| Description |
xiii, 207 pages : illustrations ; 24 cm |
| Series |
Advances in group decision and negotiation ; v. 1 |
|
Advances in group decision and negotiation ; v. 1
|
| Contents |
Machine derived contents note: Foreword ix -- Preface xi -- Introduction 1 -- -- PART I: NEGOTIATION: DEFINITION AND SCOPE -- 1 Negotiating with an Artifact 21 -- Cecile Deman -- 2 Do Horses Negotiate? 25 -- Franfoise Burgaud -- 3 Negotiation with the Self 31 -- Victor Kremenyuk -- -- PART II: PROBLEM FRAMING AND REFERENCE POINTS -- 4 Abraham and the Lord 37 -- From the Bible -- 5 Never Miss a Bargain 39 -- Nasir ed-Din Khodja -- 6 The Perfect Switch 41 -- Jiwen Sushui -- 7 The Beggar Needs a Better Life 43 -- Surya Sukanta -- 8 Negotiating in the Deep Freeze 45 -- I. William Zartman -- 9 Co-Payment of a Traffic Ticket 47 -- Honggang Yang -- 10 Just a Small Thing 51 -- Daqian Wang -- 11 Young Girl's Wish 55 -- Amy Tan -- -- -- -- PART III: RISK AND STRESS MANAGEMENT -- 12 Cycling in Beijing 59 -- Guy Olivier Faure -- 13 Rahab and the Spies 65 -- From the Bible, presented by Steven Brains -- 14 Tushratta's Requests to the Pharaohs 67 -- Serdar Guiner and Daniel Druckman -- -- PART IV: ESCALATION AND ENTRAPMENT -- 15 The Oyster and the Disputants 75 -- La Fontaine -- 16 A Question of Patience 77 -- Christine Sournia -- 17 The Stupid Egg Seller 85 -- Xiangling Li -- 18 On the Back of a Camel 87 -- Evangelos Papadopoulos -- -- PART V: DECEPTION, TRICKS, AND STRATAGEMS 19 Mrs. Sweetness 91 -- Feng Menlong, presented by Ankhy Ia -- 20 The Chinese Nephew 93 -- Author unknown -- -- PART VI: FAIRNESS -- 21 The Password 107 -- Wang Xianghong -- 22 Which Is My Half? 109 -- Nasir ed-Din Khodja -- 23 The Faustian Bargain11 -- Presented by Alexander Mehlmann -- -- PART VII: POWER ISSUES -- 24 Selling and Buying Hahm in, Korea 117 -- Sung Hee Kim -- 25 Resisting the Uniform 121 -- Anne Faure Bouteiller -- -- -- -- 26 Did You Pay the Ferryman? 127 -- Joanna R. Cameron -- 27 Encountering the "Green Visitors" 131 -- Charles-Edouard de Suremain -- -- PART VIII: CULTURAL ISSUES AND IDENTITY -- 28 Restaurant Bargaining 141 -- Lambros Anagnostopoulos -- 29 Personal Encounters Abroad 145 -- Francis Deng -- 30 A Sexually Demanding Husband and a Domineering Mother-in-Law 151 -- M. Faour -- -- PART IX: THIRD-PARTY INTERVENTION AND MEDIATION -- 31 Peace Negotiation in the New Guinea Highlands 159 -- William L. Ury -- 32 Nyabeda Tragedy 161 -- Mzee Javan Odenyo -- 33 The Case of the Lost Tooth 163 -- Richard T. Antoun -- 34 Negotiating within the Kinship Platform 173 -- Nze Ozichukwu Chukwu -- Conclusion 181 -- References 205 |
| Summary |
"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."--BOOK JACKET |
| Notes |
Formerly CIP. Uk |
| Bibliography |
Includes bibliographical references |
| Subject |
Negotiation.
|
|
Conflict management -- Cross-cultural studies.
|
|
Negotiation -- Cross-cultural studies.
|
| Author |
Faure, Guy.
|
| LC no. |
2003064053 |
| ISBN |
140201600X : |
|
1402018312 paperback |
|
