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How People Negotiate : Resolving Disputes in Different Cultures

Author: Guy Olivier Faure
Publisher: Dordrecht : Springer Netherlands, 2003.
Series: Advances in group decision and negotiation, 1.
Edition/Format:   eBook : Document : EnglishView all editions and formats
Summary:
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  Read more...
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Genre/Form: Electronic books
Additional Physical Format: Print version:
Material Type: Document, Internet resource
Document Type: Internet Resource, Computer File
All Authors / Contributors: Guy Olivier Faure
ISBN: 9789400709898 9400709897
OCLC Number: 851366083
Description: 1 online resource (xiii, 207 pages).
Contents: I: Negotiation: Definition and Scope --
1 Negotiating with an Artifact --
2 Do Horses Negotiate? --
3 Negotiation with the Self --
II: Problem Framing and Reference Points --
4 Abraham and the Lord From the Bible --
5 Never Miss a Bargain --
6 The Perfect Switch --
7 The Beggar Needs a Better Life --
8 Negotiating in the Deep Freeze --
9 Co-Payment of a Traffic Ticket --
10 Just a Small Thing --
11 Young Girl's Wish --
III: Risk and Stress Management --
12 Cycling in Beijing --
13 Rahab and the Spies From the Bible, presented by Steven Brams --
14 Tushratta' s Requests to the Pharaohs --
IV: Escalation and Entrapment --
15 The Oyster and the Disputants --
16 A Question of Patience --
17 The Stupid Egg Seller --
18 On the Back of a Camel --
V: Deception, Tricks, and Stratagems --
19 Mrs. Sweetness --
20 The Chinese Nephew Author unknown --
VI: Fairness --
21 The Password --
22 Which Is My Half? --
23 The Faustian Bargain Presented by Alexander Mehlmann --
VII: Power Issues --
24 Selling and Buying Hahm in Korea --
25 Resisting the Uniform --
26 Did You Pay the Ferryman? --
27 Encountering the 'Green Visitors' --
VIII: Cultural Issues and Identity --
28 Restaurant Bargaining --
29 Personal Encounters Abroad --
30 A Sexually Demanding Husband and a Domineering Mother-in-Law --
IX: Third-Party Intervention and Mediation --
31 Peace Negotiation in the New Guinea Highlands --
32 Nyabeda Tragedy --
33 The Case of the Lost Tooth --
34 Negotiating within the Kinship Platform --
Conclusion --
References.
Series Title: Advances in group decision and negotiation, 1.
Responsibility: edited by Guy Olivier Faure.

Abstract:

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  Read more...

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