The Handbook of Negotiation and Culture (Stanford Business Books (Hardcover))

Thirty-six international academics and researchers contribute 20 chapters reviewing current knowledge about negotiation, and placing negotiation theory and research in a cultural context by providing cross-cultural perspectives. Coverage includes cognition, emotion, motivation, communication, power and disputing, intergroup relationships, third parties, justice, technology, and social dilemmas. Structurally, the text is organized into pairings of a chapter on each topic followed by a chapter by a culture scholar providing his/her perspective on the same topic. For scholars teaching courses on negotiation, courses on culture, or both, and for practicing negotiators and conflict managers. Annotation ©2004 Book News, Inc., Portland, OR In the global marketplace, negotiation frequently takes place across cultural boundaries, yet negotiation theory has traditionally been grounded in Western culture. 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 negotiationresearch-negotiator cognition, motivation, emotion, communication, power and disputing, intergroup relationships, third parties, justice, technology, and social dilemmasand provides new insight into negotiation theory, questioning assumptions, expanding constructs, and identifying limits not apparent from working exclusively within one culture. The book is organized in three sections and pairs chapters on negotiation theory with chapters on culture. The first part emphasizes psychological processescognition, motivation, and emotion. Part II examines the negotiation process. The third part emphasizes the social context of negotiation. A final chapter synthesizes the main themes of the book to illustrate how scholars and practitioners can capitalize on the synergy between culture and negotiation research. 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. Basic Psychological Processes -- Social Processes In Negotiation -- Negotiation In Context -- Epilogue. Edited By Michele J. Gelfand And Jeanne M. Brett. Includes Bibliographical References And Indexes. BAZERMAN AND NEALE'S (1983) chapter on heuristics in negotiating initiated a new era of negotiation research.