| Description |
xi, 348 pages : illustrations ; 24 cm |
| Contents |
Pt. I. Negotiator Cognition in Social Contexts. 1. Social Context in Negotiation: An Information-Processing Perspective / Leigh Thompson, Erika Peterson and Laura Kray. 2. Networks and Collective Scripts: Paying Attention to Structure in Bargaining Theory / Dean G. Pruitt. 3. Let's Make Some New Rules: Social Factors That Make Freedom Unattractive / Charles D. Samuelson and David M. Messick. 4. Regression to the Mean, Expectation Inflation, and the Winner's Curse in Organizational Contexts / J. Richard Harrison and Max H. Bazerman. 5. In Dubious Battle: Heightened Accountability, Dysphoric Cognition, and Self-Defeating Bargaining Behavior / Roderick M. Kramer -- Pt. II. The Relational Contexts of Negotiation. 6. Multiparty Negotiation in Its Social Context / Jeffrey T. Polzer, Elizabeth A. Mannix and Margaret A. Neale. 7. Structural Power and Emotional Processes in Negotiation: A Social Exchange Approach / Edward J. Lawler and Jeongkoo Yoon |
|
8. Joint Decision Making: The Inseparability of Relationships and Negotiation / Leonard Greenhalgh and Deborah I. Chapman. 9. The Conflict-Competent Organization: A Research Agenda for Emerging Organizational Challenges / Robert J. Robinson -- Pt. III. Experimental Explorations. 10. Time of Decision, Ethical Obligation, and Causal Illusion: Temporal Cues and Social Heuristics in the Prisoner's Dilemma / Michael W. Morris, Damien L. H. Sim and Vittorio Girotto. 11. Fairness Versus Self-Interest: Asymmetric Moral Imperatives in Ultimatum Bargaining / J. Keith Murnighan and Madan M. Pillutla. 12. Social Context in Tacit Bargaining Games: Consequences for Perceptions of Affinity and Cooperative Behavior / Richard P. Larrick and Sally Blount. 13. Why Ultimatums Fail: Social Identity and Moralistic Aggression in Coercive Bargaining / Roderick M. Kramer, Pri Pradhan Shah and Stephanie L. Woerner. 14. Property, Culture, and Negotiation / Peter J. Carnevale |
| Analysis |
Negotiations |
| Bibliography |
Includes bibliographical references and indexes |
| Subject |
Negotiation -- Social aspects.
|
|
Negotiation.
|
| Author |
Kramer, Roderick M. (Roderick Moreland), 1950-
|
|
Messick, David M.
|
| LC no. |
95005106 |
| ISBN |
0803957378 (cloth : alk. paper) |
|
0803957386 (paperback: alk. paper) |
|
