Advanced introduction to negotiation:
Gespeichert in:
| Hauptverfasser: | , |
|---|---|
| Format: | Buch |
| Sprache: | English |
| Veröffentlicht: |
Cheltenham, UK ; Northampton, MA, USA
Edward Elgar Publishing
[2022]
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| Schriftenreihe: | Elgar advanced introductions
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| Schlagworte: | |
| Online-Zugang: | Inhaltsverzeichnis |
| Beschreibung: | xi, 170 Seiten Porträts |
| ISBN: | 9781789909135 9781789909111 |
Internformat
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Datensatz im Suchindex
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| adam_text | Contents About the authors x 1 A multi-disciplinary approach 1.1 Economic Roots 1.2 Social Psychology 1.3 Labor Relations and Management 1.4 Summary 1 1 7 12 15 2 Core concepts 2.1 Prescriptive versus Descriptive Models 2.2 Distributive and Integrative Negotiation 2.3 No-Agreement Alternative 2.4 Settlement Range 2.5 Target Point 2.6 Issues and Alternatives 2.7 Opening Offers 2.8 Persuasion 2.9 Concessions 2.10 Empirical Paradigms 2.11 Dependent Variables 2.12 Summary 16 16 17 19 21 22 24 24 28 29 32 33 34 3 Behavioral decision making and negotiation 3.1 Heuristics and Biases 3.2 Applications to Negotiation 35 35 40 vii
viii ADVANCED INTRODUCTION TO NEGOTIATION 3.3 3.4 Fixed-Pie Perception Summary 46 47 4 Relationships and social utility 4.1 Individual Rationality On Trial 4.2 Subjective Value 4.3 Relationships 4.4 Reputation 4.5 Situational Cues 4.6 Summary 48 48 49 52 57 58 58 5 Emotion revolution 5.1 From Cold to Hot Information Processing 5.2 Dual Routes 5.3 Emotion and Mood 5.4 Emotion in Negotiation 5.5 Empathy and Perspective-Taking 5.6 Trust, Distrust, and Suspicion 5.7 Motivation 5.8 Prevention and Promotion 5.9 Mindset 5.10 Summary 59 59 60 60 62 64 65 66 66 67 68 6 Gender 6.1 The Propensity to Negotiate 6.2 Economic Outcomes 6.3 Non-Economic Outcomes 6.4 Summary 69 70 73 78 80 7 Individual differences 7.1 A Rebirth of Individual Differences Research 7.2 The Direct Effect Approach 7.3 The Contingency Approach 7.4 Dyadic Approaches 7.5 Summary 82 83 83 87 89 93
CONTENTS 8 9 10 Ethics 8.1 Types of Unethical Behavior ix 95 95 8.2 8.3 8.4 Acceptability of Tactics and Behaviors Causes of Unethical Behavior Curtailing Unethical Behavior 96 97 104 8.5 8.6 Consequences of Unethical Behavior Summary 105 107 Culture 9.1 Cultural and Situational Inputs 9.2 Intracultural and Intercultural Negotiations 9.3 Negotiation Processes 9.4 Negotiation Outcomes 108 108 111 113 117 9.5 123 Summary Communication media 10.1 Media Richness Theory 10.2 Communication Grounding Theory 124 125 127 10.3 The Barrier Effect 10.4 Social Information Processing Theory 10.5 Communication Orientation Theory 128 129 130 10.6 Additional Moderators 10.7 Summary 132 135 References 137 Index 161
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| adam_txt |
Contents About the authors x 1 A multi-disciplinary approach 1.1 Economic Roots 1.2 Social Psychology 1.3 Labor Relations and Management 1.4 Summary 1 1 7 12 15 2 Core concepts 2.1 Prescriptive versus Descriptive Models 2.2 Distributive and Integrative Negotiation 2.3 No-Agreement Alternative 2.4 Settlement Range 2.5 Target Point 2.6 Issues and Alternatives 2.7 Opening Offers 2.8 Persuasion 2.9 Concessions 2.10 Empirical Paradigms 2.11 Dependent Variables 2.12 Summary 16 16 17 19 21 22 24 24 28 29 32 33 34 3 Behavioral decision making and negotiation 3.1 Heuristics and Biases 3.2 Applications to Negotiation 35 35 40 vii
viii ADVANCED INTRODUCTION TO NEGOTIATION 3.3 3.4 Fixed-Pie Perception Summary 46 47 4 Relationships and social utility 4.1 Individual Rationality On Trial 4.2 Subjective Value 4.3 Relationships 4.4 Reputation 4.5 Situational Cues 4.6 Summary 48 48 49 52 57 58 58 5 Emotion revolution 5.1 From Cold to Hot Information Processing 5.2 Dual Routes 5.3 Emotion and Mood 5.4 Emotion in Negotiation 5.5 Empathy and Perspective-Taking 5.6 Trust, Distrust, and Suspicion 5.7 Motivation 5.8 Prevention and Promotion 5.9 Mindset 5.10 Summary 59 59 60 60 62 64 65 66 66 67 68 6 Gender 6.1 The Propensity to Negotiate 6.2 Economic Outcomes 6.3 Non-Economic Outcomes 6.4 Summary 69 70 73 78 80 7 Individual differences 7.1 A Rebirth of Individual Differences Research 7.2 The Direct Effect Approach 7.3 The Contingency Approach 7.4 Dyadic Approaches 7.5 Summary 82 83 83 87 89 93
CONTENTS 8 9 10 Ethics 8.1 Types of Unethical Behavior ix 95 95 8.2 8.3 8.4 Acceptability of Tactics and Behaviors Causes of Unethical Behavior Curtailing Unethical Behavior 96 97 104 8.5 8.6 Consequences of Unethical Behavior Summary 105 107 Culture 9.1 Cultural and Situational Inputs 9.2 Intracultural and Intercultural Negotiations 9.3 Negotiation Processes 9.4 Negotiation Outcomes 108 108 111 113 117 9.5 123 Summary Communication media 10.1 Media Richness Theory 10.2 Communication Grounding Theory 124 125 127 10.3 The Barrier Effect 10.4 Social Information Processing Theory 10.5 Communication Orientation Theory 128 129 130 10.6 Additional Moderators 10.7 Summary 132 135 References 137 Index 161 |
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| discipline_str_mv | Politologie Psychologie Wirtschaftswissenschaften |
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| isbn | 9781789909135 9781789909111 |
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| spelling | Thompson, Leigh L. 1960- Verfasser (DE-588)136269435 aut Advanced introduction to negotiation Leigh Thompson, Cynthia S. Wang Negotiation Cheltenham, UK ; Northampton, MA, USA Edward Elgar Publishing [2022] © 2022 xi, 170 Seiten Porträts txt rdacontent n rdamedia nc rdacarrier Elgar advanced introductions Verhandlungstechnik (DE-588)4134584-8 gnd rswk-swf Internationale Kommunikation (DE-588)4162047-1 gnd rswk-swf Verhandlungsführung (DE-588)4187777-9 gnd rswk-swf Verhandlungsführung (DE-588)4187777-9 s Verhandlungstechnik (DE-588)4134584-8 s Internationale Kommunikation (DE-588)4162047-1 s DE-604 Wang, Cynthia S. Verfasser aut Erscheint auch als Online-Ausgabe 978-1-78990-912-8 Digitalisierung UB Regensburg - ADAM Catalogue Enrichment application/pdf http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=033913264&sequence=000001&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA Inhaltsverzeichnis |
| spellingShingle | Thompson, Leigh L. 1960- Wang, Cynthia S. Advanced introduction to negotiation Verhandlungstechnik (DE-588)4134584-8 gnd Internationale Kommunikation (DE-588)4162047-1 gnd Verhandlungsführung (DE-588)4187777-9 gnd |
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| title_full | Advanced introduction to negotiation Leigh Thompson, Cynthia S. Wang |
| title_fullStr | Advanced introduction to negotiation Leigh Thompson, Cynthia S. Wang |
| title_full_unstemmed | Advanced introduction to negotiation Leigh Thompson, Cynthia S. Wang |
| title_short | Advanced introduction to negotiation |
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