Negotiation theory and research /
edited by Leigh L. Thompson.
- xi, 237 pages : illustrations ; 24 cm.
- Frontiers of social psychology .
- Frontiers of social psychology. .
Includes bibliographical references and index.
Negotiation : overview of theory and research / Leigh Thompson -- Bounded awareness : focusing failures in negotiation / Max Bazerman and Dolly Chugh -- Social cognition, attribution, and perception in negotiation : the role of uncertainty in shaping negotiation processes and outcomes / Maggie A. Neale and Alison R. Fragale -- Motive : the negotiator's raison d'etre / Peter J. Carnevale and Carsten K.W. De Dreu -- Learning to negotiate : novice and experienced negotiators / Jeffrey Loewenstein and Leigh Thompson -- Bargaining with feeling : emotionality in and around negotiation / Bruce Barry, Ingrid Smithey Fulmer, and Nathan Goates -- Friends, lovers, colleagues, strangers redux / Kathleen L. McGinn -- Negotiation, information technology and the problem of the faceless other / Janice Nadler and Donna Shestowsky -- A cultural analysis of the underlying assumptions of negotiation theory / Jeanne M. Brett and Michele Gelfand -- Gender in negotiations : a motivated social cognitive analysis / Laura Kray and Linda Babcock -- -- Negotiation : overview of theory and research / Bounded awareness : focusing failures in negotiation / Social cognition, attribution, and perception in negotiation : the role of uncertainty in shaping negotiation processes and outcomes / Motive : the negotiator's raison d'être / Learning to negotiate : novice and experienced negotiators / Bargaining with feeling : emotionality in and around negotiation / Relationships and negotiations in context / Negotiation, information technology, and the problem of the faceless other / A cultural analysis of the underlying assumptions of negotiation theory / Gender in negotiations : a motivated social cognitive analysis / Leigh L. Thompson -- Max H. Bazerman and Dolly Chugh -- Margaret A. Neale and Alison R. Fragale -- Peter J. Carnevale and Carsten K.W. De Dreu -- Jeffrey Loewenstein and Leigh L. Thompson -- Bruce Barry, Ingrid Smithey Fulmer, and Nathan Goates -- Kathleen L. McGinn -- Janice Nadler and Donna Shestowsky -- Jeanne M. Brett and Michele J. Gelfand -- Laura Kray and Linda Babcock.
'Negotiation Theory and Research' will serve as a comprehensive overview of the topic with original contributions from leaders in social psychology and negotiation research. All topics covered in this volume are core to the understanding of the negotiation process.