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Handbook of Research on Negotiation
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.
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Contributors
Contents
More Information
This 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.
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.
Contributors
Contributors: W.L. Adair, S. Aslani, L.Y. Belkin, J.M. Brett, W. Cai, L. Crump, K.A. Diekmann, D. Druckman, H.A. Elfenbein, R. Friedman, E. Giebels, B. Gray, K. Höglund, Y.K. Kim, L. Koning, R.J. Lewicki, E. Linnabery, L.A. Liu, J. Loewenstein, E.A. Mannix, M.A. Neale, M. Olekalns, J.R. Overbeck, B. Polin, J. Ramirez-Marin, Z. Semnani-Azad, M. Sinaceur, A.T. Soderberg, H. Sondak, A.F. Stuhlmacher, P.J. Taylor, A.E. Tenbrunsel, C. Tinsley, E. van Dijk, G.A. Van Kleef, S. Wells, J. Wondolleck
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
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
