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Bargaining with a Rising India – Lessons from the Mahabharata - Oxford Scholarship Online
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Bargaining with a Rising India: Lessons from the Mahabharata

Amrita Narlikar and Aruna Narlikar


The need to negotiate effectively with India is only growing as its power rises. Understanding the negotiation 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 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, and institution ... More

Keywords: India, negotiation, culture, rising power, Mahabharata, bargaining, negotiation strategy, coalitions

Bibliographic Information

Print publication date: 2014 Print ISBN-13: 9780199698387
Published to Oxford Scholarship Online: June 2014 DOI:10.1093/acprof:oso/9780199698387.001.0001


Affiliations are at time of print publication.

Amrita Narlikar, author
Reader in International Political Economy, Department of Politics and International Studies, and Director, Centre for Rising Powers, University of Cambridge

Aruna Narlikar, author