Negotiation Theory and Research: Negotiation (Frontiers of Social Psychology)

Negotiation is the most important skill anyone in the business world can have today, because people must continually negotiate their jobs, responsibilities, and opportunities. Yet very few people know strategies for maximizing their outcomes in everyday and in more formal business situations.This volume provides a comprehensive overview of this emerging topic through original contributions from leaders in social psychology and negotiation research. All topics covered are core to the understanding of the negotiation process and include: decision-making and judgment, emotion and negotiation, motivation, and game theory. 'negotiation Theory And Research' Will Serve As A Comprehensive Overview Of The Topic With Original Contributions From Leaders In Social Psychology And Negotiation Research. All Topics Covered In This Volume Are Core To The Understanding Of The Negotiation Process. Negotiation : Overview Of Theory And Research / Leigh L. Thompson -- Bounded Awareness : Focusing Failures In Negotiation / Max H. Bazerman And Dolly Chugh -- Social Cognition, Attribution, And Perception In Negotiation : The Role Of Uncertainty In Shaping Negotiation Processes And Outcomes / Margaret A. Neale And Alison R. Fragale -- Motive : The Negotiator's Raison D'être / Peter J. Carnevale And Carsten K.w. De Dreu -- Learning To Negotiate : Novice And Experienced Negotiators / Jeffrey Loewenstein And Leigh L. Thompson -- Bargaining With Feeling : Emotionality In And Around Negotiation / Bruce Barry, Ingrid Smithey Fulmer, And Nathan Goates -- Relationships And Negotiations In Context / Kathleen L. Mcginn -- Negotiation, Information Technology, And The Problem Of The Faceless Other / Janice Nadler And Donna Shestowsky -- A Cultural Analysis Of The Underlying Assumptions Of Negotiation Theory / Jeanne M. Brett And Michele J. Gelfand -- Gender In Negotiations : A Motivated Social Cognitive Analysis / Laura Kray And Linda Babcock. Edited By Leigh L. Thompson. Papers Previously Presented At A Conference Held At The Kellog School Of Management In May 2004. Includes Bibliographical References And Index. Negotiation is the most important skill anyone in the business world can have today, because people must continually negotiate their jobs, responsibilities, and opportunities. Yet, very few people know strategies for maximizing their outcomes in everyday situations or in more formal business occasions. People often needlessly squander hundreds of thousands of dollars and damage vital interpersonal relationships because they do not know how to negotiate effectively. Negotiation training and research allow opportunity for managers to assess their negotiation abilities and learn practical techniques and strategies for improving their ability to negotiate effectively.Negotiation is an emerging topic in Social Psychology and Business Management. Academics in business are increasingly looking to social-psychological theory and research to help understand some of the fundamental processes occurring during negotiation.This book will serve as a comprehensive overview of the topic with original contributions from leaders in social psychology and negotiation research. All topics covered in this volume are core to understanding the process of negotiation and include decision-making and judgment, emotion and negotiation, motivation and game theory. These chapters will strengthen basic knowledge of the principles and theories of negotiation, as well as illustrate effective implementation of negotiation strategy and dispute resolution. Negotiation : overview of theory and research / Leigh Thompson Bounded awareness : focusing failures in negotiation / Max Bazerman and Dolly Chugh Social cognition, attribution, and perception in negotiation : the role of uncertainty in shaping negotiation processes and outcomes / Maggie A. Neale and Alison R. Fragale Motive : the negotiator's raison d'etre / Peter J. Carnevale and Carsten K.W. De Dreu Learning to negotiate : novice and experienced negotiators / Jeffrey Loewenstein and Leigh Thompson Bargaining with feeling : emotionality in and around negotiation / Bruce Barry, Ingrid Smithey Fulmer, and Nathan Goates Friends, lovers, colleagues, strangers redux / Kathleen L. McGinn Negotiation, information technology and the problem of the faceless other / Janice Nadler and Donna Shestowsky A cultural analysis of the underlying assumptions of negotiation theory / Jeanne M. Brett and Michele Gelfand Gender in negotiations : a motivated social cognitive analysis / Laura Kray and Linda Babcock. Negotiation is the most important skill anyone in the business world can have today, because people must continually negotiate their jobs, responsibilities, and opportunities. Yet very few people know strategies for maximizing their outcomes in everyday and in more formal business situations. This volume provides a comprehensive overview of this emerging topic through original contributions from leaders in social psychology and negotiation research. All topics covered are core to the understanding of the negotiation process and decision-making and judgment, emotion and negotiation, motivation, and game theory.