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Bargaining with a rising India : lessons from the Mahabharata

Author: Amrita Narlikar; Aruna Narlikar
Publisher: Oxford, United Kingdom : Oxford University Press, 2014.
Edition/Format:   Print book : English : First editionView all editions and formats
Summary:
The need to negotiate effectively with India is only growing as its power rises. Understanding the negotiating culture wherein India's bargaining behaviour is embedded forms a crucial step to facilitate this process. In the literature on international negotiation, experimental studies point to specific behavioural characteristics of Indian negotiators. Empirical analyses confirm these findings, and many suggest that  Read more...
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Material Type: Internet resource
Document Type: Book, Internet Resource
All Authors / Contributors: Amrita Narlikar; Aruna Narlikar
ISBN: 0199698384 9780199698387
OCLC Number: 852830099
Description: 238 pages ; 24 cm
Contents: Playing hardball? India in international negotiations --
India's negotiation strategy : the heroism of hard bargaining? --
Framing from a moral high horse --
Coalitions : choosing allies, sustaining friendships --
Time : the long shadow of the past and the future.
Responsibility: by Amrita Narlikar, Aruna Narlikar.
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Abstract:

This book offer a fascinating new insight into the India's negotiation at the international level through the lens of the classical Sanskrit text, the Mahabharata.  Read more...

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I am certain international negotiators and scholars will find this book a rich resource. As the authors' conclude, successful negotiation with the emerging BRIC powers requires "more studies of the Read more...

 
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