| Title | Negotiation theory and research / edited by Leigh L. Thompson | Books |
| Name(s) | Thompson, Leigh L. (*Related name)
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| Publication | New York : Psychology Press, 2006
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| Physical Details | xi, 237 p.; ill.; 24 cm.
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| Series | Frontiers of social psychology
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| Subjects | Negotiation--Congresses
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| ISBN | 1841694169 (hc.)
9781841694160 (hc.)
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| Classmarks | 302.3
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| Notes | Bib. & Index: Includes bibliographical references and index.
Contents: Negotiation : overview of theory and research / Leigh L. Thompson -- Bounded awareness : focusing failures in negotiation / Max H. Bazerman and Dolly Chugh -- Social cognition, attribution, and perception in negotiation : the role of uncertainty in shaping negotiation processes and outcomes / Margaret A. Neale and Alison R. Fragale -- Motive : the negotiator's raison d'etre / Peter J. Carnevale and Carsten K.W. De Dreu -- Learning to negotiate : novice and experienced negotiators / Jeffrey Loewenstein and Leigh L. Thompson -- Bargaining with feeling : emotionality in and around negotiation / Bruce Barry, Ingrid Smithey Fulmer, and Nathan Goates -- Relationships and negotiations in context / Kathleen L. McGinn -- Negotiation, information technology, and the problem of the faceless other / Janice Nadler and Donna Shestowsky -- A cultural analysis of the underlying assumptions of negotiation theory / Jeanne M. Brett and Michele J. Gelfand -- Gender in negotiations : a motivated social cognitive analysis / Laura Kray and Linda Babcock.
Summary: "Negotiation is the most important skill anyone in the business world can have today, because people must continually negotiate their jobs, responsibilities, and opportunities. Yet, very few people know strategies for maximizing their outcomes in everyday and in more formal business situations. People often needlessly throw away hundreds of thousands of dollars and sour interpersonal relationships because they do not know how to effectively negotiate. Negotiation training and research allows opportunity for managers to assess their negotiation abilities and learn practical techniques and strategies for improving their ability to negotiate effectively. Negotiation is an emerging topic in social psychology and academics in Business and Management are increasingly looking to social-psychological theory and research to help understand some of the fundamental processes occurring during negotiation. This book will serve as a comprehensive overview of the topic with original contributions from leaders in social psychology and negotiation research. All topics covered in this volume are core to the understanding of the negotiation process and include: decision-making and judgment, emotion and negotiation, motivation and game theory. These chapters will strengthen basic knowledge of the principles and theories of negotiation, as well as illustrate effective implementation of negotiation strategy and dispute resolution."--Publisher's description.
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Category | | 00438375 | Jafet Library | J | 302.3:N384t:c.1 | Available | Standard Loan |
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