Author : R. Kumar
Publisher : Springer
Page : 198 pages
File Size : 14,98 MB
Release : 2011-11-22
Category : Business & Economics
ISBN : 0230353908
Negotiation is an important managerial skill. The ability to negotiate across cultures becomes even more challenging due to differences in institutional practices. This book explores how the institutional environment in India and China shapes their negotiating behaviour.
Author : Amrita Narlikar
Publisher : Oxford University Press, USA
Page : 247 pages
File Size : 24,16 MB
Release : 2014-02
Category : Business & Economics
ISBN : 0199698384
This book offer a fascinating new insight into the India's negotiation at the international level through the lens of the classical Sanskrit text, the Mahabharata.
Author : Vijay Gokhale
Publisher :
Page : 0 pages
File Size : 13,94 MB
Release : 2023-02
Category :
ISBN : 9780143459293
'Essential reading for all those interested in how India will deal with its greatest strategic challenge, an increasingly powerful China'-SHIVSHANKAR MENON 'Vijay Gokhale strips away the illusion that China ever shared convergent interests with India in Asia and globally. A disconcerting read, but indispensable.'-ASHLEY J. TELLIS India's relations with the People's Republic of China have captured the popular imagination ever since the 1950s but have rarely merited a detailed understanding of the issues. Individual episodes tend to arouse lively debate, which often dissipates without a deeper exploration of the factors that shaped the outcomes. This book explores the dynamics of negotiation between the two countries, from the early years after Independence until the current times, through the prism of six historical and recent events in the India-China relationship. The purpose is to identify the strategy, tactics and tools that China employs in its diplomatic negotiations with India, and the learnings for India from its past dealings with China that may prove helpful in future negotiations with the country.
Author : Raymond Cohen
Publisher : Washington, D.C. : United States Institute of Peace
Page : 222 pages
File Size : 48,24 MB
Release : 1991
Category : Political Science
ISBN :
Author : Richard H. Solomon
Publisher : US Institute of Peace Press
Page : 228 pages
File Size : 10,67 MB
Release : 1999
Category : Language Arts & Disciplines
ISBN : 9781878379863
After two decades of hostile confrontation, China and the United States initiated negotiations in the early 1970s to normalize relations. Senior officials of the Nixon, Ford, Carter, and Reagan administrations had little experience dealing with the Chinese, but they soon learned that their counterparts from the People's Republic were skilled negotiators. This study of Chinese negotiating behavior explores the ways senior officials of the PRC--Mao Zedong, Zhou Enlai, Deng Xiaoping, and others--managed these high-level political negotiations with their new American "old friends." It follows the negotiating process step by step, and concludes with guidelines for dealing with Chinese officials. Originally written for the RAND Corporation, this study was classified because it drew on the official negotiating record. It was subsequently declassified, and RAND published the study in 1995. For this edition, Solomon has added a new introduction, and Chas Freeman has written an interpretive essay describing the ways in which Chinese negotiating behavior has, and has not, changed since the original study. The bibiliography has been updated as well.
Author : Michael Benoliel
Publisher : World Scientific
Page : 223 pages
File Size : 47,94 MB
Release : 2020-09-29
Category : Business & Economics
ISBN : 9811225435
Negotiation comes up in our daily lives in so many interactions — in job interviews, while buying a house, and even when deciding where to go on a date or discussing your teenager's curfew. Executives are routinely expected to negotiate — with vendors, customers and each other — with little training or experience. Companies rely on their people to negotiate multi-million dollar deals, but fail to provide even basic negotiation tools.Negotiate, Persuade and Create Great Deals brings together cutting-edge research on negotiation from neuroscience, evolutionary theory and behavioral psychology along with interviews and insights with 25 master negotiators in business, politics, sports and diplomacy. We provide tools and techniques that can help executives and business professionals improve their ability to negotiate deals, while also laying out a framework that can support companies that wish to improve their organizational negotiation capabilities. Blending theory and practice, with plenty of examples of successful and failed negotiations in business and politics, this practical guide is an invaluable tool to prepare you for your next negotiation.
Author : Dennis Kux
Publisher : US Institute of Peace Press
Page : 108 pages
File Size : 49,11 MB
Release : 2006
Category : Political Science
ISBN : 9781929223879
This book provides a historical and current review of the trends of six key India-Pakistan negotiations, largely over shared resources and political boundaries.
Author : Karthik Nachiappan
Publisher : Oxford University Press
Page : 278 pages
File Size : 25,15 MB
Release : 2019-09-13
Category : Political Science
ISBN : 0199098328
India plays a key role in addressing multilateral issues like climate change, terrorism, piracy, humanitarian crises, and nuclear disarmament. Scholarly work mapping India’s multilateral behaviour ranges from covering the United Nations to a wide range of fora where India seeks to influence issues that affect its security and development. Yet, there has been no serious exploration of how India concretely negotiates international rules. In this book, Karthik Nachiappan investigates how India negotiated four key multilateral agreements: The Framework Convention on Tobacco Control, The Framework Convention on Climate Change, The Comprehensive Test Ban Treaty, and the Uruguay Round Trade Agreement. Based on untapped primary sources including archival documents detailing how negotiations transpired, official records of the Lok Sabha and Rajya Sabha, a series of interviews with former Indian negotiators, and newspaper sources, Does India Negotiate? demonstrates that India’s multilateral behaviour is fundamentally strategic—working to shape and ratify international rules that advance core interests while resisting rules that harm those interests.
Author : Michael Benoliel
Publisher : World Scientific
Page : 534 pages
File Size : 30,14 MB
Release : 2014-09-16
Category : Business & Economics
ISBN : 9814556963
Negotiation Excellence: Successful Deal Making is written by leading negotiation experts from top-rated universities in the US and in Asia and its objective is to introduce readers to the theory and best practices of effective negotiation. The book includes chapters ranging from: preparing and planning for successful negotiations; building relationships and establishing trust between negotiators; negotiating creatively to create mutual value and win-win situations; understanding and dealing with negotiators from different cultures; to managing ethical dilemmas.In addition to emphasizing the link between theory and practice, the book includes deal examples such as: Renault-Nissan alliance; mega-merger between Arcelor and Mittal Steel; Kraft Foods' acquisition of Cadbury PLC, Walt Disney Company's negotiation with the Hong Kong government; and Komatsu, a Japanese firm's negotiation with Dresser, an American firm.Following the success of the first edition, the second edition re-emphasizes the spirit of linking theory to practice with two new chapters on emotions in negotiation and the Indian negotiation style.
Author : Lothar Katz
Publisher : Booksurge Publishing
Page : 478 pages
File Size : 23,99 MB
Release : 2006
Category : Business and politics
ISBN :
Pt. 1. International negotiations. -- Pt. 2. Negotiation techniques used around the world. -- Pt. 3. Negotiate right in any of 50 countries.
