The handbook of negotiation and culture / edited by Michele J. Gelfand and Jeanne M. Brett

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Subjects: Negotiation
Conflict management
Negotiation--Cross-cultural studies
Conflict management--Cross-cultural studies
Formats: Print
Material Type: Books
Language: English
Audience: Unspecified
Published: Stanford, Calif. : Stanford Business Books, c2004
LC Classification: B, BF
Physical Description: xviii, 458 p. : ill. ; 24 cm
Table of Contents: 1. The evolution of cognition and biases in negotiation research : an examination of cognition, social perception, motivation, and emotion / Leigh Thompson, Margaret Neale, Marwan Sinaceur 7
2. Cultural differences and cognitive dynamics : expanding the cognitive perspective on negotiation / Michael W. Morris, Michele J. Gelfand 45
3. I laughed, I cried, I settled : the role of emotion in negotiation / Bruce Barry, Ingrid Smithey Fulmer, Gerben A. Van Kleef 71
4. Culture and emotions in intercultural negotiations : an overview / Rajesh Kumar 95
5. Motivation in negotiation : a social psychological analysis / Carsten K. W. De Dreu 114
6. Communication processes in negotiation : frequencies, sequences, and phases / Laurie R. Weingart, Mara Olekalns 143
7. Culture and negotiation processes / Wendi Lyn Adair, Jeanne M. Brett 158
8. Resolving disputes between faceless disputants : new challenges for conflict management theory / Debra L. Shapiro, Carol T. Kulik 177
9. Culture and conflict ; enlarging our dispute resolution framework / Catherine H. Tinsley 193
10. The "dark side" of social context : the role of intergroup paranoia in intergroup negotiations / Roderick M. Kramer 219
11. Cultural structuring of the social context of negotiation / Michele J. Gelfand, Deborah A. Cai 238
12. Contractual and emergent third-party intervention / Donald E. Conlon, Christopher J. Meyer 258
13. Adaptive third parties in the cultural milieu / Peter J. Carnevale, Yeow Siah Cha, Ching Wan, Sam Fraidin 280
14. Justice and negotiation / Tom Tyler, Steven L. Blader 295
15. Justice across cultures : a three-stage model for intercultural negotiation / Kwok Leung, Kwok-Kit Tong 313
16. What do communication media mean for negotiators? A question of social awareness / Kathleen L. McGinn, Rachel Croson 334
17. At the crossroads of culture and technology : social influence and information-sharing processes during negotiation / Zoe I. Barsness, Anita D. Bhappu 350
18. Conflicting interests in social life : understanding social dilemma dynamics / J. Mark Weber, David M. Messick 374
19. Cross-cultural perspectives on cooperation in social dilemmas / Jeanne Brett, Shirli Kopelman 395
20. Integrating negotiation and culture research / Michele J. Gelfand, Jeanne M. Brett 415
Additional Authors: Gelfand, Michele J
Brett, Jeanne M
Notes: LCCN: 2003025169
ISBN: 0804745862 (cloth : alk. paper)
Includes bibliographical references and indexes
Contents: Basic psychological processes -- Social processes in negotiation -- Negotiation in context -- Epilogue
OCLC Number: 53483540
ISBN/ISSN: 0804745862