Negotiating and Resolving Conflicts in India

  • Rajesh Kumar
  • Anand Kumar Sethi


As we know, the ability to negotiate is an important managerial skill. Whether dealing with employees, external stakeholders, or other business partners, managers must possess the skill to negotiate effectively. Managerial effectiveness in negotiating will determine whether a joint venture deal is signed, or a valuable employee is retained by a company, even though he/she may have other more lucrative offers. Negotiation is most fundamentally a tool for resolving conflict when actors have goals that are partially congruent and partially conflicting. If there were complete goal congruency, there would be no need for negotiation and likewise if the goals were completely incongruent, there would be no basis for negotiation.


Distributive Justice Negotiation Process Indian Negotiator Indian Approach Outcome Allocation 
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© Rajesh Kumar and Anand Kumar Sethi 2005

Authors and Affiliations

  • Rajesh Kumar
  • Anand Kumar Sethi

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