01841nam a2200241Ia 4500 OSt 20260316192546.0 210716s2003 xx 000 0 und d 9788184893342 AIMIT LIBRARY eng 001.0723742 1 FAUG How people negotiate : resolving disputes in different cultures / Edited by Guy Olivier Faure. 1st ed. New Delhi : Springer , 2003. xiii,207p. ; PB 23.6 cm 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. Problem framing and reference points 185465 Escalation and entrapment 185466 Power issues 185467 Faure, Guy Olivier., ed. 185468 ddc BK 1st 001.0723742 FAUG 207486 207486 0 0 ddc 0 0 MBA AIMIT AIMIT MGT 2012-10-01 395.00 Bill no:1348; Bill dt:2012-09-19 0 001.0723742 FAUG MBA10052 2025-07-21 00:00:00 296.25 2021-07-16 BK