عنوان

How people negotiate :

140201600X

1402018312

9781402016004

9781402018312

dltt

How people negotiate :

[Book]

resolving disputes in different cultures /

edited by Guy Olivier Faure

xiii, 207 pages :

map ;

25 cm

Advances in group decision and negotiation ;

v. 1

Includes bibliographical references (pages 205-207)

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

0

"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

Conflict management, Cross-cultural studies

Negotiation, Cross-cultural studies

Faure, Guy Olivier

20160712072340.0

[Book]

Y