International Negotiation and Forms of Life

Margit Gaffal () and Jesús Padilla Gálvez ()
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Margit Gaffal: Complutense University
Jesús Padilla Gálvez: Universidad de Castilla-La Mancha

Chapter Chapter 4 in Dynamics of Rational Negotiation, 2023, pp 61-73 from Springer

Abstract: Abstract In this chapter, the authors introduce a new approach to bargaining as it is studied with different forms of life in mind. First, the concept of forms of life is defined and contrasted with the notion of lifestyle. The authors determine the characteristic elements of form of life and link its importance to the negotiation process. The authors identify the characteristic elements of form of life and relate its meaning to the negotiation process. Specifically, they look at the dynamics that arise in the interaction of negotiating partners with different forms of life, the difficulties that may be involved and the possible solutions that may be found to them. In this context, the implications for international negotiations are discussed. The authors go beyond the standard two-sided negotiation in which both negotiators have the same cultural background and examine the variety of scenarios and contexts in which to negotiate rationally with multiple opponents, problems and constraints. Finally, some objections are addressed and unresolved problems in the research on negotiation are presented.

Keywords: Form(s) of life; Lifestyle; Cultural background; Decision-making; Social habits; Implicit rules; Intercultural skills; Multiculturalism (search for similar items in EconPapers)
Date: 2023
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Persistent link: https://EconPapers.repec.org/RePEc:spr:sprchp:978-3-031-49051-4_4

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DOI: 10.1007/978-3-031-49051-4_4

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