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Tales of the Bazaar: Interest‐Based Negotiation Across Cultures
Author(s) -
Senger Jeffrey M.
Publication year - 2002
Publication title -
negotiation journal
Language(s) - English
Resource type - Journals
SCImago Journal Rank - 0.238
H-Index - 32
eISSN - 1571-9979
pISSN - 0748-4526
DOI - 10.1111/j.1571-9979.2002.tb00742.x
Subject(s) - negotiation , bazaar , style (visual arts) , philosophy of law , sociology , work (physics) , political science , law , linguistics , art , literature , comparative law , engineering , philosophy , mechanical engineering
Interest‐based negotiation, as popularized by Fisher, Ury, and Patton (1991), is a favored negotiation style of many people in the United States and other parts of the developed world. The authors, an American attorney who has traveled widely, assseses how that approach works in different cultural contexts. Using illustrations from his own experiences, the author shows how interest‐based techniques work successfuly, as well as the limitations of this approach in some situations.