Negotiation theory & research
By: edited by Leigh L. Thompson.
Contributors: Thompson, Leigh L.
Series: Frontiers of social psychology
Publisher: Psychology Press
Published: 2005
Place of publication: New York
Language: eng
Number of pages: 250
Subjects: Negotiation -- Congresses.
Genres: Congresses.
Other titles: Negotiation theory and research
Notes: Includes bibliographical references and index.
Table of contents: title: Negotiation : overview of theory and research / Leigh Thompson; title: Bounded awareness : focusing failures in negotiation / Max Bazerman and Dolly Chugh; title: Social cognition, attribution, and perception in negotiation : the role of uncertainty in shaping negotiation processes and outcomes / Maggie A. Neale and Alison R. Fragale; title: Motive : the negotiator's raison d'etre / Peter J. Carnevale and Carsten K.W. De Dreu; title: Learning to negotiate : novice and experienced negotiators / Jeffrey Loewenstein and Leigh Thompson; title: Bargaining with feeling : emotionality in and around negotiation / Bruce Barry, Ingrid Smithey Fulmer, and Nathan Goates; title: Friends, lovers, colleagues, strangers redux / Kathleen L. McGinn; title: Negotiation, information technology and the problem of the faceless other / Janice Nadler and Donna Shestowsky; title: A cultural analysis of the underlying assumptions of negotiation theory / Jeanne M. Brett and Michele Gelfand; title: Gender in negotiations : a motivated social cognitive analysis / Laura Kray and Linda Babcock.