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How People Negotiate

Resolving Disputes in Different Cultures

  • Guy Olivier Faure

Part of the Advances in Group Decision and Negotiation book series (AGDN, volume 1)

Table of contents

  1. Front Matter
    Pages i-xiii
  2. Introduction

    1. Guy Olivier Faure
      Pages 1-17
  3. Negotiation: Definition and Scope

    1. Front Matter
      Pages 19-19
    2. Cécile Deman
      Pages 21-24
    3. Françoise Burgaud
      Pages 25-29
    4. Victor Kremenyuk
      Pages 31-34
  4. Problem Framing and Reference Points

    1. Front Matter
      Pages 35-35
    2. Guy Olivier Faure
      Pages 37-38
    3. Nasir ed-Din Khodja
      Pages 39-39
    4. Jiwen Sushui
      Pages 41-41
    5. Surya Sukanta
      Pages 43-43
    6. I. William Zartman
      Pages 45-46
    7. Honggang Yang
      Pages 47-49
    8. Daqian Wang
      Pages 51-53
    9. Amy Tan
      Pages 55-56
  5. Risk and Stress Management

    1. Front Matter
      Pages 57-57
    2. Guy Olivier Faure
      Pages 59-64
    3. Steven Brams
      Pages 65-66
    4. Serdar Güner, Daniel Druckman
      Pages 67-71
  6. Escalation and Entrapment

    1. Front Matter
      Pages 73-73
    2. La Fontaine
      Pages 75-76
    3. Christine Sournia
      Pages 77-83
    4. Xiangling Li
      Pages 85-86
    5. Evangelos Papadopoulos
      Pages 87-88
  7. Deception, Tricks, and Stratagems

    1. Front Matter
      Pages 89-89
    2. Feng Menlong, Ankhy Ia
      Pages 91-92
    3. Guy Olivier Faure
      Pages 93-104
  8. Fairness

    1. Front Matter
      Pages 105-105
    2. Wang Xianghong
      Pages 107-108
    3. Nasir ed-Din Khodja
      Pages 109-109
    4. Alexander Mehlmann
      Pages 111-113
  9. Power Issues

    1. Front Matter
      Pages 115-115
    2. Sung Hee Kim
      Pages 117-119
    3. Anne Faure Bouteiller
      Pages 121-126
    4. Joanna R. Cameron
      Pages 127-129
    5. Charles-Édouard Suremain
      Pages 131-137
  10. Cultural Issues and Identity

    1. Front Matter
      Pages 139-139
    2. Lambros Anagnostopoulos
      Pages 141-143
    3. Francis Deng
      Pages 145-150
  11. Third-Party Intervention and Mediation

    1. Front Matter
      Pages 157-157
    2. William L. Ury
      Pages 159-160
    3. Mzee Javan Odenyo
      Pages 161-162
    4. Richard T. Antoun
      Pages 163-172
    5. Nze Ozichukwu Chukwu
      Pages 173-180
  12. Back Matter
    Pages 181-207

About this book

Introduction

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.

Keywords

bargaining management stress management

Editors and affiliations

  • Guy Olivier Faure
    • 1
  1. 1.The Sorbonne UniversityParis VFrance

Bibliographic information

  • DOI https://doi.org/10.1007/978-94-007-0989-8
  • Copyright Information Kluwer Academic Publishers and copyright holders 2003
  • Publisher Name Springer, Dordrecht
  • eBook Packages Springer Book Archive
  • Print ISBN 978-1-4020-1831-2
  • Online ISBN 978-94-007-0989-8
  • Series Print ISSN 1871-935X
  • Buy this book on publisher's site
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