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Table of contents (35 chapters)
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Front Matter
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Introduction
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Negotiation: Definition and Scope
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Front Matter
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Problem Framing and Reference Points
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Front Matter
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Risk and Stress Management
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Front Matter
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Escalation and Entrapment
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Front Matter
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About this book
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.
Editors and Affiliations
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The Sorbonne University, Paris V, France
Guy Olivier Faure
Bibliographic Information
Book Title: How People Negotiate
Book Subtitle: Resolving Disputes in Different Cultures
Editors: Guy Olivier Faure
Series Title: Advances in Group Decision and Negotiation
DOI: https://doi.org/10.1007/978-94-007-0989-8
Publisher: Springer Dordrecht
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eBook Packages: Springer Book Archive
Copyright Information: Kluwer Academic Publishers and copyright holders 2003
Hardcover ISBN: 978-1-4020-1600-4Published: 30 November 2003
Softcover ISBN: 978-1-4020-1831-2Published: 30 November 2003
eBook ISBN: 978-94-007-0989-8Published: 06 December 2012
Series ISSN: 1871-935X
Edition Number: 1
Number of Pages: XIII, 207
Topics: Methodology of the Social Sciences, Anthropology, Operations Research/Decision Theory, Management