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The Handbook of Negotiation and Culture (Stanford Business Books (Hardcover)) - Hardcover

 
9780804745864: The Handbook of Negotiation and Culture (Stanford Business Books (Hardcover))
Hardcover
ISBN 10: 0804745862 ISBN 13: 9780804745864
Verlag: Stanford University Press, 2004

Inhaltsangabe

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-negotiator cognition, motivation, emotion, communication, power and disputing, intergroup relationships, third parties, justice, technology, and social dilemmas-and provides new insight into negotiation theory, questioning assumptions, expanding constructs, and identifying limits not apparent from working exclusively within one culture.

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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Über die Autorinnen und Autoren

Michele J. Gelfand is Associate Professor of Psychology at the University of Maryland, College Park. Jeanne M. Brett is the DeWitt W. Buchanan, Jr., Distinguished Professor of Dispute Resolution and Organizations at the Kellogg School of Management, Northwestern University.


Michele J. Gelfand is Associate Professor of Psychology at the University of Maryland, College Park. Jeanne M. Brett is the DeWitt W. Buchanan, Jr., Distinguished Professor of Dispute Resolution and Organizations at the Kellogg School of Management, Northwestern University.

Von der hinteren Coverseite

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-negotiator cognition, motivation, emotion, communication, power and disputing, intergroup relationships, third parties, justice, technology, and social dilemmas—and provides new insight into negotiation theory, questioning assumptions, expanding constructs, and identifying limits not apparent from working exclusively within one culture.
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.

Aus dem Klappentext

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-negotiator cognition, motivation, emotion, communication, power and disputing, intergroup relationships, third parties, justice, technology, and social dilemmas and provides new insight into negotiation theory, questioning assumptions, expanding constructs, and identifying limits not apparent from working exclusively within one culture.
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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The Handbook of Negotiation and Culture

Stanford University Press

Copyright © 2004 Board of Trustees of the Leland Stanford, Jr., University
All right reserved.
ISBN: 978-0-8047-4586-4

Contents

List of Tables and Figures.........................................................................................................................................................................................ixForeword...........................................................................................................................................................................................................xiPreface............................................................................................................................................................................................................xvPART ONE. BASIC PSYCHOLOGICAL PROCESSESIntroduction.......................................................................................................................................................................................................31. The Evolution of Cognition and Biases in Negotiation Research: An Examination of Cognition, Social Perception, Motivation, and Emotion Leigh Thompson, Margaret Neale, and Marwan Sinaceur.....................72. Cultural Differences and Cognitive Dynamics: Expanding the Cognitive Perspective on Negotiation Michael W. Morris and Michele J. Gelfand.......................................................................453. I Laughed, I Cried, I Settled: The Role of Emotion in Negotiation Bruce Barry, Ingrid Smithey Fulmer, and Gerben A. Van Kleef..................................................................................714. Culture and Emotions in Intercultural Negotiations: An Overview Rajesh Kumar...................................................................................................................................955. Motivation in Negotiation: A Social Psychological Analysis Carsten K. W. De Dreu...............................................................................................................................114PART TWO. SOCIAL PROCESSESIntroduction.......................................................................................................................................................................................................1396. Communication Processes in Negotiation: Frequencies, Sequences, and Phases Laurie R. Weingart and Mara Olekalns................................................................................................1437. Culture and Negotiation Processes Wendi Lyn Adair and Jeanne M. Brett..........................................................................................................................................1588. Resolving Disputes Between Faceless Disputants: New Challenges for Conflict Management Theory Debra L. Shapiro and Carol T. Kulik..............................................................................1779. Culture and Conflict: Enlarging Our Dispute Resolution Framework Catherine H. Tinsley..........................................................................................................................193PART THREE. NEGOTIATION IN CONTEXTIntroduction.......................................................................................................................................................................................................21310. The "Dark Side" of Social Context: The Role of Intergroup Paranoia in Intergroup Negotiations Roderick M. Kramer..............................................................................................21911. Cultural Structuring of the Social Context of Negotiation Michele J. Gelfand and Deborah A. Cai...............................................................................................................23812. Contractual and Emergent Third-Party Intervention Donald E. Conlon and Christopher J. Meyer...................................................................................................................25813. Adaptive Third Parties in the Cultural Milieu Peter J. Carnevale, Yeow Siah Cha, Ching Wan, and Sam Fraidin...................................................................................................28014. Justice and Negotiation Tom Tyler and Steven L. Blader........................................................................................................................................................29515. Justice Across Cultures: A Three-Stage Model for Intercultural Negotiation Kwok Leung and Kwok-Kit Tong.......................................................................................................31316. What Do Communication Media Mean for Negotiators? A Question of Social Awareness Kathleen L. McGinn and Rachel Croson.........................................................................................33417. At the Crossroads of Culture and Technology: Social Influence and Information-Sharing Processes During Negotiation Zoe I. Barsness and Anita D. Bhappu........................................................35018. Conflicting Interests in Social Life: Understanding Social Dilemma Dynamics J. Mark Weber and David M. Messick................................................................................................37419. Cross-Cultural Perspectives on Cooperation in Social Dilemmas Jeanne Brett and Shirli Kopelman................................................................................................................395PART FOUR. EPILOGUE20. Integrating Negotiation and Culture Research Michele J. Gelfand and Jeanne M. Brett...........................................................................................................................415Contributors.......................................................................................................................................................................................................429Author Index.......................................................................................................................................................................................................435Subject Index......................................................................................................................................................................................................449

Chapter One

The Evolution of Cognition and Biases in Negotiation Research

AN EXAMINATION OF COGNITION, SOCIAL PERCEPTION, MOTIVATION, AND EMOTION

Leigh Thompson, Margaret Neale, and Marwan Sinaceur

BAZERMAN AND NEALE'S (1983) chapter on heuristics in negotiating initiated a new era of negotiation research. Prior to that time, the study of negotiation as led by Pruitt (1981), Kelley (1966), Deutsch (1973), Druckman (1968), Morley and Stephenson (1977), Siegel and Fouraker (1960), and others focused on the bargaining process, the study of moves and countermoves, aspirations and goals, and, to some extent, expectations. The birth of the cognitive negotiation theory was fueled by three events in the social sciences. First, Amos Tversky and Daniel Kahneman's empirical studies and their seminal 1982 book with Paul Slovic, Judgment Under Uncertainty: Heuristics and Biases, created a new field of behavioral science: behavioral decision theory. Richard Nisbett and Lee Ross's empirical studies and their book...

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Verlag
Stanford University Press
Erscheinungsdatum
2004
Sprache
Englisch
ISBN 10 
0804745862
ISBN 13 
9780804745864
Einband
Gebundene Ausgabe
Anzahl der Seiten
480
Herausgeber
Gelfand Michele J., Brett Jeanne M.
Kontakt zum Hersteller
Mare Nostrum Group B.V.
gpsr@mare-nostrum.co.uk

Doelen 72
Breda
4831 GR
Niederlande