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" How people negotiate : "
edited by Guy Olivier Faure
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BL
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| Record Number
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663336
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| Doc. No
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dltt
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| Title & Author
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How people negotiate : : resolving disputes in different cultures /\ edited by Guy Olivier Faure
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| Series Statement
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Advances in group decision and negotiation ;; v. 1
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| Page. NO
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xiii, 207 pages :: map ;; 25 cm
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| ISBN
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140201600X
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: 9781402016004
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: 1402018312
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: 9781402018312
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| Bibliographies/Indexes
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Includes bibliographical references (pages 205-207)
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| Contents
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pt. I. Negotiation: Definition and Scope -- 1. Negotiating with an Artifact / Cecile Deman -- 2. Do Horses Negotiate? / Francoise Burgaud -- 3. Negotiation with the Self / Victor Kremenyuk -- pt. II. Problem Framing and Reference Points -- 4. Abraham and the Lord / From the Bible -- 5. Never Miss a Bargain / Nasir ed-Din Khodja -- 6. The Perfect Switch / Jiwen Sushui -- 7. The Beggar Needs a Better Life / Surya Sukanta -- 8. Negotiating in the Deep Freeze / I. William Zartman -- 9. Co-Payment of a Traffic Ticket / Honggang Yang -- 10. Just a Small Thing / Daqian Wang -- 11. Young Girl's Wish / Amy Tan -- pt. III. Risk and Stress Management -- 12. Cycling in Beijing / Guy Olivier Faure -- 13. Rahab and the Spies / From the Bible and Steven Brams -- 14. Tushratta's Requests to the Pharaohs / Serdar Guner and Daniel Druckman -- pt. IV. Escalation and Entrapment -- 15. The Oyster and the Disputants / La Fontaine -- 16. A Question of Patience / Christine Sournia -- 17. The Stupid Egg Seller / Xiangling Li -- 18. On the Back of a Camel / Evangelos Papadopoulos -- pt. V. Deception, Tricks, and Stratagems -- 19. Mrs. Sweetness / Feng Menlong and Ankhy Ia -- 20. The Chinese Nephew / Anonymous -- pt. VI. Fairness -- 21. The Password / Wang Xianghong -- 22. Which Is My Half? / Nasir ed-Din Khodja -- 23. The Faustian Bargain / Alexander Mehlmann -- pt. VII. Power Issues -- 24. Selling and Buying Hahm in Korea / Sung Hee Kim -- 25. Resisting the Uniform / Anne Faure Bouteiller -- 26. Did You Pay the Ferryman? / Joanna R. Cameron -- 27. Encountering the "Green Visitors" / Charles-Edouard de Suremain -- pt. VIII. Cultural Issues and Identity -- 28. Restaurant Bargaining / Lambros Anagnostopoulos -- 29. Personal Encounters Abroad / Francis Deng -- 30. A Sexually Demanding Husband and a Domineering Mother-in-Law / M. Faour -- pt. IX. Third-Party Intervention and Mediation -- 31. Peace Negotiation in the New Guinea Highlands / William L. Ury -- 32. Nyabeda Tragedy / Mzee Javan Odenyo -- 33. The Case of the Lost Tooth / Richard T. Antoun -- 34. Negotiating within the Kinship Platform / Nze Ozichukwu Chukwu
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| Abstract
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"How People Negotiate brings together a set of negotiation stories, and presents this collection with an integrative overview. This volume provides tracers, and theoretical elaboration and includes a comprehensive overview of research on negotiation. It is relevant to students, researchers and professionals working in the field of negotiation, conflict resolution, problem solving, joint decision making and cultural strategies."--Jacket
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| Subject
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Conflict management, Cross-cultural studies
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| Subject
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Negotiation, Cross-cultural studies
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| Dewey Classification
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303.6/9
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| LC Classification
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HM716.H69 2003
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| Added Entry
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Faure, Guy Olivier
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