How People Negotiate: Resolving Disputes in Different Cultures

Couverture
Guy Olivier Faure
Springer Science & Business Media, 6 déc. 2012 - 207 pages
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.
 

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Table des matières

Negotiating with an Artifact 21
19
Negotiation with the Self
31
Never Miss a Bargain 39
45
Just a Small Thing
53
Cycling in Beijing
59
The Oyster and the Disputants 75
73
Mrs Sweetness 91
90
The Password
107
Encountering the Green Visitors 131
130
A Sexually Demanding Husband and a Domineering MotherinLaw
151
Negotiating within the Kinship Platform
173
References
204
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