Negotiation and Groups
Elizabeth A. Mannix, Jennifer R. Overbeck, Margaret Ann Neale
Emerald Group Publishing, 2011 - Business & Economics - 259 pages
Negotiation is a process that permeates our everyday lives. From international conflicts to corporate mergers, from labor contracts to distribution agreements, and from one-time job offers to the day-to-day of relationships, negotiation is one of the most common ways to reach agreement on disputed issues and resources. Though negotiation is challenging in the simplest of circumstances, a group context can make it even more complex: groups negotiating with other groups may argue among themselves; factions and coalitions may develop, leading to side deals or the obstruction of deals in progress; the interests and preferences of all parties become much harder to identify, much less satisfy. In this fourteenth volume of the Research on Managing Groups and Teams series, nine chapters examine the particular challenges, opportunities, and dynamics that confront groups engaged in negotiation. The volume will be of particular interest to readers and scholars from management, psychology, sociology, communications, law, political science, and public policy.
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agreement Bazerman Behavior and Human Carnevale challenge reactions chicken game cognitive cognitive closure competitive conflict and negotiation construal level context cooperation cultural Dreu Dweck effects Experimental Social Psychology feel fixed beliefs focus game of chicken game theory goals group members group negotiation Groups and Teams Halevy Haselhuhn hidden Markov models Human Decision Processes impact implicit beliefs implicit negotiation beliefs in-group increased physical distance individuals information sharing ingroup bias Insko integrative interactions intergroup negotiation interpersonal intragroup issues Journal of Personality level of construal machine learning malleable beliefs Mannix motivation MSMM multicultural multiparty negotiations Murnighan negotiating teams negotiation outcomes negotiation processes Northcraft one’s Organizational Behavior out-group outcome interdependence participants people’s perceived perceptions of outcome performance Personality and Social perspective Proposition relationship Review role Schopler shared mental models situations Social Psychology status conflict status seekers strategy task team members team negotiation theory Thompson threat and challenge trust versus viewpoints Wildschut