Download e-book for kindle: How People Negotiate: Resolving Disputes in Different by Guy Olivier Faure (auth.), Guy Olivier Faure (eds.)

By Guy Olivier Faure (auth.), Guy Olivier Faure (eds.)

ISBN-10: 1402018312

ISBN-13: 9781402018312

ISBN-10: 9400709897

ISBN-13: 9789400709898

How humans Negotiate brings jointly a collection of negotiation tales, observed by way of an integrative evaluate. This quantity presents situations and theoretical elaboration and incorporates a complete review of analysis on negotiation. a few negotiation tales are unique and unusual: they arrive from loads of international locations, starting from China, to African nations, to the traditional heart East. Others are drawn from Western settings reminiscent of France, Germany, and united states. The negotiations defined take a variety of types: negotiating with oneself, negotiating one's personal means via bicycle site visitors or animals showing to barter with one another. The tales commence with Abraham negotiating with the Lord in regards to the destiny of Sodom, the first-ever recorded account of negotiations.
The negotiations during this quantity current whatever new and strange. they're catchy, exciting, fascinating, intellectually demanding and unique. they provide us a brand new standpoint on negotiating, let us know whatever in regards to the global we are living in, and - by way of a worthy detour - they train us approximately ourselves.

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Sample text

We then discussed the interesting evolution of events, to which he again responded by lowering the price, looking more and more flustered and surprised. By the third round, the dynamics of the situation had become obvious to us, and we turned and discussed them, again in French. That produced the same effect, which we then discussed. By the end of the encounter we were rather cold, but we had also lowered the price of beef significantly below the original offer, without saying a single word in English to the salesman.

However, when the subordinate is at the end of the shelter, the two animals take side-by-side places permitting physical contact. It looks like a compromise gained or negotiated by the pony and accepted by the horse. As mentioned before, when a food resource—including water—is limited, the horse has priority access. Nevertheless, when both animals are very thirsty—for example, if the drinking trough has remained empty for several hours—they drink simultaneously without any aggressive gestures as soon as water is available, in spite of the small size of the drinking trough, which forces their heads into contact with each other.

EDITORIAL COMMENTS This case raises a lot of interesting issues. First of all, can it be considered a negotiation? One view is to consider relations between animals to be a kind of instinctive behavior in which there is no exchange. Then, if there are no terms of a trade, there is no trade, and consequently no negotiation. What we have is a situation of sociobiological determinism. Another view is to consider this to be an expression of a “negotiated order” as the concept was developed by Anselm Strauss and other sociologists.

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How People Negotiate: Resolving Disputes in Different Cultures by Guy Olivier Faure (auth.), Guy Olivier Faure (eds.)


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