search query: @indexterm Negotiation / total: 621
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| Author: | Senger, J. M. |
| Title: | Tales of the Bazaar: Interest-Based Negotiation Across Cultures |
| Journal: | Negotiation Journal
2002 : JUL, VOL. 18:3, p. 233-250 |
| Index terms: | NEGOTIATION CULTURE ANALYTICAL REVIEW |
| Language: | eng |
| Abstract: | American traveling abroad can experience negotiation in a vast array of cultures, some of which approach a state of nature. Particularly in developing countries, many people negotiate for just about everything. Interest-based negotiation, as popularized by Fisher, [fry, and Patton (1991), is a favored negotiation style of many people in the United States and other parts of the developed world. The author, an American attorney who has traveled widely, assesses how that approach works in different cultural contexts. Using illustrations from his own experiences, the author shows how interest-based techniques work successfully, as well as the limitations of this approach in some situations. |
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