Suchergebnisse

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

Abstract
China does not have a unified and consistent ethical understanding. Ethics have to be mostly conceived and applied in personal terms. At the negotiation table, parties bring their own moral principles and values from their cultural background, education, and experience. Justice principles anchored in Chinese moral philosophy clearly take precedence over legal justice principles. For a Chinese negotiator, striking a deal is a process of balancing between two contradictory sets of values: Confucius' notions of rightness, and those of modern distributive (and procedural) justice. Now, distributive justice implies a whole range of criteria, such as rewards according to efforts, merits, and contribution, as well as need. Equality is still not on the Chinese justice agenda. Fairness has to find its own way between guanxi requirements, traditional nepotism, the influence of symbols, propitious numbers, references to ancestors, feng shui, and astrology.

Abstract
The interrogation situation is a particularly asymmetric type of negotiation where the interrogated persons are prisoners and/or terrorists, having nothing more to lose because they know that their fate is already sealed. This type of relationship strictly responds to the definition of what is a negotiation, a process involving two or more parties to achieve a transaction. The objective of this article is to highlight the logic and techniques available to interrogators so that they succeed in establishing a form of exchange allowing them to gather strategic information, in particular when the parties to the conflict are engaged in open warfare. Five types of methods are distinguished and their effectiveness assessed: emotionally focused interrogation, morally based interrogation, manipulation, hard questioning, and extended object interrogation. Cases and examples are provided as illustrations.

Abstract
Since China opened to the outside world in 1978, Chinese negotiators have made considerable changes in the ways they consider negotiation, strategies to implement action, and tactics used. The underlying values of their practice have also undergone a notable evolution. However, there are dimensions which remain stable and constitute the core of what could be defined as the deep "Chineseness" of these negotiators. This essay provides insight into Chinese negotiation practice and its evolution.

There are few negotiations where it is so necessary to be fast and effective than in those that deal with hostages. This is an almost unfeasible task that has to be carried out with the most unlikely negotiator, the terrorist, in an extremely hostile context. Considering the issues at stake – the freedom of the hostages and, very often, their lives – a negotiator has to manage many challenges. There are seven dilemmas and paradoxes in reaching agreement. A negotiator has to solve a Shakespearian dilemma, manage contradictory objectives, deal with incompatible rationales, handle the toughness dilemma, come to grips with contradictions between empathy and assertiveness, handle cultural dilemmas, and cope with a moral dilemma.

There are few negotiations where it is so necessary to be fast and effective than in those that deal with hostages. This is an almost unfeasible task that has to be carried out with the most unlikely negotiator, the terrorist, in an extremely hostile context. Considering the issues at stake -- the freedom of the hostages and, very often, their lives -- a negotiator has to manage many challenges. There are seven dilemmas and paradoxes in reaching agreement. A negotiator has to solve a Shakespearian dilemma, manage contradictory objectives, deal with incompatible rationales, handle the toughness dilemma, come to grips with contradictions between empathy and assertiveness, handle cultural dilemmas, and cope with a moral dilemma. Adapted from the source document.

AbstractEverywhere in the world, daily life provides abundant cases of conflict. Common events may turn into a real show when highlighted by some exotic colors such as those produced by Chinese strategies. Thus, a mediation addressing a conflict following a traffic accident can be quite revelatory of how Chinese culture approaches disputes. The following account comes from direct observation completed by interviews of onlookers.

China has gone through major changes during the last two decades. The following research aims to present and analyze the current evolutions taking place in the less visible stratum of the Chinese social structure, that of values. The study is based on in-depth interviews and brings to the fore a number of themes that have undergone radical changes. Among the 220 analytical categories initially considered, 12 main themes have been identified as being strongly subjected to changes. Focusing on significant themes, such as a growing process of 'individuation', a materialistic orientation, a resurgence of ancient creeds, changes within the family, a shift in women's status, a transformation of role models, a social change from equality to differentiation, and a shift in the vision of the world, this article presents key indicators of the major trends in contemporary urban China. (J Contemp China/GIGA)

Verhandeln ist eine Aufgabe, die die Akteure interkultureller Beziehungen in Szene setzt. Diese treten nicht nur als Repräsentanten divergenter Interessen und besonderer Strategien auf, sondern auch als Vertreter spezifischer Konzeptionen und Vorstellungen. Im vorliegenden Beitrag wird einerseits erläutert, wie sich die Chinesen interkulturelle Verhandlungen vorstellen. Andererseits wird die Art und Weise dargestellt, wie sie die westlichen Unterhändler und deren Verhalten wahrnehmen. Es wird gezeigt, dass der Westen in den Augen der Chinesen ein Mosaik aus Ländern und Kulturen ist, in dem die Bilder ihre Inhalte in Form sukzessiver Gegensätze preisgeben: Der amerikanische Pragmatismus steht der europäischen Tradition gegenüber, die französische Romantik der deutschen Systematik, der englische Formalismus der italienischen Geselligkeit. Erst die spezifische Abstimmung bestimmter Werte und Symbole führt zur Konstruktion einer typisch chinesischen Sichtweise, von welcher sechs wichtige Kennzeichen näher beschrieben werden: die holistische Herangehensweise, die konkrete Form des Denkens und seine normative Dominante, die assoziative Logik, die Harmonie und der ihr eingeräumte Vorrang sowie der rückläufige Sinozentrismus. (ICI2)