Skip to main content
SpringerLink
Log in
Book cover

How People Negotiate

Resolving Disputes in Different Cultures

  • Book
  • © 2003

Overview

Editors:
  1. Guy Olivier Faure

    1. The Sorbonne University, Paris V, France

    View editor publications

    You can also search for this editor in PubMed   Google Scholar

Part of the book series: Advances in Group Decision and Negotiation (AGDN, volume 1)

This is a preview of subscription content, log in via an institution to check access.

Access this book

Log in via an institution
eBook USD 84.99
Price excludes VAT (USA)
  • Available as EPUB and PDF
  • Read on any device
  • Instant download
  • Own it forever
Softcover Book USD 109.99
Price excludes VAT (USA)
  • Compact, lightweight edition
  • Dispatched in 3 to 5 business days
  • Free shipping worldwide - see info
Hardcover Book USD 109.99
Price excludes VAT (USA)
  • Durable hardcover edition
  • Dispatched in 3 to 5 business days
  • Free shipping worldwide - see info

Tax calculation will be finalised at checkout

Other ways to access

Licence this eBook for your library

Institutional subscriptions

Table of contents (35 chapters)

  1. Front Matter

    Pages i-xiii
    Download chapter PDF

  2. Introduction

    1. Introduction

      • Guy Olivier Faure
      Pages 1-17

  3. Negotiation: Definition and Scope

    1. Front Matter

      Pages 19-19
      Download chapter PDF

    2. Negotiating with an Artifact

      • Cécile Deman
      Pages 21-24

    3. Do Horses Negotiate?

      • Françoise Burgaud
      Pages 25-29

    4. Negotiation with the Self

      • Victor Kremenyuk
      Pages 31-34

  4. Problem Framing and Reference Points

    1. Front Matter

      Pages 35-35
      Download chapter PDF

    2. Abraham and the Lord

      • Guy Olivier Faure
      Pages 37-38

    3. Never Miss a Bargain

      • Nasir ed-Din Khodja
      Pages 39-39

    4. The Perfect Switch

      • Jiwen Sushui
      Pages 41-41

    5. The Beggar Needs a Better Life

      • Surya Sukanta
      Pages 43-43

    6. Negotiating in the Deep Freeze

      • I. William Zartman
      Pages 45-46

    7. Co-Payment of a Traffic Ticket

      • Honggang Yang
      Pages 47-49

    8. Just a Small Thing

      • Daqian Wang
      Pages 51-53

    9. Young Girl’s Wish

      • Amy Tan
      Pages 55-56

  5. Risk and Stress Management

    1. Front Matter

      Pages 57-57
      Download chapter PDF

    2. Cycling in Beijing

      • Guy Olivier Faure
      Pages 59-64

    3. Rahab and the Spies

      • Steven Brams
      Pages 65-66

    4. Tushratta’S Requests to the Pharaohs

      • Serdar Güner, Daniel Druckman
      Pages 67-71

  6. Escalation and Entrapment

    1. Front Matter

      Pages 73-73
      Download chapter PDF
Back to top

Keywords

About this book

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.

Editors and Affiliations

  • The Sorbonne University, Paris V, France

    Guy Olivier Faure

Bibliographic Information

Publish with us

Policies and ethics

Back to top

Search

Navigation