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Author:   Mara Olekalns ,  Wendi L. Adair
Publisher:   Edward Elgar Publishing Ltd
Imprint:   Edward Elgar Publishing Ltd
Dimensions:   Width: 15.60cm , Height: 3.10cm , Length: 23.40cm
Weight:   0.856kg
ISBN:  

9781782547525

ISBN 10:   1782547525
Pages:   560
Publication Date:   30 January 2015
Audience:   Professional and scholarly ,  Professional & Vocational
Format:   Paperback
Publisher's Status:   Active
Availability:   To order  
Stock availability from the supplier is unknown. We will order it for you and ship this item to you once it is received by us.

Table of Contents

Contents: PART I: INTRODUCTION 1. The Complexity of Negotiating: From the Individual to the Context, and What Lies Between Mara Olekalns and Wendi L. Adair PART II: THE INDIVIDUAL NEGOTIATOR 2. Individual Differences in Negotiation Hilary Anger Elfenbein 3. Motivated Cognition in Negotiation Lukas Koning and Eric van Dijk 4. Shared Cognition and Identity in Negotiation Leigh Anne Liu and Wei Cai 5. The Demise of the 'Rational' Negotiator: Emotional Forces in Conflict and Negotiation Gerben A. Van Kleef and Marwan Sinaceur PART III: SOCIAL-PSYCHOLOGICAL PROCESSES 6. Power, Status, and Influence in Negotiation Jennifer R. Overbeck and Yoo Kyoung Kim 7. Trust and Negotiation Roy J. Lewicki and Beth Polin 8. Fairness and Ethics in Bargaining and Negotiation Kristina A. Diekmann, Andrew T. Soderberg and Ann E. Tenbrunsel 9. Gender and Negotiation: A Social Role Analysis Alice F. Stuhlmacher and Eileen Linnabery 10. Dignity, Face, and Honor Cultures: Implications for Negotiation and Conflict Management Soroush Aslani, Jimena Ramirez-Marin, Zhaleh Semnani-Azad, Jeanne M. Brett and Catherine Tinsley 11. Managing Uncertainty in Multiparty Negotiations Harris Sondak, Margaret A. Neale and Elizabeth A. Mannix PART IV: COMMUNICATION PROCESSES 12. Talking it Through: Communication Sequences in Negotiation Wendi L. Adair and Jeffrey Loewenstein 13. Punctuated Negotiations: Transitions, Interruptions, and Turning Points Daniel Druckman and Mara Olekalns 14. The Costs and Benefits of E-negotiations Raymond Friedman and Liuba Y. Belkin PART V: COMPLEX NEGOTIATIONS 15. International Trade Negotiations Larry Crump 16. Making Peace through Negotiation Kristine Hoeglund and Daniel Druckman 17. Environmental Disputes: Negotiating Over Risks, Values and the Future Barbara Gray and Julia Wondolleck 18. Crisis Negotiation: From Suicide to Terrorism Intervention Simon Wells, Paul J. Taylor and Ellen Giebels PART VI: CONCLUSION 19. Guiding New Directions in Negotiation Research: A Negotiation Context Levels Framework Wendi L. Adair and Mara Olekalns Index

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Edited by Mara Olekalns, Professor of Management (Negotiation), Melbourne Business School, Australia and Wendi L. Adair, Associate Professor of Organizational Psychology, University of Waterloo, Canada

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