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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.
I: Negotiation: Definition and Scope.- 1 Negotiating with an Artifact.- 2 Do Horses Negotiate?.- 3 Negotiation with the Self.- II: Problem Framing and Reference Points.- 4 Abraham and the Lord From the Bible.- 5 Never Miss a Bargain.- 6 The Perfect Switch.- 7 The Beggar Needs a Better Life.- 8 Negotiating in the Deep Freeze.- 9 Co-Payment of a Traffic Ticket.- 10 Just a Small Thing.- 11 Young Girl’s Wish.- III: Risk and Stress Management.- 12 Cycling in Beijing.- 13 Rahab and the Spies From the Bible, presented by Steven Brams.- 14 Tushratta’ s Requests to the Pharaohs.- IV: Escalation and Entrapment.- 15 The Oyster and the Disputants.- 16 A Question of Patience.- 17 The Stupid Egg Seller.- 18 On the Back of a Camel.- V: Deception, Tricks, and Stratagems.- 19 Mrs. Sweetness.- 20 The Chinese Nephew Author unknown.- VI: Fairness.- 21 The Password.- 22 Which Is My Half?.- 23 The Faustian Bargain Presented by Alexander Mehlmann.- VII: Power Issues.- 24 Selling and Buying Hahm in Korea.- 25 Resisting the Uniform.- 26 Did You Pay the Ferryman?.- 27 Encountering the “Green Visitors“.- VIII: Cultural Issues and Identity.- 28 Restaurant Bargaining.- 29 Personal Encounters Abroad.- 30 A Sexually Demanding Husband and a Domineering Mother-in-Law.- IX: Third-Party Intervention and Mediation.- 31 Peace Negotiation in the New Guinea Highlands.- 32 Nyabeda Tragedy.- 33 The Case of the Lost Tooth.- 34 Negotiating within the Kinship Platform.- Conclusion.- References.