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The handbook of negotiation and culture

Author: Michele J Gelfand
Publisher: Stanford, Calif. : Stanford Business Books, [20]07.
Edition/Format:   Print book : English : [Nachdr.]View all editions and formats

In the global marketplace, negotiation frequently takes place across cultural boundaries, yet negotiation theory has traditionally been grounded in Western culture. This book, which provides an  Read more...


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Genre/Form: Aufsatzsammlung
Material Type: Internet resource
Document Type: Book, Internet Resource
All Authors / Contributors: Michele J Gelfand
ISBN: 0804745862 9780804745864
OCLC Number: 612280941
Description: XVIII, 458 Seiten
Contents: Table of Contents for The Handbook of Negotiation and Culture List of Tables and FiguresA ix ForewordA A A A A A A A A A A A A A xi PrefaceA A A A A A A A A A A A A A A A A A xv part one.A A A A A A A A A A basic psychological processes IntroductionA A A A A A A A A 3 1. The Evolution of Cognition and Biases in Negotiation Research: An Examination of Cognition, Social Perception, Motivation, and EmotionA A A A A A A A A A A A A A A 7 Leigh Thompson, Margaret Neale, and Marwan Sinaceur 2. Cultural Differences and Cognitive Dynamics: Expanding the Cognitive Perspective on NegotiationA A A A A A A A A A A A 45 Michael W. Morris and Michele J. Gelfand 3. I Laughed, I Cried, I Settled: The Role of Emotion in NegotiationA A A A A A A A A A 71 Bruce Barry, Ingrid Smithey Fulmer, and Gerben A. Van Kleef 4. Culture and Emotions in Intercultural Negotiations: An OverviewA A A A A A A 95 Rajesh Kumar 5. Motivation in Negotiation: A Social Psychological AnalysisA A A A A A A A A A A A A A A A A 114 Carsten K. W. De Dreu part two.A A A A A A A A social processes IntroductionA A A A A A A A A 139 6. Communication Processes in Negotiation: Frequencies, Sequences, and PhasesA A A A A 143 Laurie R. Weingart and Mara Olekalns 7. Culture and Negotiation ProcessesA A A A A A A A A A A A A 158 Wendi Lyn Adair and Jeanne M. Brett 8. Resolving Disputes Between Faceless Disputants: New Challenges for Conflict Management TheoryA A A A A A A A A 177 Debra L. Shapiro and Carol T. Kulik 9. Culture and Conflict: Enlarging Our Dispute Resolution FrameworkA A A A A A A A A A A A 193 Catherine H. Tinsley part three.A A A A A negotiation in context IntroductionA A A A A A A A A 213 10. The "Dark Side" of Social Context: The Role of Intergroup Paranoia in Intergroup NegotiationsA A 219 Roderick M. Kramer 11. Cultural Structuring of the Social Context of NegotiationA A A A A A 238 Michele J. Gelfand and Deborah A. Cai 12. Contractual and Emergent Third-Party InterventionA A A A A A A A A A A A A A A 258 Donald E. Conlon and Christopher J. Meyer 13. Adaptive Third Parties in the Cultural MilieuA A A A A A A A A A 280 Peter J. Carnevale, Yeow Siah Cha, Ching Wan, and Sam Fraidin 14. Justice and NegotiationA A A A A A A A A A A A A A A 295 Tom Tyler and Steven L. Blader 15. Justice Across Cultures: A Three-Stage Model for Intercultural NegotiationA A A 313 Kwok Leung and Kwok-Kit Tong 16. What Do Communication Media Mean for Negotiators? A Question of Social AwarenessA A A A A 334 Kathleen L. McGinn and Rachel Croson 17. At the Crossroads of Culture and Technology: Social Influence and Information-Sharing Processes During NegotiationA A A A A A 350 Zoe I. Barsness and Anita D. Bhappu 18. Conflicting Interests in Social Life: Understanding Social Dilemma DynamicsA A 374 J. Mark Weber and David M. Messick 19. Cross-Cultural Perspectives on Cooperation in Social DilemmasA A A A A A A A A A A A A A 395 Jeanne Brett and Shirli Kopelman part four.A A A A A A A epilogue 20. Integrating Negotiation and Culture ResearchA A A A A A A A 415 Michele J. Gelfand and Jeanne M. Brett ContributorsA A A A A A A A 429 Author IndexA A A A A A A 435 Subject IndexA A A A A A A 451
Responsibility: ed. by Michele J. Gelfand ...


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"The Handbook of Negotiation and Culture, edited by two of the foremost authorities on the topic, represents an important contribution to the literature. All negotiation researchers should explore Read more...

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