Negotiation as a Social Process / Edition 1

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While most studies in negotiation and conflict management have focused on cognitive aspects, few have addressed the impact of social processes and contexts on the negotiation process. Addressing this need, Roderick M Kramer and David M Messick have brought together original theory and research from leading scholars in this emerging field.

A wide range of topics is covered including: the role of group identification and accountability on negotiator judgement and decision making; the importance of power-dependence relations on negotiation; intergroup bargaining; coalitional dynamics in bargaining; social influence processes in negotiation; cross-cultural perspectives of negotiation; and the impact of social relationships.

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Editorial Reviews

A collection of 14 studies emphasize the social dimensions of negotiation as a means of reducing the domination of the field by cognitive approaches. Among the topics are an information- processing perspective on the social context in negotiation, social factors that make freedom unattractive, the inseparability of relationships and negotiations in joint decision making, and fairness versus self-interest as asymmetric moral imperatives in ultimatum bargaining. The CiP data shows the subtitle New Trends in Theory and Research. Annotation c. Book News, Inc., Portland, OR (
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Product Details

  • ISBN-13: 9780803957381
  • Publisher: SAGE Publications
  • Publication date: 4/6/1995
  • Edition description: New Edition
  • Edition number: 1
  • Pages: 360
  • Product dimensions: 6.00 (w) x 9.00 (h) x 0.81 (d)

Table of Contents

Negotiation in its Social Context - Roderick M Kramer and David M Messick
Emerging Trends and Future Prospects
Negotiator Cognition in Social Contexts - Introduction
Social Context in Negotiation - Leigh Thompson, Erika Peterson and Laura Kray
An Information-Processing Perspective
Networks and Collective Scripts - Dean G Pruitt
Paying Attention to Structure in Bargaining Theory
Let's Make Some New Rules - Charles D Samuelson and David M Messick
Social Factors that Make Freedom Unattractive
Regression to the Mean, Expectation Inflation, and the Winner's Curse in Organizational Contexts - J Richard Harrison and Max H Bazerman
In Dubious Battle - Roderick M Kramer
Heightened Accountability, Dysphoric Cognition and Self-Defeating Bargaining Behavior
The Relational Contexts of Negotiation - Introduction
Multi-Party Negotiation in its Social Context - Jeffrey T Polzer, Elizabeth A Mannix and Margaret A Neale
Power and Emotional Processes in Negotiations - Edward J Lawler and Jeongkoo Yoon
A Social Exchange Approach
Joint Decision Making - Leonard Greenhalgh and Deborah I Chapman
The Inseparability of Relationships and Negotiation
Toward the Conflict - Robert J Robinson
A Research Agenda for Emerging Organizational Challenges
Experimental Explorations - Introduction
Time of Decision, Ethical Obligation and Causal Illusion - Michael W Morris, Damien L H Sim and Vittorio Girotto
Temporal Cues and Social Heuristics in the Prisoner's Dilemma
Fairness versus Self-Interest - J Keith Murnighan and Madan M Pillutla
Asymmetric Moral Imperatives in Ultimatum Bargaining
Social Context in Tacit Bargaining Games - Richard Pl Larrick and Sally Blount
Consequences for Perceptions of Affinity and Cooperative Behavior
Why Ultimatums Fail - Roderick M Kramer, Pri Pradhan-Shah and Stephanie L Woerner
Social Identity and Moralistic Aggression in Coercive Bargaining
Property, Culture and Negotiation - Peter G Carnevale
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