ISBN:
9781841694160
Language:
English
Pages:
Online-Ressource (250 p)
Edition:
Online-Ausg.
Series Statement:
Frontiers of Social Psychology
Parallel Title:
Print version Negotiation Theory and Research
DDC:
302.3
Keywords:
Electronic books
Abstract:
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, mot
Description / Table of Contents:
Cover; Half Title; Title; Copyright; Contents; About the Editor; Contributors; Preface; 1 Negotiation: Overview of Theory and Research; 2 Bounded Awareness: Focusing Failures in Negotiation; 3 Social Cognition, Attribution, and Perception in Negotiation: The Role of Uncertainty in Shaping Negotiation Processes and Outcomes; 4 Motive: The Negotiator's Raison d'Être; 5 Learning to Negotiate: Novice and Experienced Negotiators; 6 Bargaining with Feeling: Emotionality in and Around Negotiation; 7 Relationships and Negotiations in Context
Description / Table of Contents:
8 Negotiation, Information Technology, and the Problem of the Faceless Other9 A Cultural Analysis of the Underlying Assumptions of Negotiation Theory; 10 Gender in Negotiations: A Motivated Social Cognitive Analysis; Index
Note:
Description based upon print version of record
