| Description |
1 online resource (xxxvi, 551 pages) : illustrations |
| Series |
The organizational frontier series |
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Organizational frontiers series.
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| Contents |
Machine generated contents note: SECTION 1 Introduction -- ch. 1 Negotiation in the 21st Century Workplace: New Challenges and New Solutions / Debra L. Shapiro -- Introduction -- Fundamental Assumption of This Book: The Workplace of the 21st Century Necessitates Revisiting Earlier Management and Negotiation Advice -- Key Messages -- References -- SECTION 2 Negotiators as Fairness Managers in the 21st Century -- ch. 2 Effect of Perceived/Felt (In)Justice on Cooperativeness: Implications for Negotiators as "Justice-Enhancing Communicators" in an Era of Social Networking / William H. Ross -- Introduction -- Do Negotiators Who Perceive Fairness Behave More Cooperatively? -- Which Strategies May Enhance Negotiators' Perceived Fairness? -- 21st Century Challenges to Using Justice-Enhancing Strategies -- Future Research Needs -- Final Thoughts -- References -- ch. 3 Role of Process Fairness Authenticity in 21st Century Negotiations / Batia Mishan Wiesenfeld -- Introduction -- Chapter Purposes and Overview -- Perceptions of (In)Authenticity in Negotiations: What Are Their Likely Antecedents and Consequences? -- Perceptual Consequences of Inauthentic Fairness in Negotiations -- Strategies to Boost Perceptions of Fairness Authenticity in Negotiations -- 21st Century Barriers to Authenticity -- Theoretical Implications and Future Research Questions -- References -- ch. 4 Effect of Perception on Judgments About "Fair" Compensation: Implications for Negotiators as Price Justifiers / Robin L. Pinkley -- Conventionally Prescribed Preparation and Exchange Strategies That Enable Negotiators to Claim Value, Create Value, or Avoid Suboptimal Agreements -- Specific Advice for Employers and Employees Regarding the Application of Conventionally Prescribed Compensation Negotiation Strategies -- Applying Previously Prescribed Compensation Negotiation Strategies to the 21st Century Workplace -- Future Research Needs as Guided by 21st Century Challenges -- References -- ch. 5 Effects of Subjective Value on Future Consequences: Implications for Negotiation Strategies / Jared R. Curhan -- Introduction -- What Is Subjective Value? -- Why Does Subjective Value Matter? -- How Can Negotiators Enhance Their Counterpart's Subjective Value? -- Why Enhancing Subjective Value in Negotiations May Be Particularly Important in the 21st Century Workplace -- Future Research Needs Guided by Challenges in Enhancing Subjective Value in the 21st Century Workplace -- Acknowledgments -- Notes -- References -- SECTION 3 Negotiators as Emotion Managers in the 21st Century -- ch. 6 Effect of Moods and Discrete Emotions on Negotiator Behavior / Joel Feldman -- Introduction -- Defining Affect: Moods and Emotions -- Mood and Negotiation -- Specific Emotions and Negotiation -- Emotion in Relationships -- Directions for Future Research -- Conclusions -- References -- ch. 7 Negotiating the Peace in the Face of Modern Distrust: Dealing With Anger and Revenge in the 21st Century Workplace / Thomas M. Tripp -- Introduction -- Why Employees Engage in Revenge: Evidence and Insights From the Empirical Studies -- Vengeance in Negotiations: Is It Really Such a Good Idea? -- 21st Century Challenges -- Conflict-Mitigating Strategies: Practical Advice for Leaders and Managers -- New Negotiation Research Questions for 21st Century Challenges -- Conclusion -- References -- ch. 8 Once Fooled, Shame on You! Twice Fooled, Shame on Me! What Deception Does to Deceivers and Victims: Implications for Negotiators When Ethicality Is Unclear / Ralph Hanke -- Introduction -- Purpose of the Chapter -- Trust, Distrust, and the Management of Information in Negotiation -- Nature of Trust: Different Kinds of Trust -- Do Negotiators Engage in Deceptive Tactics? -- Do Deceptive Negotiators Experience Ineffective Negotiations? -- How Do Deceptive Negotiators Escape Punitive Consequences? -- How Do Deceptive Negotiators Repair/Regain Trust? -- How Do Negotiators Avoid Being Victims of Deception? Strategies for Recognizing, Confronting, and Minimizing Deception in Negotiations -- 21st Century Workplace Characteristics That May Affect Negotiators' Ability to Use Deceptive Management Strategies -- How the Deceiver Presents Deceptions -- Detecting Deception in the 21st Century Virtual Negotiation Environment -- Future Research Needs -- Summary -- Acknowledgment -- References -- SECTION 4 Negotiators as Social Influence/Group-Sensitive Managers in the 21st Century -- ch. 9 Social Networks and Negotiation / Giuseppe Labianca -- Primer on Social Networks -- Social Networks and Implications for Negotiations -- 21st Century Challenges and Opportunities -- Conclusions -- Acknowledgment -- References -- ch. 10 How Cultural Stereotyping Influences Intercultural Negotiation / Robin L. Dillon-Merrill -- Introduction -- Stereotyping and Social Categorization -- Stereotyping, Culture, and Negotiation -- Advice for Intercultural Negotiators -- 21st Century Workplace Challenges and Their Research Implications for Cross-Cultural Negotiations -- Summary -- Acknowledgment -- Note -- References -- ch. 11 Gender and Negotiation / Laura J. Kray -- Introduction -- Section 1 Why Do Gender Differences in Negotiation Persist in the 21st Century Workplace? -- Section 2 How to Level the Playing Field -- Section 3 Challenges in Closing the Gender Gap in the 21st Century Workplace -- Section 4 Unanswered Questions in Gender and Negotiation Research -- Conclusion -- References -- SECTION 5 Negotiators as Organizational Managers in the 21st Century -- ch. 12 From Individual Competence to Organizational Capability: Leveraging Insights From Organizational Learning to Improve Negotiated Results in the 21st Century Enterprise / Jeff Weiss -- Introduction -- Why Organizational Learning Is Important With Respect to Negotiation -- Strategies for Enabling Organizational Learning Regarding Negotiation -- Model for Segmenting Negotiations -- Challenge of a Diverse, Distributed Workforce -- Suggested Directions for Future Research -- Conclusion -- Notes -- References -- ch. 13 Great Deal, Terrible Contract: The Case for Negotiator Involvement in the Contracting Phase / Deepak Malhotra -- Introduction -- Contracts: The Dominance of Legal and Economic Perspectives -- Negotiation Lens -- Why Build This Bridge? -- Pitfall 1 Contracts That Signal Distrust -- Pitfall 2 Contracts That Codify Too Much -- Pitfall 3 Contracts That Clarify Too Much -- Pitfall 4 Contracts That Fail to Include Appropriate Contingencies -- Pitfall 5 Contracts That Ignore the Level of Uncertainty -- Negotiators as Trust Builders in the 21st Century -- Guide to Future Research -- Contracts as Instruments of Trust -- Notes -- References -- ch. 14 "New" World of Negotiating: Interactions Mediated by Information Technology / Animesh Animesh -- Introduction -- Transaction Cost Approach to Negotiating -- Contact Stage -- Contract Stage -- Control Stage -- Are IT-Enabled Transactions Equally Accessible in the Global Workplace of the 21st Century? -- Questions in Need of Future Research -- Note -- References -- SECTION 6 Commentaries -- ch. 15 Negotiating in a Brave New World: Challenges and Opportunities for the Field of Negotiation Science / Ya'akov (Kobi) Gal -- Introduction -- Reconceptualizing Negotiation -- Open Systems View of Negotiation: Implications for Cross-Level Modeling in Negotiation -- Interdisciplinary Mandate: Toward a Negotiation Science -- Conclusion -- Acknowledgment -- References -- ch |
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16 Integrating Negotiation Research With Team Dynamics / Brian Lucas -- Introduction -- Fairness in Teams and Negotiation -- Emotional and Affective Processing in Teams and Negotiation -- Social Influence in Groups and Negotiation -- Organizational Perspectives in Groups and Negotiation -- Conclusion -- References -- ch. 17 Commentary and Future Directions for Negotiations / Max H. Bazerman -- Introduction -- Fairness and Ethicality -- Emotions -- Diversity -- Is the 21st Century Remarkably Different? A Cautionary Note -- References |
| Summary |
The "litigation explosion" in the 21st century workplace means increasing costs and risks of lawsuits. Negotiation appears the attractive alternative to litigation. This new volume, with contributions from experts in psychology, management and other disciplines, bridges the gap between management and negotiation research. Managers, students and researchers interested in the field of negotiation will find this new book in SIOP’s Organizational Frontiers series of interest |
| Bibliography |
Includes bibliographical references and index |
| Notes |
Print version record |
| Subject |
Negotiation in business -- Psychological aspects
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Negotiation in business.
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BUSINESS & ECONOMICS -- Negotiating.
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Negotiation in business.
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| Form |
Electronic book
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| Author |
Goldman, Barry.
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Shapiro, Debra L.
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| ISBN |
0203135067 |
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1136483551 |
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9780203135068 |
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9781136483554 |
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