Negotiation as a Social Process
Editat de Roderick M Kramer, David Messicken Limba Engleză Electronic book text – 28 feb 2013
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Specificații
ISBN-13: 9781452246994
ISBN-10: 1452246998
Pagini: 360
Dimensiuni: 152 x 229 mm
Ediția:1
Editura: SAGE Publications
Colecția Sage Publications, Inc
Locul publicării:Thousand Oaks, United States
ISBN-10: 1452246998
Pagini: 360
Dimensiuni: 152 x 229 mm
Ediția:1
Editura: SAGE Publications
Colecția Sage Publications, Inc
Locul publicării:Thousand Oaks, United States
Cuprins
Introduction
Negotiation in its Social Context - Roderick M Kramer and David M Messick
Emerging Trends and Future Prospects
PART ONE: NEW THEORETICAL PERSPECTIVES
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
PART TWO: EXPERIMENTAL EXPLORATIONS
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
Negotiation in its Social Context - Roderick M Kramer and David M Messick
Emerging Trends and Future Prospects
PART ONE: NEW THEORETICAL PERSPECTIVES
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
PART TWO: EXPERIMENTAL EXPLORATIONS
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
Descriere
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
on
n