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Negotiation as a social process

Author: Roderick Moreland Kramer
Publisher: Thousand Oaks, Calif. SAGE Publ. 2003
Series: Xinren Lilun Wencong
Edition/Format:   Print book : English : 1. [Dr.View all editions and formats

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Document Type: Book
All Authors / Contributors: Roderick Moreland Kramer
ISBN: 0803957378 9780803957374 0803957386 9780803957381
OCLC Number: 612177230
Notes: In chines. Schr.
Description: XI, 348 Seiten Diagramme
Contents: IntroductionNegotiation in its Social Context - Roderick M Kramer and David M Messick Emerging Trends and Future ProspectsPART ONE: NEW THEORETICAL PERSPECTIVESNegotiator Cognition in Social Contexts - IntroductionSocial Context in Negotiation - Leigh Thompson, Erika Peterson and Laura Kray An Information-Processing PerspectiveNetworks and Collective Scripts - Dean G Pruitt Paying Attention to Structure in Bargaining TheoryLet's Make Some New Rules - Charles D Samuelson and David M Messick Social Factors that Make Freedom UnattractiveRegression to the Mean, Expectation Inflation, and the Winner's Curse in Organizational Contexts - J Richard Harrison and Max H BazermanIn Dubious Battle - Roderick M Kramer Heightened Accountability, Dysphoric Cognition and Self-Defeating Bargaining BehaviorThe Relational Contexts of Negotiation - IntroductionMulti-Party Negotiation in its Social Context - Jeffrey T Polzer, Elizabeth A Mannix and Margaret A NealePower and Emotional Processes in Negotiations - Edward J Lawler and Jeongkoo Yoon A Social Exchange ApproachJoint Decision Making - Leonard Greenhalgh and Deborah I Chapman The Inseparability of Relationships and NegotiationToward the Conflict - Robert J Robinson A Research Agenda for Emerging Organizational ChallengesPART TWO: EXPERIMENTAL EXPLORATIONSExperimental Explorations - IntroductionTime of Decision, Ethical Obligation and Causal Illusion - Michael W Morris, Damien L H Sim and Vittorio Girotto Temporal Cues and Social Heuristics in the Prisoner's DilemmaFairness versus Self-Interest - J Keith Murnighan and Madan M Pillutla Asymmetric Moral Imperatives in Ultimatum BargainingSocial Context in Tacit Bargaining Games - Richard Pl Larrick and Sally Blount Consequences for Perceptions of Affinity and Cooperative BehaviorWhy Ultimatums Fail - Roderick M Kramer, Pri Pradhan-Shah and Stephanie L Woerner Social Identity and Moralistic Aggression in Coercive BargainingProperty, Culture and Negotiation - Peter G Carnevale
Series Title: Xinren Lilun Wencong
Responsibility: Roderick M. Kramer, ed.


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