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Bargaining with a Rising India: Lessons from the Mahabharata by Amrita Narlikar

By Amrita Narlikar

The have to negotiate successfully with India is simply turning out to be as its energy rises. realizing the negotiating tradition in which India's bargaining behaviour is embedded types an important step to facilitate this approach. within the literature on overseas negotiation, experimental reports aspect to precise behavioural features of Indian negotiators. Empirical analyses determine those findings, and lots of recommend that the assets of India's negotiation behaviour are deep-rooted and culture-specific, going past what general motives of curiosity team politics, partisan politics, or institutional politics could recommend. yet there are only a few works that hint those assets. wide sociological and anthropological, and comparative political reports stay restrained to their very own fields, and don't improve their implications for Indian international coverage or negotiation. there's a conspicuous loss of works that try to unpack the "negotiating tradition" variable utilizing literary assets. This ebook goals to fill either those gaps. It specializes in India's negotiating traditions throughout the lens of the classical Sanskrit textual content, the Mahabharata, and investigates the continuities and alterations in India's negotiation behaviour as a emerging energy.

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We would take part, we would participate, we would express our views. Even that expression positive neutrality is a contradiction in terms. ’ Cited in Shay 1968, p. 228. g. S. ) 2004. Mohan 2003. 13 For examples of the argument of increasing buy-in from rising powers, see Johnston 2003; Kang 2007; Ikenberry 2008. India’s Negotiation Strategy 29 strategies as a lesser power). 14 Hence, for example, it has successfully demonstrated its ability to hold up the multilateral trade negotiations process at the World Trade Organization (WTO), mainly as a result of its refusal to make concessions on agriculture; on climate change too, one of the reasons why a meaningful and binding agreement has been difficult to reach is because India (along with its allies from the developing world) has refused to take on binding commitments.

1957. On the Meaning of the Mahabharata. Bombay: Asiatic Society. Takeo, Doi. 1973. The Anatomy of Dependence. Tokyo: Kubansha. Tversky, Amos and Daniel Kahneman. 1981. The Framing of Decisions and the Psychology of Choice. Science, 211:4481, January, 453–58. Weiner, Myron. 1984. Ancient Indian Political Theory and Contemporary Indian Politics. In S. , Orthodoxy, Heterodoxy and Dissent in India. New York: Mouton Publishers. 2 India’s Negotiation Strategy The Heroism of Hard Bargaining? One’s choice of negotiation strategy depends on several conditions specific to the particular bargaining situation: whom one is negotiating with, what is at stake, what one’s goals are, and so forth.

The story offers several insights. First, it reveals the ties of teacher–pupil loyalty. But it also reveals that a very high price can be demanded, without any reproach, when negotiating with an ‘outsider’. Second, the story points to the possible underestimation in the literature of the concept of ‘face’ in the Indian context, which has been applied extensively to East Asian negotiation: we might hypothesize, in the light of the Drona–Arjuna–Ekalavya episode, that the likelihood of highly distributive bargaining increases when saving one’s face is at stake.

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