Abstract

https://ssrn.com/abstract=2883344
 


 



Gearing for Battle: Ancient Warrior Wisdom for Negotiation


Andrea Kupfer Schneider


Marquette University - Law School

Vasudha Srinivasan


Singapore Mediation Centre

James Shing Ping Chiu


The University of Hong Kong

December 9, 2016

Tan Pan: The Chinese-English Journal on Negotiation, Vol. 2
Marquette Law School Legal Studies Paper No. 16-15

Abstract:     
This article examines the art of negotiation through the lens of three ancient texts from diverse cultures: the Bhagavad Gita from Hinduism, The Art of War from the Chinese culture, and the Torah from Judaism. As these texts come from distinct traditions and from different parts of the world, it might be assumed there exists no common ground between them. Yet, each of these texts is designed to give leaders advice about conflict. In fact, there are allusions in all three texts to avoiding war, being just, and offering mercy. Sun Tzu has perhaps the most well-known aphorisms in Chapter 3 of The Art of War - “to subdue the enemy's army without a war indicates superlative wisdom” and “a good strategist should bring the enemy to his knees without staging a war.”

Of course the focus on war raises questions of applicability in peace-making and in negotiation. Ostensibly, these texts may seem more applicable to litigation or distributive negotiation. (And, in fact, both The Art of War and the Torah devote significant attention to deception of the enemy.) After delving deeper, however, it is readily apparent that the wisdom provided in each text provides advice that can be utilized in peace-making and in integrative (or problem-solving) negotiation. After providing a brief introduction to the texts, this article examines four lessons common to all.

Number of Pages in PDF File: 10

Keywords: negotiation, dispute resolution, problem-solving, integrative negotiation, self-awareness, context, cultures


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Date posted: December 13, 2016 ; Last revised: December 16, 2016

Suggested Citation

Schneider, Andrea Kupfer and Srinivasan, Vasudha and Chiu, James Shing Ping, Gearing for Battle: Ancient Warrior Wisdom for Negotiation (December 9, 2016). Tan Pan: The Chinese-English Journal on Negotiation, Vol. 2; Marquette Law School Legal Studies Paper No. 16-15. Available at SSRN: https://ssrn.com/abstract=2883344

Contact Information

Andrea Kupfer Schneider (Contact Author)
Marquette University - Law School ( email )
Eckstein Hall
P.O. Box 1881
Milwaukee, WI 53201
United States
Vasudha Srinivasan
Singapore Mediation Centre ( email )
1 Supreme Ct Ln
Singapore, 178879
Singapore
James Shing Ping Chiu
The University of Hong Kong ( email )
Pokfulam Road
Hong Kong, Pokfulam HK
China
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