Research on Negotiation in Organizations / Edition 1

by Robert J. Bies, Roy J. Lewicki, Blair H. Sheppard

Overview

This fifth volume in the series discusses such topics as the effects of relationships and context among relative equals, paranoia and distrust in organizations, and perspective competition in a collaborative context.

Product Details

ISBN-13:	9781559389280
Publisher:	Emerald Group Publishing Limited
Publication date:	08/31/1995
Series:	Research on Negotiation in Organizations , #5
Pages:	292
Product dimensions:	6.14(w) x 9.21(h) x 0.75(d)

Table of Contents

Part 1 Effects of relationships and context negotiating in long-term mutually interdependent relationships among relative equals, Blair H. Sheppard; Justice as rationality: a relational perspective on fairness in negotiations, Thomas M. Tripp et al; Friends, lovers, colleagues, and strangers: the effects of relationships on the process and outcome of dyadic negotiation, Kathleen H. Valley et al; Alternative models of negotiated outcomes and the nontraditional utility concerns that limit their predictability, Sally Blount et al. Part 2 Trust and distrust power, paranoia, and distrust in organizations: the distorted view from the top, Roderick M. Kramer; When do employees choose deceptive tactics to stop unwanted organizational change? a relational perspective, Debra L. Shapiro et al; On the positive effects of legalization on trust, Sim B. Sitkin; Transactions costs in organizations with trust, Philip Bromiley and Larry L. Cummings. Part 3 In search of perspective competition in a collaborative context: toward a new paradigm, Leonard Greenhalgh.