The handbook of negotiation and culture /
The handbook of negotiation and culture /
Negotiation and culture
edited by Michele J. Gelfand and Jeanne M. Brett.
- xviii, 458 pages : illustrations ; 24 cm
Includes bibliographical references and index.
The evolution of cognition and biases in negotiation research : an examination of cognition, social perception, motivation, and emotion / Cultural differences and cognitive dynamics : expanding the cognitive perspective on negotiation / I laughed, I cried, I settled : the role of emotion in negotiation / Culture and emotions in intercultural negotiations : an overview / Motivation in negotiation : a social psychological analysis / Communication processes in negotiation : frequencies, sequences, and phases / Culture and negotiation processes / Resolving disputes between faceless disputants : new challenges for conflict management theory / Culture and conflict ; enlarging our dispute resolution framework / The "dark side" of social context : the role of intergroup paranoia in intergroup negotiations / Cultural structuring of the social context of negotiation / Contractual and emergent third-party intervention / Adaptive third parties in the cultural milieu / Justice and negotiation / Justice across cultures : a three-stage model for intercultural negotiation / What do communication media mean for negotiators? A question of social awareness / At the crossroads of culture and technology : social influence and information-sharing processes during negotiation / Conflicting interests in social life : understanding social dilemma dynamics / Cross-cultural perspectives on cooperation in social dilemmas / Integrating negotiation and culture research / Leigh Thompson, Margaret Neale and Marwan Sinaceur -- Michael W. Morris and Michele J. Gelfand -- Bruce Barry, Ingrid Smithey Fulmer and Gerben A. Van Kleef -- Rajesh Kumar -- Carsten K. W. De Dreu -- Laurie R. Weingart and Mara Olekalns -- Wendi Lyn Adair and Jeanne M. Brett -- Debra L. Shapiro and Carol T. Kulik -- Catherine H. Tinsley -- Roderick M. Kramer -- Michele J. Gelfand and Deborah A. Cai -- Donald E. Conlon and Christopher J. Meyer -- Peter J. Carnevale, Yeow Siah Cha, Ching Wan and Sam Fraidin -- Tom Tyler and Steven L. Blader -- Kwok Leung and Kwok-Kit Tong -- Kathleen L. McGinn and Rachel Croson -- Zoe I. Barsness and Anita D. Bhappu -- J. Mark Weber and David M. Messick -- Jeanne Brett and Shirli Kopelman -- Michele J. Gelfand and Jeanne M. Brett. 1. 2. 3. 4. 5. 6. 7. 8. 9. 10. 11. 12. 13. 14. 15. 16. 17. 18. 19. 20.
"This book, which provides an in-depth review of the field of negotiation theory, expands current thinking to include cross-cultural perspectives. The contents of the book reflect the diversity of negotiation - research-negotiator cognition, motivation, emotion, communication, power and disputing, intergroup relationships, third parties, justice, technology, and social dilemmas - and provide new insight into negotiation theory, questioning assumptions, expanding constructs, and identifying limits not apparent from working exclusively within one culture."--BOOK JACKET.
0804745862 9780804745864
2003025169
Negotiation
Conflict management.
Negotiation--Cross-cultural studies.
Conflict management--Cross-cultural studies.
BF637.N4 / H365 2004
302.3
Includes bibliographical references and index.
The evolution of cognition and biases in negotiation research : an examination of cognition, social perception, motivation, and emotion / Cultural differences and cognitive dynamics : expanding the cognitive perspective on negotiation / I laughed, I cried, I settled : the role of emotion in negotiation / Culture and emotions in intercultural negotiations : an overview / Motivation in negotiation : a social psychological analysis / Communication processes in negotiation : frequencies, sequences, and phases / Culture and negotiation processes / Resolving disputes between faceless disputants : new challenges for conflict management theory / Culture and conflict ; enlarging our dispute resolution framework / The "dark side" of social context : the role of intergroup paranoia in intergroup negotiations / Cultural structuring of the social context of negotiation / Contractual and emergent third-party intervention / Adaptive third parties in the cultural milieu / Justice and negotiation / Justice across cultures : a three-stage model for intercultural negotiation / What do communication media mean for negotiators? A question of social awareness / At the crossroads of culture and technology : social influence and information-sharing processes during negotiation / Conflicting interests in social life : understanding social dilemma dynamics / Cross-cultural perspectives on cooperation in social dilemmas / Integrating negotiation and culture research / Leigh Thompson, Margaret Neale and Marwan Sinaceur -- Michael W. Morris and Michele J. Gelfand -- Bruce Barry, Ingrid Smithey Fulmer and Gerben A. Van Kleef -- Rajesh Kumar -- Carsten K. W. De Dreu -- Laurie R. Weingart and Mara Olekalns -- Wendi Lyn Adair and Jeanne M. Brett -- Debra L. Shapiro and Carol T. Kulik -- Catherine H. Tinsley -- Roderick M. Kramer -- Michele J. Gelfand and Deborah A. Cai -- Donald E. Conlon and Christopher J. Meyer -- Peter J. Carnevale, Yeow Siah Cha, Ching Wan and Sam Fraidin -- Tom Tyler and Steven L. Blader -- Kwok Leung and Kwok-Kit Tong -- Kathleen L. McGinn and Rachel Croson -- Zoe I. Barsness and Anita D. Bhappu -- J. Mark Weber and David M. Messick -- Jeanne Brett and Shirli Kopelman -- Michele J. Gelfand and Jeanne M. Brett. 1. 2. 3. 4. 5. 6. 7. 8. 9. 10. 11. 12. 13. 14. 15. 16. 17. 18. 19. 20.
"This book, which provides an in-depth review of the field of negotiation theory, expands current thinking to include cross-cultural perspectives. The contents of the book reflect the diversity of negotiation - research-negotiator cognition, motivation, emotion, communication, power and disputing, intergroup relationships, third parties, justice, technology, and social dilemmas - and provide new insight into negotiation theory, questioning assumptions, expanding constructs, and identifying limits not apparent from working exclusively within one culture."--BOOK JACKET.
0804745862 9780804745864
2003025169
Negotiation
Conflict management.
Negotiation--Cross-cultural studies.
Conflict management--Cross-cultural studies.
BF637.N4 / H365 2004
302.3