Negotiation Theory and Research

by Thompson,Leigh L.

• ISBN13: 9781841694160
• ISBN10: 1841694169
• Edition: 1st
• Format: Hardcover
• Copyright: 2006-01-13
• Publisher: Psychology Pres

Summary

Negotiation is the most important skill anyone in the business world can have today, because people must continually negotiate their jobs, responsibilities, and opportunities. Yet, very few people know strategies for maximizing their outcomes in everyday and in more formal business situations. People often needlessly throw away hundreds of thousands of dollars and sour interpersonal relationships because they do not know how to effectively negotiate. Negotiation training and research allows opportunity for managers to assess their negotiation abilities and learn practical techniques and strategies for improving their ability to negotiate effectively. Negotiation is an emerging topic in social psychology and academics in Business and Management are increasingly looking to social-psychological theory and research to help understand some of the fundamental processes occurring during negotiation. This book will serve as a comprehensive overview of the topic with original contributions from leadersin social psychology and negotiation research. All topics covered in this volume are core to the understanding of the negotiation process and include: decision-making and judgment, emotion and negotiation, motivation and game theory. These chapters will strengthen basic knowledge of the principles and theories of negotiation, as well as illustrate effective implementation of negotiation strategy and dispute resolution.

Table of Contents

About the Editor	vii
Contributors	ix
Preface	xi
Negotiation: Overview of Theory and Research	1	(6)
Leigh L. Thompson
Bounded Awareness: Focusing Failures in Negotiation	7	(20)
Max H. Bazerman
Dolly Chugh
Social Cognition, Attribution, and Perception in Negotiation: The Role of Uncertainty in Shaping Negotiation Processes and Outcomes	27	(28)
Margaret A. Neale
Alison R. Fragale
Motive: The Negotiator's Raison d'Etre	55	(22)
Peter J. Carnevale
Carsten K.W. De Dreu
Learning to Negotiate: Novice and Experienced Negotiators	77	(22)
Jeffrey Loewenstein
Leigh L. Thompson
Bargaining with Feeling: Emotionality in and Around Negotiation	99	(30)
Bruce Barry
Ingrid Smithey Fulmer
Nathan Goates
Relationships and Negotiations in Context	129	(16)
Kathleen L. McGinn
Negotiation, Information Technology, and the Problem of the Faceless Other	145	(28)
Janice Nadler
Donna Shestowsky
A Cultural Analysis of the Underlying Assumptions of Negotiation Theory	173	(30)
Jeanne M. Brett
Michele J. Gelfand
Gender in Negotiations: A Motivated Social Cognitive Analysis	203	(22)
Laura Kray
Linda Babcock
Index	225