000			01841nam a2200241Ia 4500
003			OSt
005			20260316192546.0
008			210716s2003 xx 000 0 und d
020			_a9788184893342
040			_cAIMIT LIBRARY
041			_aeng
082			_a001.0723742 _21 _bFAUG
245			_aHow people negotiate : _bresolving disputes in different cultures / _cEdited by Guy Olivier Faure.
250			_a1st ed.
260			_aNew Delhi : _bSpringer , _c2003.
300			_axiii,207p. ; _bPB _c23.6 cm
500			_aHow 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.
650			_aProblem framing and reference points _9185465
650			_aEscalation and entrapment _9185466
650			_aPower issues _9185467
700			_aFaure, Guy Olivier., ed. _9185468
942			_2ddc _cBK _e1st _k001.0723742 FAUG
999			_c207486 _d207486