph, C.:United States Institute of Peace Press,1997,pp.215- 1999,pp.8-52;Jaw-Ling Joanne Chang,"Peking Negotia- 226. tion Style:a Case Study of US-PRC Normalization",Amer- B1)Patrick J.Clearly,The Negotiation Handbook,New York: ican Studies,Dec.1984,XIV,No.4. Sharpe,2001,p.17. 作者简介：郑华，上海交通大学国际与公共事物学院讲师，博士。（上海，200030） 收稿日期：200702-06 修改日期：200705-15 ·12· 1994-2010 China Academic Journal Electronic Publishing House.All rights reserved.http://www.cnki.net© 1994-2010 China Academic Journal Electronic Publishing House. All rights reserved. http://www.cnki.net 1978. 〔4〕J ohn McDonald & Diane Bendahamane eds. , Perspectives on Negotiation , GPO/ Foreign Service Institute , 1986 ; Oran Young , ed. , Bargaining , Indiana University Press , 1975 ; Alan Coddington , Theories of the Bargaining Process , Aldine , 1968. 〔5〕Leigh Tompson , The Mind and Heart of the Negotiator , Pren2 tice Hall , 2001 ; Francois de Callieres , On the Manner of Ne2 gotiating with Princes , Houghton Mifflin Co. , 2000 ; I. W. Zarteman & Maureen Berman , The Practical Negotiator , Yale University Press , 1982 ; Jeffrey Rubin & Bert Brown , The Social Psychology of Bargaining and Negotiation , Academic Press , 1975. 〔6〕Richard Shell , Bargaining for Advantage : Negotiation Strategies for Reasonable People , Penguin , 2000. 〔7〕有关“权力与话语相互关系”的论述详见拙作《: 话语分析与 国际关系研究 :福柯的“话语观”对后现代国际关系理论的 影响》〔J〕《, 现代国际关系》2005 年第 4 期。 〔8〕Alf red D. Wilhelm , Jr. , The Chinese at the Negotiating Ta2 ble : Style and Characteristics , Washington D. C. : National Def ense University Press , 1994 , p . 7. 〔9〕William Mark Habeeb , Power and Tactics in International Ne2 gotiation : How Weak Nations Bargain with Strong Nations , Bal2 timore : The J ohns Hop kins University Press , 1988 , pp . 129 ; I. William Zartman &the late Jeffrey Z. Rubin eds. , Power and Negotiation , Ann Arbor : University of Michigan Press , 2000 , pp . 3223. 〔10〕Carl von Clausewitz , On War , Penguin , New York , 1832/ 1968. 〔11〕Hans Morgenthau , Politics Among Nations , Knopf , New York , 1948. 〔12〕Jeff rey Hart , “Three App roaches to the Measurement of Power in International Relations ,” International Organiza2 tion , 1976 , 30 (2) : pp . 2892305. 〔13〕详见唐龙彬《: 一次神秘的外交使命 ———接待基辛格秘密访 华》《, 新中国外交风云》(第四辑) [ M ] ,外交部外交史研究 室 ,世界知识出版社 ,1997 年版 ,第 39 页。 〔14〕James Mann , A History of Americaπs Curious Relationship with China from Nixon to Clinton , New York : Alf red Knop h , 1999 , pp . 8252 ; Jaw2Ling J oanne Chang ,“Peking Negotia2 tion Style : a Case Study of US2PRC Normalization”, Amer2 ican Studies , Dec. 1984 , XIV , No. 4. 〔15〕Source : National Archives and Research Administration , NSC Box 847 , File 6. 〔16〕〔17〕Nov. 11 , 1971 , Memorandum f or President Nixon , “My October China Visit”, Nixson Presidertial Materials Project (N PMP) , NSC Box 1034 , National Archives II. 〔18〕Jan. 4 & 7 , Memcon Haigπs report to Kissinger , NSC Box 1037 , Folder 1. 〔19〕基辛格《: 白宫岁月》(第四册)〔M〕,商务印书馆 , 1980 年 版 ,第 12 页。 〔20〕Feb. 15 , 1972 , Inf ormation from Kissinger to Nixon , “Your Meeting with Mao”; Feb. 19 , 1972 , Inf ormation from Kissinger to Nixon ,“Mao , Chou and the Chinese Lit2 mus Test" , Source : NSC Box 847 , Folder 2. 〔21〕J uly 1 , 1971 , Memo f or the Presidentπs Files ,“Meeting Be2 tween President , Dr. Kissinger , and General Haig , Thurs2 day , J uly 1 , Oval Office ,”Henry Kissinger ( HA K) Files , Box 1036. 〔22〕Feb. 22 , 1972 , Memorandum of Kissinger and Chiao Kuan2 hua , Source : HA K Files , Box 92 , Folder 1. 〔23〕Memcon , Kissinger and Zhou ,“Korea , Japan , South Asia , Soviet Union , Arms Control ,”22 October 1971 , 4 :15 28 : 28 p . m. , N PMP , NSC Files , Box 1034. 〔24〕原始档案中大量有关日本的负面评价被涂黑 ,一种说法 是 :基辛格本人对日本的印象不佳;另一种说法是 :被涂黑 的部分并不是美国的官方态度 ,而是为了谈判顺利。 〔25〕Memcon , Kissinger and Zhou , 9 J uly 1971 , 4 : 35211 : 20 PM , 29 J uly 1971 ; Source : NSC Files , Box 1033 , China HA K Memcons J uly 1971. 〔26〕詹姆斯 ·赖斯顿 (James Reston , 1909 —1995) ,美国著名记 者 ,两度获普利策新闻奖。尼克松政府期间担任《纽约时 报》驻华盛顿分社主任。 〔27〕〔28〕Memcon , Kissinger and Zhou , 10 J uly 1971 , After2 noon ( 12 : 10 p . m. - 6 : 00 p . m. ) , 6 August 1971 , NSC Files , Box 1033. 〔29〕《尼克松回忆录》(中册)〔M〕,商务印书馆 , 1978 年版 ,第 248 —249 页。 〔30〕Raymond Cohen , Negotiating Across Cultures : International Communication in an Interdependent World , Washington D. C. : United States Institute of Peace Press , 1997 , pp . 2152 226. 〔31〕Patrick J. Clearly , The Negotiation Handbook , New York : Sharpe , 2001 , p . 17. 作者简介 :郑华 ,上海交通大学国际与公共事物学院讲师 ,博士。(上海 ,200030) 收稿日期 : 2007202206 修改日期 : 2007205215 ·12 · 外交谈判中的权力研究 ———以中美关系解冻的系列谈判为例(1969 —1972)