Bargaining with a Rising India: Lessons from the Mahabharata

Hardcover | April 9, 2014

byAmrita Narlikar, Aruna Narlikar

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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 tospecific 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, orinstitutional 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 attemptto 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 behaviouras a rising power.

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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 tospecific behavioural characteristics of Ind...

Dr Amrita Narlikar is Reader in International Political Economy at the Department of Politics and International Studies, and Director of the Centre for Rising Powers, University of Cambridge. She is also an Official Fellow of Darwin College, Cambridge. Her most recent works include a single-authored book, New Powers: How to Become One...
Format:HardcoverDimensions:264 pages, 9.21 × 6.14 × 0.01 inPublished:April 9, 2014Publisher:Oxford University PressLanguage:English

The following ISBNs are associated with this title:

ISBN - 10:0199698384

ISBN - 13:9780199698387

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Table of Contents

1. Playing Hard Ball?: India in International Negotiations2. India's Negotiation Strategy: The Heroism of Hard Bargaining?3. Framing from a Moral High Horse4. Coalitions: Choosing Allies, Sustaining Friendships5. Time: The Long Shadow of the Past and the Future6. ConclusionAppendix A: The Story of the Mahabharata in briefAppendix B: A Note of Explanation on the Sanskrit