The Handbook of Negotiation and Culture

by Gelfand, Michele J.

• ISBN13: 9780804745864
• ISBN10: 0804745862
• Format: Hardcover
• Copyright: 2004-07-28
• Publisher: Ingram Pub Services

Summary

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.

Author Biography

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.

Table of Contents

List of Tables and Figures	ix
Foreword	xi
Preface	xv
PART ONE. BASIC PSYCHOLOGICAL PROCESSES
Introduction	3	(4)
The Evolution of Cognition and Biases in Negotiation Research: An Examination of Cognition, Social Perception, Motivation, and Emotion	7	(38)
Leigh Thompson
Margaret Neale
Marwan Sinaceur
Cultural Differences and Cognitive Dynamics: Expanding the Cognitive Perspective on Negotiation	45	(26)
Michael W. Morris
Michele J. Gelfand
I Laughed, I Cried, I Settled: The Role of Emotion in Negotiation	71	(24)
Bruce Barry
Ingrid Smithey Fulmer
Gerben A. Van Kleef
Culture and Emotions in Intercultural Negotiations: An Overview	95	(19)
Rajesh Kumar
Motivation in Negotiation: A Social Psychological Analysis	114	(29)
Carsten K. W. De Dreu
PART TWO. SOCIAL PROCESSES
Introduction	139	(4)
Communication Processes in Negotiation: Frequencies, Sequences, and Phases	143	(15)
Laurie R. Weingart
Mara Olekalns
Culture and Negotiation Processes	158	(19)
Wendi Lyn Adair
Jeanne M. Brett
Resolving Disputes Between Faceless Disputants: New Challenges for Conflict Management Theory	177	(16)
Debra L. Shapiro
Carol T. Kulik
Culture and Conflict: Enlarging Our Dispute Resolution Framework	193	(26)
Catherine H. Tinsley
PART THREE. NEGOTIATION IN CONTEXT
Introduction	213	(6)
The ``Dark Side'' of Social Context: The Role of Intergroup Paranoia in Intergroup Negotiations	219	(19)
Roderick M. Kramer
Cultural Structuring of the Social Context of Negotiation	238	(20)
Michele J. Gelfand
Deborah A. Cai
Contractual and Emergent Third-Party Intervention	258	(22)
Donald E. Conlon
Christopher J. Meyer
Adaptive Third Parties in the Cultural Milieu	280	(15)
Peter J. Carnevale
Yeow Siah Cha
Ching Wan
Sam Fraidin
Justice and Negotiation	295	(18)
Tom Tyler
Steven L. Blader
Justice Across Cultures: A Three-Stage Model for Intercultural Negotiation	313	(21)
Kwok Leung
Kwok-Kit Tong
What Do Communication Media Mean for Negotiators? A Question of Social Awareness	334	(16)
Kathleen L. McGinn
Rachel Croson
At the Crossroads of Culture and Technology: Social Influence and Information-Sharing Processes During Negotiation	350	(24)
Zoe I. Barsness
Anita D. Bhappu
Conflicting Interests in Social Life: Understanding Social Dilemma Dynamics	374	(21)
J. Mark Weber
David M. Messick
Cross-Cultural Perspectives on Cooperation in Social Dilemmas	395	(20)
Jeanne Brett
Shirli Kopelman
PART FOUR. EPILOGUE
Integrating Negotiation and Culture Research	415	(14)
Michele J. Gelfand
Jeanne M. Brett
Contributors	429	(6)
Author Index	435	(14)
Subject Index	449