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Handbook of Research on Negotiation
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.
Handbook
- Published in print:
- 28 Jun 2013
- ISBN:
- 9781781005897
- eISBN:
- 9781781005903
- Pages:
- 560
Show Summary Details
- Handbook of Research on Negotiation
- Copyright
- Contents
- Figures
- Tables
- Contributors
- Chapter 1: The complexity of negotiating: from the individual to the context, and what lies between
- Chapter 2: Individual differences in negotiation
- Chapter 3: Motivated cognition in negotiation
- Chapter 4: Shared cognition and identity in negotiation
- Chapter 5: The demise of the ‘rational’ negotiator: emotional forces in conflict and negotiation
- Chapter 6: Power, status, and influence in negotiation
- Chapter 7: Trust and negotiation
- Chapter 8: Fairness and ethics in bargaining and negotiation
- Chapter 9: Gender and negotiation: a social role analysis
- Chapter 10: Dignity, Face, and Honor cultures: implications for negotiation and conflict management
- Chapter 11: Managing uncertainty in multiparty negotiations
- Chapter 12: Talking it through: communication sequences in negotiation
- Chapter 13: Punctuated negotiations: transitions, interruptions, and turning points
- Chapter 14: The costs and benefits of e-negotiations
- Chapter 15: International trade negotiations
- Chapter 16: Making peace through negotiation
- Chapter 17: Environmental disputes: negotiating over risks, values and the future
- Chapter 18: Crisis negotiation: from suicide to terrorism intervention
- Chapter 19: Guiding new directions in negotiation research: a negotiation context levels framework
- Index
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Contributors
Handbook Chapter
- Published:
- 28 June 2013
- Category:
- Handbook Chapter
- Pages:
- ix–xvi (8 total)
Collection:
Business 2013
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- Handbook of Research on Negotiation
- Copyright
- Contents
- Figures
- Tables
- Contributors
- Chapter 1: The complexity of negotiating: from the individual to the context, and what lies between
- Chapter 2: Individual differences in negotiation
- Chapter 3: Motivated cognition in negotiation
- Chapter 4: Shared cognition and identity in negotiation
- Chapter 5: The demise of the ‘rational’ negotiator: emotional forces in conflict and negotiation
- Chapter 6: Power, status, and influence in negotiation
- Chapter 7: Trust and negotiation
- Chapter 8: Fairness and ethics in bargaining and negotiation
- Chapter 9: Gender and negotiation: a social role analysis
- Chapter 10: Dignity, Face, and Honor cultures: implications for negotiation and conflict management
- Chapter 11: Managing uncertainty in multiparty negotiations
- Chapter 12: Talking it through: communication sequences in negotiation
- Chapter 13: Punctuated negotiations: transitions, interruptions, and turning points
- Chapter 14: The costs and benefits of e-negotiations
- Chapter 15: International trade negotiations
- Chapter 16: Making peace through negotiation
- Chapter 17: Environmental disputes: negotiating over risks, values and the future
- Chapter 18: Crisis negotiation: from suicide to terrorism intervention
- Chapter 19: Guiding new directions in negotiation research: a negotiation context levels framework
- Index