Advanced Introduction to Negotiation

by Leigh Thompson, Cynthia S. Wang

Overview

Elgar Advanced Introductions are stimulating and thoughtful introductions to major fields in the social sciences, business and law, expertly written by the world’s leading scholars. Designed to be accessible yet rigorous, they offer concise and lucid surveys of the substantive and policy issues associated with discrete subject areas.

Providing a comprehensive overview of the key theories and concepts that have guided the field of negotiation for several decades, Leigh Thompson and Cynthia Wang demonstrate how collaborative multi-disciplinary research has enriched the study of negotiation.

Key Features:

• Reviews the fundamental constructs, measures and terms that are widely used in research and teaching
• Examines how individual characteristics, situational contexts and ethical considerations of the negotiator influence negotiation processes and outcomes
• Traces the roots of modern negotiation research and theory back to its economic and psychological origins, and outlines how behavioural decision-making and social utility research has shaped the contemporary study of negotiation

Cross-disciplinary in scope, this incisive Advanced Introduction will be an invaluable tool for early career academics of psychology, sociology, economics, and communication studies interested in conducting research on and teaching negotiation. MBA students will also benefit from its accessible overview of the history, key constructs and latest findings related to negotiation.

Product Details

ISBN-13:	9781789909111
Publisher:	Edward Elgar Publishing
Publication date:	09/02/2022
Series:	Elgar Advanced Introductions series
Pages:	192
Product dimensions:	5.38(w) x 8.50(h) x (d)

About the Author

Leigh Thompson, J. Jay Gerber Professor of Dispute Resolution and Organizations, Professor of Management and Organizations, Director of Kellogg Team and Group Research Center, Kellogg School of Management, Northwestern University and Cynthia S. Wang, Executive Director of the Dispute Resolution and Research Center and Clinical Professor of Management and Organizations, Kellogg School of Management, Northwestern University, US

Table of Contents

Contents: 1. A multi-disciplinary approach 2. Core concepts 3. Behavioral decision making and negotiation 4. Relationships and social utility 5. Emotion revolution 6. Gender 7. Individual differences 8. Ethics 9. Culture 10. Communication media References Index

Editorial Reviews

‘The book is a masterful integration of an entire scholarly discipline. Its integration of diverse literatures and disciplines, drawing on decades of research, represents a towering achievement.’

Don Moore

‘. . . Covering topics such as gender and individual differences, emotions, social utility, ethics, culture, and communication media, this well-written, easy-to-read, Advanced Introduction provides a succinct summary of the research in the field. This book delivers a comprehensive overview and masterful integration of an entire academic discipline and is essential for graduate students, professors, and anyone interested in doing research in the field of negotiation.’

L.B. Jabs

‘This textbook more than fulfilled my expectations, and I would not hesitate to assign it as required reading for a graduate-level course on negotiation. This book might also be of use to early career academics looking for an overview of the historical evolution of the negotiation research literature.’

Stephen D. Risavy