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Handbook of Research on Negotiation

Edited by Mara Olekalns, Professor of Management (Negotiation), Melbourne Business School, Australia and Wendi L. Adair, Associate Professor of Organizational Psychology, University of Waterloo, Canada
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.
Extent: 560 pp
Hardback Price: $272.00 Web: $244.80
Publication Date: 2013
ISBN: 978 1 78100 589 7
Availability: In Stock
Paperback Price: $65.00 Web: $52.00
Publication Date: 2015
ISBN: 978 1 78254 752 5
Availability: In Stock
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  • Business and Management
  • Organisational Behaviour
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.
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:

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