The Handbook of Negotiation and Culture
Stanford University Press, 2004 - Business & Economics - 458 pages
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 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-
The book is organized in three sections and pairs chapters on negotiation theory with chapters on culture. The first part emphasizes psychological processes cognition, motivation, and emotion. Part II examines the negotiation process. The third part emphasizes the social context of negotiation. A final chapter synthesizes the main themes of the book to illustrate how scholars and practitioners can capitalize on the synergy between culture and negotiation research.
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Adair agreement arbitration bargaining Bazerman Behavior and Human beneﬁts biases Brett Carnevale chapter cognitive Cognitive Bias cognitive closure collectivism collectivist cultures Conﬂict Management conﬂict resolution cooperation cross-cultural cultural differences deﬁned difﬁcult dispute resolution distributive distributive justice Dreu dyads dynamics effects emotional intelligence emotions example fairness ﬁeld ﬁndings ﬁrst focus frame Gelfand goals heuristics high-context Human Decision Processes identiﬁed individuals inﬂuence integrative interaction intercultural negotiations interpersonal Japanese joint gains Journal of Conﬂict Journal of Personality judgments knowledge structures Kramer Leung low-context mediation Messick Neale negative negotiation behavior negotiation process negotiation research negotiation theory norms Olekalns one’s Organizational Behavior participants party’s people’s perceptions Personality and Social perspective power distance procedural justice prosocial prospect theory Pruitt reciprocity reﬂect relationship role sequences settlement situation social awareness social context social dilemmas social motives Social Psychology speciﬁc strategy studies suggests tactics theory third party third-party intervention Thompson tion Triandis values Weingart