TY  - BOOK
AU  - Gelfand,Michele J.
AU  - Brett,Jeanne M.
TI  - The handbook of negotiation and culture
SN  - 0804745862
AV  - BF637.N4 H365 2004
U1  - 302.3 22
PY  - 2004///]
CY  - Stanford, Calif.
PB  - Stanford Business Books
KW  - Negotiation
KW  - Conflict management
KW  - Cross-cultural studies
N1  - 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
N2  - "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
ER  -