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008			031114s2004 caua bf 001 0 eng d
010			_a 2003025169
011			_aBIB MATCHES WORLDCAT
020			_a0804745862 _qcloth (alk. paper)
020			_a9780804745864 _qcloth (alk. paper)
035			_a(ATU)b10959117
035			_a(DLC) 2003025169
035			_a(OCoLC)53483540
040			_aDLC _beng _erda _dATU
042			_apcc
050	0	0	_aBF637.N4 _bH365 2004
082	0	0	_a302.3 _222
245	0	4	_aThe handbook of negotiation and culture / _cedited by Michele J. Gelfand and Jeanne M. Brett.
246	1	1	_aNegotiation and culture
264		1	_aStanford, Calif. : _bStanford Business Books, _c[2004]
264		4	_c©2004
300			_axviii, 458 pages : _billustrations ; _c24 cm
336			_atext _btxt _2rdacontent
337			_aunmediated _bn _2rdamedia
338			_avolume _bnc _2rdacarrier
504			_aIncludes bibliographical references and index.
505	0	0	_g1. _tThe evolution of cognition and biases in negotiation research : an examination of cognition, social perception, motivation, and emotion / _rLeigh Thompson, Margaret Neale and Marwan Sinaceur -- _g2. _tCultural differences and cognitive dynamics : expanding the cognitive perspective on negotiation / _rMichael W. Morris and Michele J. Gelfand -- _g3. _tI laughed, I cried, I settled : the role of emotion in negotiation / _rBruce Barry, Ingrid Smithey Fulmer and Gerben A. Van Kleef -- _g4. _tCulture and emotions in intercultural negotiations : an overview / _rRajesh Kumar -- _g5. _tMotivation in negotiation : a social psychological analysis / _rCarsten K. W. De Dreu -- _g6. _tCommunication processes in negotiation : frequencies, sequences, and phases / _rLaurie R. Weingart and Mara Olekalns -- _g7. _tCulture and negotiation processes / _rWendi Lyn Adair and Jeanne M. Brett -- _g8. _tResolving disputes between faceless disputants : new challenges for conflict management theory / _rDebra L. Shapiro and Carol T. Kulik -- _g9. _tCulture and conflict ; enlarging our dispute resolution framework / _rCatherine H. Tinsley -- _g10. _tThe "dark side" of social context : the role of intergroup paranoia in intergroup negotiations / _rRoderick M. Kramer -- _g11. _tCultural structuring of the social context of negotiation / _rMichele J. Gelfand and Deborah A. Cai -- _g12. _tContractual and emergent third-party intervention / _rDonald E. Conlon and Christopher J. Meyer -- _g13. _tAdaptive third parties in the cultural milieu / _rPeter J. Carnevale, Yeow Siah Cha, Ching Wan and Sam Fraidin -- _g14. _tJustice and negotiation / _rTom Tyler and Steven L. Blader -- _g15. _tJustice across cultures : a three-stage model for intercultural negotiation / _rKwok Leung and Kwok-Kit Tong -- _g16. _tWhat do communication media mean for negotiators? A question of social awareness / _rKathleen L. McGinn and Rachel Croson -- _g17. _tAt the crossroads of culture and technology : social influence and information-sharing processes during negotiation / _rZoe I. Barsness and Anita D. Bhappu -- _g18. _tConflicting interests in social life : understanding social dilemma dynamics / _rJ. Mark Weber and David M. Messick -- _g19. _tCross-cultural perspectives on cooperation in social dilemmas / _rJeanne Brett and Shirli Kopelman -- _g20. _tIntegrating negotiation and culture research / _rMichele J. Gelfand and Jeanne M. Brett.
520	1		_a"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.
588			_aMachine converted from AACR2 source record.
650		0	_aNegotiation _9321347
650		0	_aConflict management. _9315949
650		0	_aNegotiation _xCross-cultural studies.
650		0	_aConflict management _xCross-cultural studies.
700	1		_aGelfand, Michele J., _eeditor. _91051988
700	1		_aBrett, Jeanne M., _eeditor. _91051989
907			_a.b10959117 _b20-03-18 _c27-10-15
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