Description
Book SynopsisThis
Handbook combines a review of negotiation research with state-of-the-art commentary on the future of negotiation theory and research.
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.
Providing an introduction to key topics in negotiation, written by leading researchers in the field, the book will prove insightful for undergraduate students. It also incorporates an excellent summary of past research as well as highlights new directions negotiation research might take which will be valuable for postgraduate students and academics wishing to expand their knowledge on the subject.
Table of ContentsContents: 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
