Negotiation theory and research

by Thompson, Leigh L.

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Title Statements

Full title :Negotiation theory and research / edited by Leigh L. Thompson.

Edition Statements

Publication Date:©2006

Publication Statements

Publisher(s):Psychology Press
Place of Publication:New York
Language:eng
Publication Date:©2006

Notes

"The chapters of this book were presented at a conference held at the Kellogg School of Management in May 2004, titled, 'Frontiers of Negotiation: Theory and Research."--Page xi.

The Physical Object

Description:xi, 237 pages : : illustrations ; : 24 cm.

Edition Identifiers

ISBN:9780203943243, 1841694169, 9781841694160, 0203943244, 9780203943243, 1135423520, 9781135423520
oclc:on1205474559
LC Classification:BF637.N4
Dewey Decimal:302.3

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.