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Bargaining with a Rising India - Lessons from the Mahabharata (Hardcover)
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Bargaining with a Rising India - Lessons from the Mahabharata (Hardcover)
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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.
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