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The handbook of negotiation and culture / edited by Michele J. Gelfand and Jeanne M. Brett.

Contributor(s): Material type: TextTextPublisher: Stanford, Calif. : Stanford Business Books, [2004]Copyright date: ©2004Description: xviii, 458 pages : illustrations ; 24 cmContent type:
  • text
Media type:
  • unmediated
Carrier type:
  • volume
ISBN:
  • 0804745862
  • 9780804745864
Other title:
  • Negotiation and culture [Parallel title]
Subject(s): DDC classification:
  • 302.3 22
LOC classification:
  • BF637.N4 H365 2004
Contents:
1. The evolution of cognition and biases in negotiation research : an examination of cognition, social perception, motivation, and emotion / Leigh Thompson, Margaret Neale and Marwan Sinaceur -- 2. Cultural differences and cognitive dynamics : expanding the cognitive perspective on negotiation / Michael W. Morris and Michele J. Gelfand -- 3. I laughed, I cried, I settled : the role of emotion in negotiation / Bruce Barry, Ingrid Smithey Fulmer and Gerben A. Van Kleef -- 4. Culture and emotions in intercultural negotiations : an overview / Rajesh Kumar -- 5. Motivation in negotiation : a social psychological analysis / Carsten K. W. De Dreu -- 6. Communication processes in negotiation : frequencies, sequences, and phases / Laurie R. Weingart and Mara Olekalns -- 7. Culture and negotiation processes / Wendi Lyn Adair and Jeanne M. Brett -- 8. Resolving disputes between faceless disputants : new challenges for conflict management theory / Debra L. Shapiro and Carol T. Kulik -- 9. Culture and conflict ; enlarging our dispute resolution framework / Catherine H. Tinsley -- 10. The "dark side" of social context : the role of intergroup paranoia in intergroup negotiations / Roderick M. Kramer -- 11. Cultural structuring of the social context of negotiation / Michele J. Gelfand and Deborah A. Cai -- 12. Contractual and emergent third-party intervention / Donald E. Conlon and Christopher J. Meyer -- 13. Adaptive third parties in the cultural milieu / Peter J. Carnevale, Yeow Siah Cha, Ching Wan and Sam Fraidin -- 14. Justice and negotiation / Tom Tyler and Steven L. Blader -- 15. Justice across cultures : a three-stage model for intercultural negotiation / Kwok Leung and Kwok-Kit Tong -- 16. What do communication media mean for negotiators? A question of social awareness / Kathleen L. McGinn and Rachel Croson -- 17. At the crossroads of culture and technology : social influence and information-sharing processes during negotiation / Zoe I. Barsness and Anita D. Bhappu -- 18. Conflicting interests in social life : understanding social dilemma dynamics / J. Mark Weber and David M. Messick -- 19. Cross-cultural perspectives on cooperation in social dilemmas / Jeanne Brett and Shirli Kopelman -- 20. Integrating negotiation and culture research / Michele J. Gelfand and Jeanne M. Brett.
Review: "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.
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Includes bibliographical references and index.

1. The evolution of cognition and biases in negotiation research : an examination of cognition, social perception, motivation, and emotion / Leigh Thompson, Margaret Neale and Marwan Sinaceur -- 2. Cultural differences and cognitive dynamics : expanding the cognitive perspective on negotiation / Michael W. Morris and Michele J. Gelfand -- 3. I laughed, I cried, I settled : the role of emotion in negotiation / Bruce Barry, Ingrid Smithey Fulmer and Gerben A. Van Kleef -- 4. Culture and emotions in intercultural negotiations : an overview / Rajesh Kumar -- 5. Motivation in negotiation : a social psychological analysis / Carsten K. W. De Dreu -- 6. Communication processes in negotiation : frequencies, sequences, and phases / Laurie R. Weingart and Mara Olekalns -- 7. Culture and negotiation processes / Wendi Lyn Adair and Jeanne M. Brett -- 8. Resolving disputes between faceless disputants : new challenges for conflict management theory / Debra L. Shapiro and Carol T. Kulik -- 9. Culture and conflict ; enlarging our dispute resolution framework / Catherine H. Tinsley -- 10. The "dark side" of social context : the role of intergroup paranoia in intergroup negotiations / Roderick M. Kramer -- 11. Cultural structuring of the social context of negotiation / Michele J. Gelfand and Deborah A. Cai -- 12. Contractual and emergent third-party intervention / Donald E. Conlon and Christopher J. Meyer -- 13. Adaptive third parties in the cultural milieu / Peter J. Carnevale, Yeow Siah Cha, Ching Wan and Sam Fraidin -- 14. Justice and negotiation / Tom Tyler and Steven L. Blader -- 15. Justice across cultures : a three-stage model for intercultural negotiation / Kwok Leung and Kwok-Kit Tong -- 16. What do communication media mean for negotiators? A question of social awareness / Kathleen L. McGinn and Rachel Croson -- 17. At the crossroads of culture and technology : social influence and information-sharing processes during negotiation / Zoe I. Barsness and Anita D. Bhappu -- 18. Conflicting interests in social life : understanding social dilemma dynamics / J. Mark Weber and David M. Messick -- 19. Cross-cultural perspectives on cooperation in social dilemmas / Jeanne Brett and Shirli Kopelman -- 20. Integrating negotiation and culture research / Michele J. Gelfand and Jeanne M. Brett.

"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.

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