Bargaining with a Rising India
Lessons from the Mahabharata
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Product details:
- Publisher OUP Oxford
- Date of Publication 20 March 2014
- ISBN 9780199698387
- Binding Hardback
- No. of pages248 pages
- Size 241x162x20 mm
- Weight 524 g
- Language English 0
Categories
Short description:
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.
MoreLong description:
The need to negotiate effectively with India is only growing as its power rises. Understanding the negotiating culture wherein India's bargaining behaviour is embedded forms a crucial step to facilitate this process. In the literature on international negotiation, experimental studies point to specific behavioural characteristics of Indian negotiators. Empirical analyses confirm these findings, and many suggest that the sources of India's negotiation behaviour are deep-rooted and culture-specific, going beyond what standard explanations of interest group politics, partisan politics, or institutional politics would suggest. But there are very few works that trace these sources. Extensive sociological and anthropological, and comparative political studies remain confined to their own fields, and do not develop their implications for Indian foreign policy or negotiation. There is a conspicuous lack of works that attempt to unpack the "negotiating culture" variable using literary sources. This book aims to fill both these gaps. It 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.
All of us outside India need better understandings of its policies and their drivers. This rare, creative book helps by viewing the classical Sanskrit epic partly through lenses from recent negotiation analysis. A corrective to western-centric scholarship, the book makes a remarkably original contribution to the tradition that traces negotiation behavior to national cultures. The authors lessons are relevant for todays international negotiations.
Table of Contents:
Playing Hard Ball?: India in International Negotiations
India's Negotiation Strategy: The Heroism of Hard Bargaining?
Framing from a Moral High Horse
Coalitions: Choosing Allies, Sustaining Friendships
Time: The Long Shadow of the Past and the Future
Conclusion
Appendix A: The Story of the Mahabharata in brief
Appendix B: A Note of Explanation on the Sanskrit
