Abstract
Several years ago in France, at an international conference of university presidents, a colleague and I gave a talk on the importance of teaching negotiation as an academic subject. We argued, among other things, that a mastery of negotiation techniques would help Third World officials and executives improve their dealings with industrialized countries and multinational corporations. The head of one of India’s largest universities dismissed our argument with a wave of his hand, saying, “A negotiation between the weak and the strong is a dialogue between the lamb and the lion—the lamb always gets eaten.”
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Notes
See, for example, I. William Zartman and Jeffrey Z. Rubin (eds.), Power and Negotiation (Ann Arbor: University of Michigan Press, 2002).
Frank E. Vandiver, Shadows of Vietnam: Lyndon Johnson’s War (College Station, TX: Texas A&M University Press, 1997), 13.
See, generally, Frederick Kempe, Berlin 1961: Kennedy, Khrushchev, and the Most Dangerous Place on Earth (New York: G. P. Putnam Sons, 2011).
David C. McClelland , Power: The Inner Experience (New York: Irvington Publishers, 1975).
Bill Vlasic and Bradley A. Stertz, Taken for a Ride: How Daimler-Benz Drove Off with Chrysler (New York: W. Morrow, 2000), 206.
See, generally, Guhan Subramanian, Negotiauctions: New Dealmaking Strategies for a Competitive Marketplace (New York: W. W. Norton, 2010).
George Shultz, Turmoil and Triumph: My Years as Secretary of State (New York: Charles Scribner’s Sons, 1993), 263.
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© 2013 Jeswald W. Salacuse
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Salacuse, J.W. (2013). The Power Problem. In: Negotiating Life. Palgrave Macmillan, New York. https://doi.org/10.1057/9781137318749_4
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DOI: https://doi.org/10.1057/9781137318749_4
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