Handbook of research on negotiation

By:

Olwkains Mara Ed

Contributor(s):

Adair Wendi L

Publication details: London Edward Elgar 2013Description: 540P ix PBISBN:

9781782547525

DDC classification:

302.3072 OLE

Contents:

Contents: PART I: INTRODUCTION 1. The Complexity of Negotiating: From the Individual to the Context, and What Lies Between Mara Olekalns and Wendi L. Adair PART II: THE INDIVIDUAL NEGOTIATOR 2. Individual Differences in Negotiation Hilary Anger Elfenbein 3. Motivated Cognition in Negotiation Lukas Koning and Eric van Dijk 4. Shared Cognition and Identity in Negotiation Leigh Anne Liu and Wei Cai 5. The Demise of the ‘Rational’ Negotiator: Emotional Forces in Conflict and Negotiation Gerben A. Van Kleef and Marwan Sinaceur PART III: SOCIAL-PSYCHOLOGICAL PROCESSES 6. Power, Status, and Influence in Negotiation Jennifer R. Overbeck and Yoo Kyoung Kim 7. Trust and Negotiation Roy J. Lewicki and Beth Polin 8. Fairness and Ethics in Bargaining and Negotiation Kristina A. Diekmann, Andrew T. Soderberg and Ann E. Tenbrunsel 9. Gender and Negotiation: A Social Role Analysis Alice F. Stuhlmacher and Eileen Linnabery 10. Dignity, Face, and Honor Cultures: Implications for Negotiation and Conflict Management Soroush Aslani, Jimena Ramirez-Marin, Zhaleh Semnani-Azad, Jeanne M. Brett and Catherine Tinsley 11. Managing Uncertainty in Multiparty Negotiations Harris Sondak, Margaret A. Neale and Elizabeth A. Mannix PART IV: COMMUNICATION PROCESSES 12. Talking it Through: Communication Sequences in Negotiation Wendi L. Adair and Jeffrey Loewenstein 13. Punctuated Negotiations: Transitions, Interruptions, and Turning Points Daniel Druckman and Mara Olekalns 14. The Costs and Benefits of E-negotiations Raymond Friedman and Liuba Y. Belkin PART V: COMPLEX NEGOTIATIONS 15. International Trade Negotiations Larry Crump 16. Making Peace through Negotiation Kristine Höglund and Daniel Druckman 17. Environmental Disputes: Negotiating Over Risks, Values and the Future Barbara Gray and Julia Wondolleck 18. Crisis Negotiation: From Suicide to Terrorism Intervention Simon Wells, Paul J. Taylor and Ellen Giebels PART VI: CONCLUSION 19. Guiding New Directions in Negotiation Research: A Negotiation Context Levels Framework Wendi L. Adair and Mara Olekalns Index

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Holdings
Item type	Current library	Collection	Shelving location	Call number	Status	Date due	Barcode
BOOKs	National Law School	MPP SECTIO	MPP Section	302.3072 OLE (Browse shelf(Opens below))	Available		35203

Negotiation

Contents:

PART I: INTRODUCTION
1. The Complexity of Negotiating: From the Individual to the Context, and What Lies Between
Mara Olekalns and Wendi L. Adair

PART II: THE INDIVIDUAL NEGOTIATOR
2. Individual Differences in Negotiation
Hilary Anger Elfenbein

3. Motivated Cognition in Negotiation
Lukas Koning and Eric van Dijk

4. Shared Cognition and Identity in Negotiation
Leigh Anne Liu and Wei Cai

5. The Demise of the ‘Rational’ Negotiator: Emotional Forces in Conflict and Negotiation
Gerben A. Van Kleef and Marwan Sinaceur

PART III: SOCIAL-PSYCHOLOGICAL PROCESSES
6. Power, Status, and Influence in Negotiation
Jennifer R. Overbeck and Yoo Kyoung Kim

7. Trust and Negotiation
Roy J. Lewicki and Beth Polin

8. Fairness and Ethics in Bargaining and Negotiation
Kristina A. Diekmann, Andrew T. Soderberg and Ann E. Tenbrunsel

9. Gender and Negotiation: A Social Role Analysis
Alice F. Stuhlmacher and Eileen Linnabery

10. Dignity, Face, and Honor Cultures: Implications for Negotiation and Conflict Management
Soroush Aslani, Jimena Ramirez-Marin, Zhaleh Semnani-Azad, Jeanne M. Brett and Catherine Tinsley

11. Managing Uncertainty in Multiparty Negotiations
Harris Sondak, Margaret A. Neale and Elizabeth A. Mannix

PART IV: COMMUNICATION PROCESSES
12. Talking it Through: Communication Sequences in Negotiation
Wendi L. Adair and Jeffrey Loewenstein

13. Punctuated Negotiations: Transitions, Interruptions, and Turning Points
Daniel Druckman and Mara Olekalns

14. The Costs and Benefits of E-negotiations
Raymond Friedman and Liuba Y. Belkin

PART V: COMPLEX NEGOTIATIONS
15. International Trade Negotiations
Larry Crump

16. Making Peace through Negotiation
Kristine Höglund and Daniel Druckman

17. Environmental Disputes: Negotiating Over Risks, Values and the Future
Barbara Gray and Julia Wondolleck

18. Crisis Negotiation: From Suicide to Terrorism Intervention
Simon Wells, Paul J. Taylor and Ellen Giebels

PART VI: CONCLUSION
19. Guiding New Directions in Negotiation Research: A Negotiation Context Levels Framework
Wendi L. Adair and Mara Olekalns

Index

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