Mara Olekalns and Wendi L. Adair
Daniel Druckman and Mara Olekalns
Wendi L. Adair and Mara Olekalns
Edited by Mara Olekalns and Wendi L. Adair
Leading international scholars give insight into both the factors known to shape negotiation and the questions that we need to answer as we strive to deepen our understanding of the negotiation process. This Handbook provides analyses of the negotiation process from four distinct perspectives: negotiators’ cognition and emotion, social processes and social inferences, communication processes, and complex negotiations, covering trade, peace, environment, and crisis negotiations.