Ebook: How People Negotiate: Resolving Disputes in Different Cultures

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.

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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.

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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.
Content:
Front Matter....Pages i-xiii
Introduction....Pages 1-17
Front Matter....Pages 19-19
Negotiating with an Artifact....Pages 21-24
Do Horses Negotiate?....Pages 25-29
Negotiation with the Self....Pages 31-34
Front Matter....Pages 35-35
Abraham and the Lord....Pages 37-38
Never Miss a Bargain....Pages 39-39
The Perfect Switch....Pages 41-41
The Beggar Needs a Better Life....Pages 43-43
Negotiating in the Deep Freeze....Pages 45-46
Co-Payment of a Traffic Ticket....Pages 47-49
Just a Small Thing....Pages 51-53
Young Girl’s Wish....Pages 55-56
Front Matter....Pages 57-57
Cycling in Beijing....Pages 59-64
Rahab and the Spies....Pages 65-66
Tushratta’S Requests to the Pharaohs....Pages 67-71
Front Matter....Pages 73-73
The Oyster and the Disputants....Pages 75-76
A Question of Patience....Pages 77-83
The Stupid Egg Seller....Pages 85-86
On the Back of a Camel....Pages 87-88
Front Matter....Pages 89-89
Mrs. Sweetness....Pages 91-92
Front Matter....Pages 89-89
The Chinese Nephew....Pages 93-104
Front Matter....Pages 105-105
The Password....Pages 107-108
Which is my Half?....Pages 109-109
The Faustian Bargain....Pages 111-113
Front Matter....Pages 115-115
Selling and Buying Hahm in Korea....Pages 117-119
Resisting The Uniform....Pages 121-126
Did you Pay the Ferryman?....Pages 127-129
Encountering the “Green Visitors”....Pages 131-137
Front Matter....Pages 139-139
Restaurant Bargaining....Pages 141-143
Personal Encounters Abroad....Pages 145-150
A Sexually Demanding Husband and a Domineering Mother-In-Law....Pages 151-155
Front Matter....Pages 157-157
Peace Negotiation in the New Guinea Highlands....Pages 159-160
Nyabeda Tragedy....Pages 161-162
The Case of the Lost Tooth....Pages 163-172
Negotiating Within the Kinship Platform....Pages 173-180
Back Matter....Pages 181-207

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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.
Content:
Front Matter....Pages i-xiii
Introduction....Pages 1-17
Front Matter....Pages 19-19
Negotiating with an Artifact....Pages 21-24
Do Horses Negotiate?....Pages 25-29
Negotiation with the Self....Pages 31-34
Front Matter....Pages 35-35
Abraham and the Lord....Pages 37-38
Never Miss a Bargain....Pages 39-39
The Perfect Switch....Pages 41-41
The Beggar Needs a Better Life....Pages 43-43
Negotiating in the Deep Freeze....Pages 45-46
Co-Payment of a Traffic Ticket....Pages 47-49
Just a Small Thing....Pages 51-53
Young Girl’s Wish....Pages 55-56
Front Matter....Pages 57-57
Cycling in Beijing....Pages 59-64
Rahab and the Spies....Pages 65-66
Tushratta’S Requests to the Pharaohs....Pages 67-71
Front Matter....Pages 73-73
The Oyster and the Disputants....Pages 75-76
A Question of Patience....Pages 77-83
The Stupid Egg Seller....Pages 85-86
On the Back of a Camel....Pages 87-88
Front Matter....Pages 89-89
Mrs. Sweetness....Pages 91-92
Front Matter....Pages 89-89
The Chinese Nephew....Pages 93-104
Front Matter....Pages 105-105
The Password....Pages 107-108
Which is my Half?....Pages 109-109
The Faustian Bargain....Pages 111-113
Front Matter....Pages 115-115
Selling and Buying Hahm in Korea....Pages 117-119
Resisting The Uniform....Pages 121-126
Did you Pay the Ferryman?....Pages 127-129
Encountering the “Green Visitors”....Pages 131-137
Front Matter....Pages 139-139
Restaurant Bargaining....Pages 141-143
Personal Encounters Abroad....Pages 145-150
A Sexually Demanding Husband and a Domineering Mother-In-Law....Pages 151-155
Front Matter....Pages 157-157
Peace Negotiation in the New Guinea Highlands....Pages 159-160
Nyabeda Tragedy....Pages 161-162
The Case of the Lost Tooth....Pages 163-172
Negotiating Within the Kinship Platform....Pages 173-180
Back Matter....Pages 181-207
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