ISBN 9788184893342,How People Negotiate: Resolving Disputes In Different Cultures

How People Negotiate: Resolving Disputes In Different Cultures


Springer India

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ISBN 9788184893342
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Springer India

Publication Year 2009

ISBN 9788184893342

ISBN-10 8184893345

Paper Back

Number of Pages 228 Pages
Language (English)


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.