The handbook of negotiation and culture
By: edited by Michele J. Gelfand and Jeanne M. Brett
Contributors: Gelfand, Michele J; Brett, Jeanne M
Publisher: Stanford Business Books
Published: 2004
Place of publication: Stanford, Calif
Language: eng
Number of pages: 458
Subjects: Negotiation; Conflict management; Negotiation -- Cross-cultural studies; Conflict management -- Cross-cultural studies
Description: "This book, which provides an in-depth review of the field of negotiation theory, expands current thinking to include cross-cultural perspectives. The contents of the book reflect the diversity of negotiation - research-negotiator cognition, motivation, emotion, communication, power and disputing, intergroup relationships, third parties, justice, technology, and social dilemmas - and provide new insight into negotiation theory, questioning assumptions, expanding constructs, and identifying limits not apparent from working exclusively within one culture."--Jacket.
Notes: Includes bibliographical references and indexes
Table of contents: title: Basic psychological processes; title: Social processes in negotiation; title: Negotiation in context; title: Epilogue