The Handbook of Negotiation and Culture / Edition 1

The Handbook of Negotiation and Culture / Edition 1

5.0 2
by Michele Gelfand
     
 

ISBN-10: 0804745862

ISBN-13: 9780804745864

Pub. Date: 07/28/2004

Publisher: Stanford University Press


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

Overview


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.

Product Details

ISBN-13:
9780804745864
Publisher:
Stanford University Press
Publication date:
07/28/2004
Edition description:
1
Pages:
480
Product dimensions:
6.00(w) x 9.00(h) x 1.20(d)

Table of Contents

List of Tables and Figuresix
Forewordxi
Prefacexv
Part 1.Basic Psychological Processes
Introduction3
1.The Evolution of Cognition and Biases in Negotiation Research: An Examination of Cognition, Social Perception, Motivation, and Emotion7
2.Cultural Differences and Cognitive Dynamics: Expanding the Cognitive Perspective on Negotiation45
3.I Laughed, I Cried, I Settled: The Role of Emotion in Negotiation71
4.Culture and Emotions in Intercultural Negotiations: An Overview95
5.Motivation in Negotiation: A Social Psychological Analysis114
Part 2.Social Processes
Introduction139
6.Communication Processes in Negotiation: Frequencies, Sequences, and Phases143
7.Culture and Negotiation Processes158
8.Resolving Disputes Between Faceless Disputants: New Challenges for Conflict Management Theory177
9.Culture and Conflict: Enlarging Our Dispute Resolution Framework193
Part 3.Negotiation in Context
Introduction213
10.The "Dark Side" of Social Context: The Role of Intergroup Paranoia in Intergroup Negotiations219
11.Cultural Structuring of the Social Context of Negotiation238
12.Contractual and Emergent Third-Party Intervention258
13.Adaptive Third Parties in the Cultural Milieu280
14.Justice and Negotiation295
15.Justice Across Cultures: A Three-Stage Model for Intercultural Negotiation313
16.What Do Communication Media Mean for Negotiators? A Question of Social Awareness334
17.At the Crossroads of Culture and Technology: Social Influence and Information-Sharing Processes During Negotiation350
18.Conflicting Interests in Social Life: Understanding Social Dilemma Dynamics374
19.Cross-Cultural Perspectives on Cooperation in Social Dilemmas395
Part 4.Epilogue
20.Integrating Negotiation and Culture Research415
Contributors429
Author Index435
Subject Index449

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5 out of 5 based on 0 ratings. 2 reviews.
Guest More than 1 year ago
wow! this is a great book! good job, aunt shelly!
Guest More than 1 year ago
I thought this book was very educational, and it really helped me!