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

About this book


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.


bargaining management stress management

Editors and affiliations

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

Bibliographic information

  • DOI
  • 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
  • About this book