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How People Negotiate : Resolving Disputes in Different Cultures - Guy Olivier Faure

How People Negotiate

Resolving Disputes in Different Cultures

By: Guy Olivier Faure (Editor)

Hardcover

Published: 30th November 2003
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How People Negotiate brings together a set of negotiation stories, accompanied by an integrative overview. This volume provides cases and theoretical elaboration and includes a comprehensive overview of research on negotiation. Some negotiation stories are exotic and strange: they come from a large number of countries, ranging from China, to African Countries, to the Ancient Middle East. Others are drawn from Western settings such as France, Germany, and USA. The negotiations described take various forms: negotiating with oneself, negotiating one's own way through bicycle traffic or animals appearing to negotiate with each other. The stories begin with Abraham negotiating with the Lord about the fate of Sodom, the first-ever recorded account of negotiations.
The negotiations in this volume present something new and unusual. They are catchy, intriguing, exciting, intellectually challenging and original. They give us a new perspective on negotiating, tell us something about the world we live in, and - by means of a worthwhile detour - they teach us about ourselves.

Foreword
Preface
Introductionp. 1
Negotiation: Definition and Scope
Negotiating with an Artifactp. 21
Do Horses Negotiate?p. 25
Negotiation with the Selfp. 31
Problem Framing and Reference Points
Abraham and the Lordp. 37
Never Miss a Bargainp. 39
The Perfect Switchp. 41
The Beggar Needs a Better Lifep. 43
Negotiating in the Deep Freezep. 45
Co-Payment of a Traffic Ticketp. 47
Just a Small Thingp. 51
Young Girl's Wishp. 55
Risk and Stress Management
Cycling in Beijingp. 59
Rahab and the Spiesp. 65
Tushratta's Requests to the Pharaohsp. 67
Escalation and Entrapment
The Oyster and the Disputantsp. 75
A Question of Patiencep. 77
The Stupid Egg Sellerp. 85
On the Back of a Camelp. 87
Deception, Tricks, and Stratagems
Mrs. Sweetnessp. 91
The Chinese Nephewp. 93
Fairness
The Passwordp. 107
Which Is My Half?p. 109
The Faustian Bargainp. 111
Power Issues
Selling and Buying Hahm in Koreap. 117
Resisting the Uniformp. 121
Did You Pay the Ferryman?p. 127
Encountering the "Green Visitors"p. 131
Cultural Issues and Identity
Restaurant Bargainingp. 141
Personal Encounters Abroadp. 145
A Sexually Demanding Husband and a Domineering Mother-in-Lawp. 151
Third-Party Intervention and Mediation
Peace Negotiation in the New Guinea Highlandsp. 159
Nyabeda Tragedyp. 161
The Case of the Lost Toothp. 163
Negotiating within the Kinship Platformp. 173
Conclusionp. 181
Referencesp. 205
Table of Contents provided by Blackwell. All Rights Reserved.

ISBN: 9781402016004
ISBN-10: 140201600X
Series: Advances in Group Decision and Negotiation
Audience: Professional
Format: Hardcover
Language: English
Number Of Pages: 207
Published: 30th November 2003
Publisher: Springer-Verlag New York Inc.
Country of Publication: US
Dimensions (cm): 23.5 x 15.5  x 1.91
Weight (kg): 1.09