Bargaining with a rising India : lessons from the Mahabharata / by Amrita Narlikar, Aruna Narlikar.

Format:

Book

Author/Creator:

Narlikar, Amrita, author.

Narlikar, Aruna, author.

Language:

English

Subjects (All):

Mahābhārata.

Negotiation--India.

Negotiation.

India--Economic conditions.

India.

Physical Description:

1 online resource (247 p.)

Edition:

First edition.

Place of Publication:

Oxford : Oxford University Press, 2014.

Language Note:

English

Summary:

The need to negotiate effectively with India is only growing as its power rises. Understanding the negotiation culture wherein India's bargaining behaviour is embedded forms a crucial step to facilitate this process. This study focuses on India's negotiating traditions through the lens of the classical Sanskrit text, the 'Mahabharata', and investigates the continuities and changes in India's negotiation behaviour as a rising power.

Contents:

Cover; Bargaining with a Rising India: Lessons from the Mahabharata; Copyright; Dedication; Acknowledgements; Contents; 1: Playing Hardball?: India in International Negotiations; 1.1. CULTURE AND NEGOTIATION; 1.2. CONCEPTUALIZING NEGOTIATION; 1. 3. THE PUZZLE OF INDIA'S NEGOTIATION BEHAVIOUR AS A RISING POWER; 1. 4. STRUCTURE OF THE BOOK; Chapter 2: India's Negotiation Strategy: The Heroism of Hard Bargainings; Chapter 3: Framing from a Moral High Horse; Chapter 4: Coalitions: Choosing Allies, Sustaining Friendships; Chapter 5: Time: The Long Shadow of the Past and the Future

Chapter 6: Conclusion1. 5. CONTRIBUTION TO THE LITERATURE; 2: India's Negotiation Strategy: The Heroism of Hard Bargaining?; 2.1. NEGOTIATION STRATEGY: THEORY AND PRACTICE; 2.2. NEGOTIATION STRATEGIES OF THE MAIN PROTAGONISTS, PRE-WAR; 2.2.1. Bargaining over the future-the fisherman and Bhishma; 2.2.2. Arjuna, Dronacharya, and Ekalavya; 2.2.3. The Pandavas and the Yaksha; 2.2.4. Insights for Negotiation; 2.3. WARTIME NEGOTIATION STRATEGIES; 2.3.1. Karna's solitary battle in full distributive mode; 2.3.2. The resort to explicit threat even by Krishna

2.3.3. Kripacharya advises Duryodhana to make peace with the Pandavas2.3.4. Insights for negotiation; 2.4. NEGOTIATION STRATEGY IN THE AFTERMATH OF WAR AND IN THE RELATED STORIES; 2.4.1. Ashwatthama and his jewel; 2.4.2. Indra and the sage Chyavana; 2.4.3. Shukracharya, Kacha, and Devyani; 2.4.4. Insights for negotiation; 2.5. INTEGRATIVE BARGAINING: CONDITIONS FOR AND RESULTS OF EXCEPTIONS?; 2.5.1. Evidence of conciliatory behaviour, Sections 2.2-2.4; 2.5.2. Karna's bargaining with Indra; 2.5.3. Insights for negotiation; 2.6. NEGOTIATION STRATEGY OF A RISING INDIA; 2.6.1. International trade

2.6.2. Nuclear non-proliferation2.7. CONCLUSION; 3: Framing from a Moral High Horse; 3.1. WHAT IS FRAMING, AND WHY IT MATTERS FOR INTERNATIONAL NEGOTIATION; 3.2. FRAMING STRATEGIES OF THE MAIN PROTAGONISTS, PRE-WAR; 3.2.1. Yudhishthira's negotiation with the Yaksha; 3.2.2. Draupadi urges Yudhishthira to stand up to the Kauravas; 3.2.3. Sanjaya and Vidura advise Dhritarashtra against war; 3.2.4. Insights for negotiation; 3.3. NEGOTIATIONS IN WARTIME; 3.3.1. The Bhagwad Gita: Krishna counsels Arjuna; 3.3.2. Karna's defeat and death; 3.3.3. Kripacharya's failed attempts to restrain Ashwatthama

3.3.4. Insights for negotiation3.4. POST-WAR AND RELATED STORIES; 3.4.1. Bhishma's discourse from his deathbed; 3.4.2. Arjuna and Babruvahana; 3.4.3. Yayati and the reattainment of heaven; 3.4.4. Insights for negotiation; 3.5. EXCEPTIONS TO THE RULE; 3.5.1. Exceptions in the previous episodes: evidence of pragmatic framing in Sections 3.2-3.4; 3.5.2. Duryodhana insists on war; 3.5.3. Insights for negotiation; 3.6. FRAMING STRATEGIES OF A RISING INDIA; 3.6.1. India's framing strategies in international trade; 3.6.2. Framing the nuclear non-proliferation negotiations; 3.7. CONCLUSION

4: Coalitions: Choosing Allies, Sustaining Friendships

Notes:

Description based upon print version of record.

Includes bibliographical references and index.

Description based on print version record.

Description based on publisher supplied metadata and other sources.

ISBN:

0-19-161205-7

OCLC:

878136258