The Handbook of Negotiation and Culture / Edition 1

The Handbook of Negotiation and Culture / Edition 1

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by Michele Gelfand
     
 


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… See more details below

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.

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Product Details

ISBN-13:
9780804745864
Publisher:
Stanford University Press
Publication date:
07/28/2004
Edition description:
1
Pages:
480
Sales rank:
1,075,156
Product dimensions:
6.00(w) x 9.00(h) x 1.20(d)

Table of Contents

1The evolution of cognition and biases in negotiation research : an examination of cognition, social perception, motivation, and emotion7
2Cultural differences and cognitive dynamics : expanding the cognitive perspective on negotiation45
3I laughed, I cried, I settled : the role of emotion in negotiation71
4Culture and emotions in intercultural negotiations : an overview95
5Motivation in negotiation : a social psychological analysis114
6Communication processes in negotiation : frequencies, sequences, and phases143
7Culture and negotiation processes158
8Resolving disputes between faceless disputants : new challenges for conflict management theory177
9Culture and conflict ; enlarging our dispute resolution framework193
10The "dark side" of social context : the role of intergroup paranoia in intergroup negotiations219
11Cultural structuring of the social context of negotiation238
12Contractual and emergent third-party intervention258
13Adaptive third parties in the cultural milieu280
14Justice and negotiation295
15Justice across cultures : a three-stage model for intercultural negotiation313
16What do communication media mean for negotiators? A question of social awareness334
17At the crossroads of culture and technology : social influence and information-sharing processes during negotiation350
18Conflicting interests in social life : understanding social dilemma dynamics374
19Cross-cultural perspectives on cooperation in social dilemmas395
20Integrating negotiation and culture research415

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