Advanced introduction to negotiation / Leigh Thompson, J. Jay Gerber Professor of Dispute Resolution and Organizations, Professor of Management and Organizations, Director of Kellogg Team and Group Research Center, Northwestern University's Kellogg School of Management, USA, Cynthia S. Wang, Executive Director of the Dispute Resolution and Research Research Center and Clinical Professor of Management and Organizations, Northwestern University's Kellogg School of Management, USA.
Includes bibliographical references (pages 137-160) and index.
Contents:
Machine generated contents note: 10.7. Summary. 1.1. Economic Roots -- 1.2. Social Psychology -- 1.3. Labor Relations and Management -- 1.4. Summary -- 2. Core concepts -- 2.1. Prescriptive versus Descriptive Models -- 2.2. Distributive and Integrative Negotiation -- 2.3. No-Agreement Alternative -- 2.4. Settlement Range -- 2.5. Target Point -- 2.6. Issues and Alternatives -- 2.7. Opening Offers -- 2.8. Persuasion -- 2.9. Concessions -- 2.10. Empirical Paradigms -- 2.11. Dependent Variables -- 2.12. Summary -- 3. Behavioral decision making and negotiation -- 3.1. Heuristics and Biases -- 3.2. Applications to Negotiation -- 3.3. Fixed-Pie Perception -- 3.4. Summary -- 4. Relationships and social utility -- 4.1. Individual Rationality On Trial -- 4.2. Subjective Value -- 4.3. Relationships -- 4.4. Reputation -- 4.5. Situational Cues -- 4.6. Summary -- 5. Emotion revolution -- 5.1. From Cold to Hot Information Processing -- 5.2. Dual Routes -- 5.3. Emotion and Mood -- 5.4. Emotion in Negotiation -- 5.5. Empathy and Perspective-Taking -- 5.6. Trust, Distrust, and Suspicion -- 5.7. Motivation -- 5.8. Prevention and Promotion -- 5.9. Mindset -- 5.10. Summary -- 6. Gender -- 6.1. The Propensity to Negotiate -- 6.2. Economic Outcomes -- 6.3. Non-Economic Outcomes -- 6.4. Summary -- 7. Individual differences -- 7.1. A Rebirth of Individual Differences Research -- 7.2. The Direct Effect Approach -- 7.3. The Contingency Approach -- 7.4. Dyadic Approaches -- 7.5. Summary -- 8. Ethics -- 8.1. Types of Unethical Behavior -- 8.2. Acceptability of Tactics and Behaviors -- 8.3. Causes of Unethical Behavior -- 8.4. Curtailing Unethical Behavior -- 8.5. Consequences of Unethical Behavior -- 8.6. Summary -- 9. Culture -- 9.1. Cultural and Situational Inputs -- 9.2. Intracultural and Intercultural Negotiations -- 9.3. Negotiation Processes -- 9.4. Negotiation Outcomes -- 9.5. Summary -- 10. Communication media -- 10.1. Media Richness Theory -- 10.2. Communication Grounding Theory -- 10.3. The Barrier Effect -- 10.4. Social Information Processing Theory -- 10.5. Communication Orientation Theory -- 10.6. Additional Moderators -- 10.7. Summary.
Summary:
"Providing a comprehensive overview of the key theories and concepts that have guided the field of negotiation for several decades, Leigh Thompson and Cynthia Wang demonstrate how collaborative multi-disciplinary research has enriched the study of negotiation. Key Features: Reviews the fundamental constructs, measures and terms that are widely used in research and teaching; Examines how individual characteristics, situational contexts and ethical considerations of the negotiator influence negotiation processes and outcomes; Traces the roots of modern negotiation research and theory back to its economic and psychological origins, and outlines how behavioural decision-making and social utility research has shaped the contemporary study of negotiation. Cross-disciplinary in scope, this incisive Advanced Introduction will be an invaluable tool for early career academics of psychology, sociology, economics, and communication studies interested in conducting research on and teaching negotiation. MBA students will also benefit from its accessible overview of the history, key constructs and latest findings related to negotiation."-- Provided by publisher.
This resource is supported by the Institute of Museum and Library Services under the provisions of the Library Services and Technology Act as administered by State Library of Iowa.