Negotiation Theory and Research | Buch

Cover: 9781841694160 | Negotiation Theory and Research | Leigh L. Thompson | Buch | Englisch

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Beschreibung

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. People often needlessly throw away hundreds of thousands of dollars and sour interpersonal relationships because they do not know how to effectively negotiate. Negotiation training and research allows 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 academics in Business and Management 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 the understanding of the negotiation process 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.

Über den Autor

Thompson, Leigh L.

Inhaltsverzeichnis

Chapter 1: Negotiation: Overview of Theory and Research. Leigh Thompson. Chapter 2: Bounded Awareness: Focusing Failures in Negotiation.
Max Bazerman & Dolly Chugh . Chapter 3: Social Cognition, Attribution, and Perception in Negotiation: The Role of Uncertainty in Shaping Negotiation Processes and Outcomes. Maggie A. Neale &Alison R. Fragale . Chapter 4: Motive: The Negotiator's Raison d'être. Peter J. Carnevale & Carsten K.W. DeDreu. Chapter 5: Learning to Negotiate: Novice and Experienced Negotiators. Jeffrey Loewenstein & LeighThompson. Chapter 6: Bargaining with Feeling: Emotionality In and Around Negotiation. Bruce Barry,Ingrid Smithey Fulmer, & Nathan Goates . Chapter 7:Friends, Lovers, Colleagues, Strangers Redux: Relationships and Negotiations in Context. KathleenL.McGinn . Chapter 8: Negotiation, Information Technology, and the Problem of the Faceless Other. Janice Nadler & Donna Shestowsky. Chapter 9: A Cultural Analysis of the Underlying Assumptions of Negotiation Theory. Jeanne M. Brett & Michele Gelfand. Chapter 10: Gender in Negotiations: A Motivated Social Cognitive Analysis. Laura Kray & Linda Babcock

Erscheinungsjahr:	2006
Fachbereich:	Allgemeines
Genre:	Importe , Psychologie
Rubrik:	Geisteswissenschaften
Thema:	Lexika
Medium:	Buch
ISBN-13:	9781841694160
ISBN-10:	1841694169
Sprache:	Englisch
Einband:	Gebunden
Redaktion:	Thompson, Leigh L.
Hersteller:	Psychology Press
Verantwortliche Person für die EU:	Libri GmbH, Europaallee 1, D-36244 Bad Hersfeld, gpsr@libri.de
Maße:	235 x 157 x 18 mm
Von/Mit:	Leigh L. Thompson
Erscheinungsdatum:	13.01.2006
Gewicht:	0,518 kg

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