| The Handbook of Negotiation and Culture Contributor(s): Gelfand, Michele J. (Editor), Brett, Jeanne M. (Editor) |
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ISBN: 0804745862 ISBN-13: 9780804745864 Publisher: Stanford Business Books OUR PRICE: $90.25 Product Type: Hardcover - Other Formats Published: July 2004 Annotation: " The Handbook of Negotiation and Culture, edited by two of the foremost authorities on the topic, represents an important contribution to the literature. All negotiation researchers should explore the contents of this volume. Cultural researchers will want to study the details carefully." -- Max H. Bazerman, Harvard Business School " This book makes an important contribution to researchers of negotiation and culture. It provides an excellent overview of research findings, encourages new avenues for research, and is just plain exciting and thought-provoking." -- Lisa A. Barron, University of California, Irvine |
| Additional Information |
| BISAC Categories: - Business & Economics | Negotiating - Business & Economics | Decision Making & Problem Solving - Business & Economics | International - General |
| Dewey: 302.3 |
| LCCN: 2003025169 |
| Series: Stanford Business Books (Hardcover) |
| Physical Information: 1.22" H x 6.5" W x 9.4" (1.69 lbs) 480 pages |
| Descriptions, Reviews, Etc. |
| Publisher Description: In the global marketplace, negotiation frequently takes place across cultural boundaries, yet negotiation theory has traditionally been grounded in Western culture. This book, which provides an in-depth review of the field of negotiation theory, expands current thinking to include cross-cultural perspectives. The contents of the book reflect the diversity of negotiation--research-negotiator cognition, motivation, emotion, communication, power and disputing, intergroup relationships, third parties, justice, technology, and social dilemmas--and provides new insight into negotiation theory, questioning assumptions, expanding constructs, and identifying limits not apparent from working exclusively within one culture. The book is organized in three sections and pairs chapters on negotiation theory with chapters on culture. The first part emphasizes psychological processes--cognition, motivation, and emotion. Part II examines the negotiation process. The third part emphasizes the social context of negotiation. A final chapter synthesizes the main themes of the book to illustrate how scholars and practitioners can capitalize on the synergy between culture and negotiation research. |