TY  - BOOK
AU  - Thompson,Leigh L.
TI  - Negotiation theory and research
T2  - Frontiers of social psychology
SN  - 1841694169
AV  - BF637.N4 N445 2006
U1  - 302.3 22
PY  - 2006///
CY  - New York
PB  - Psychology Press
KW  - Negotiation
KW  - Congresses
N1  - 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; Leigh L. Thompson --; Bounded awareness : focusing failures in negotiation; Max H. Bazerman and Dolly Chugh --; Social cognition, attribution, and perception in negotiation : the role of uncertainty in shaping negotiation processes and outcomes; Margaret A. Neale and Alison R. Fragale --; Motive : the negotiator's raison d'être; Peter J. Carnevale and Carsten K.W. De Dreu --; Learning to negotiate : novice and experienced negotiators; Jeffrey Loewenstein and Leigh L. Thompson --; Bargaining with feeling : emotionality in and around negotiation; Bruce Barry, Ingrid Smithey Fulmer, and Nathan Goates --; Relationships and negotiations in context; 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 J. Gelfand --; Gender in negotiations : a motivated social cognitive analysis; Laura Kray and Linda Babcock
N2  - '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
ER  -