How People Negotiate : Resolving Disputes in Different Cultures
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
1 online resource (xiii, 207 pages)
9789400709898, 9400709897
851366083
Print version:
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