Please use this identifier to cite or link to this item: https://repository.iimb.ac.in/handle/123456789/600
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dc.contributor.authorMadanmohan, T Ren_US
dc.contributor.authorKersten, Gregoryen_US
dc.contributor.authorNoronha, Sunil Jen_US
dc.date.accessioned2012-07-26T11:27:39Z
dc.date.accessioned2016-01-01T07:10:57Z
dc.date.accessioned2019-05-27T08:41:17Z-
dc.date.available2012-07-26T11:27:39Z
dc.date.available2016-01-01T07:10:57Z
dc.date.available2019-05-27T08:41:17Z-
dc.date.copyright1998en_US
dc.date.issued1998
dc.identifier.otherWP_IIMB_112-
dc.identifier.urihttp://repository.iimb.ac.in/handle/123456789/600-
dc.description.abstractBoth policy makers and managers in developing countries are passing through new challenges in many a fields: labor management, international affairs, business relationships and environmental regulations. Government, Judiciary and public are learning new grounds in decisions related to environment, ecology and policy making (Zartman, 1994). Negotiation and bargaining are one of the most common forms of making decisions and resolving conflicts at every organizational level, between countries and small and large organizations and between individuals. It is well known to every culture but the negotiation processes significantly vary among cultures. The old colonialist tradition was that it was up to the nobles, and representatives of the rich and well educated to interact and negotiate (Mumford, 1996). This tradition was based on the naive and short sided assumption that blue blooded and nears were more competent to negotiate and furthermore, it wrongly assumed that the North (or West) knew more or was superior in specific areas. The results of this tradition were also visible in negotiation, or rather, the assumptions that there is no need for any negotiations because one side knew what is good for the other. Second half of the 20th" century clearly showed how naive this approach was and how wrong were its underlying assumptions. It also showed that the past divisions are inadequate and the business, educational, and other links are now going across all directions and not from West to South and back.
dc.language.isoenen_US
dc.publisherIndian Institute of Management Bangalore-
dc.relation.ispartofseriesIIMB Working Paper-112-
dc.subjectEnvironmental regulations-
dc.subjectNegotiation and bargaining-
dc.subjectTechnology-
dc.titleBusiness negotiations on web: experiences at IIMBen_US
dc.typeWorking Paper
dc.pages18p.
dc.identifier.accessionE16939
Appears in Collections:1998
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