Description
Book SynopsisPart of the "Research on Managing Groups and Teams" series, this title examines the particular challenges, opportunities, and dynamics that confront groups engaged in negotiation. It is of interest to readers and scholars from management, psychology, sociology, communications, law, political science, and public policy.
Table of ContentsList of Contributors. Preface. Chapter 1 When are Teams an Asset in Negotiations and when are they a Liability?. Chapter 2 Physical Distance in Intragroup and Intergroup Negotiations: Implications for Negotiator Judgment and Behavior. Chapter 3 Building Multiculturally Shared Mental Models (MSMM) in Multiparty Negotiations: A Three-Stage Process Model. Chapter 4 Games Groups Play: Mental Models in Intergroup Conflict and Negotiation. Chapter 5 Status Conflict in Negotiation. Chapter 6 The Impact of Implicit Negotiation Beliefs on Motivation and Cognition in Group Negotiation. Chapter 7 Beyond Valence: Effects of Group Emotional Tone on Group Negotiation Behaviors and Outcomes. Chapter 8 Modeling Group Negotiation: Three Computational Approaches that can Inform Behavioral Sciences. Chapter 9 Negotiating within Groups: A Psychophysiological Approach. Concluding Remarks Setting the Scene: The Calculus of Agreement in Group Negotiation. Negotiation and Groups. Research on Managing Groups and Teams. Research on Managing Groups and Teams. Copyright page.
