Handbook of research on negotiation:
Gespeichert in:
Weitere Verfasser: | |
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Format: | Buch |
Sprache: | English |
Veröffentlicht: |
Cheltenham [u.a.]
Elgar
2013
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Schlagworte: | |
Online-Zugang: | Inhaltsverzeichnis |
Beschreibung: | XVI, 540 S. graph. Darst. |
ISBN: | 9781781005897 |
Internformat
MARC
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Datensatz im Suchindex
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adam_text | Titel: Handbook of research on negotiation
Autor: Olekalns, Mara
Jahr: 2013
Contents
List of figures vii
List of tables viii
List of contributors ix
PART I INTRODUCTION
1 The complexity of negotiating: from the individual to the
context, and what lies between 3
Mara Olekalns and Wendi L. Adair
PART II THE INDIVIDUAL NEGOTIATOR
2 Individual differences in negotiation 25
Hillary Anger Elfenbein
3 Motivated cognition in negotiation 46
Lukas Koning and Eric van Dijk
4 Shared cognition and identity in negotiation 75
Leigh Anne Liu and Wei Cai
5 The demise of the rational negotiator: emotional forces in
conflict and negotiation 103
Gerben A. Van Kleefand Marwan Sinaceur
PART III SOCIAL-PSYCHOLOGICAL PROCESSES
6 Power, status, and influence in negotiation 133
Jennifer R. Overbeck and Yoo Kyoung Kim
7 Trust and negotiation 161
Roy J. Lewicki and Beth Polin
8 Fairness and ethics in bargaining and negotiation 191
Kristina A. Diekmann, Andrew T. Soderberg and
Ann E. Tenbrunsel
9 Gender and negotiation: a social role analysis 221
Alice F. Stuhlmacher and Eileen Linnabery
10 Dignity, Face, and Honor cultures: implications for
negotiation and conflict management 249
Soroush Aslant, Jimena Ramirez-Marin, Zhaleh Semnani-Azad,
Jeanne M. Brett and Catherine Tinsley
11 Managing uncertainty in multiparty negotiations 283
Harris Sondak, Margaret A. Neale and Elizabeth A. Mannix
PART IV COMMUNICATION PROCESSES
12 Talking it through: communication sequences in negotiation 311
Wendi L. Adair and Jeffrey Loewenstein
13 Punctuated negotiations: transitions, interruptions, and
turning points 332
Daniel Druckman and Mara Olekalns
14 The costs and benefits of e-negotiations 357
Raymond Friedman and Liuba Y. Belkin
PART V COMPLEX NEGOTIATIONS
15 International trade negotiations 387
Larry Crump
16 Making peace through negotiation 416
Kristine Hoglund and Daniel Druckman
17 Environmental disputes: negotiating over risks, values and
the future 445
Barbara Gray and Julia Wondolleck
18 Crisis negotiation: from suicide to terrorism intervention 473
Simon Wells, Paul J. Taylor and Ellen Giebels
PART VI CONCLUSION
19 Guiding new directions in negotiation research: a negotiation
context levels framework 499
Wendi L. Adair and Mara Olekalns
Index 519
|
any_adam_object | 1 |
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dewey-ones | 302 - Social interaction |
dewey-raw | 302.3072 |
dewey-search | 302.3072 |
dewey-sort | 3302.3072 |
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discipline | Soziologie Psychologie Wirtschaftswissenschaften |
format | Book |
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institution | BVB |
isbn | 9781781005897 |
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physical | XVI, 540 S. graph. Darst. |
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spelling | Handbook of research on negotiation ed. by Mara Olekalns ... Cheltenham [u.a.] Elgar 2013 XVI, 540 S. graph. Darst. txt rdacontent n rdamedia nc rdacarrier Verhandlung (DE-588)4062875-9 gnd rswk-swf Forschung (DE-588)4017894-8 gnd rswk-swf Psychologie (DE-588)4047704-6 gnd rswk-swf (DE-588)4143413-4 Aufsatzsammlung gnd-content Verhandlung (DE-588)4062875-9 s Psychologie (DE-588)4047704-6 s Forschung (DE-588)4017894-8 s DE-188 Olekalns, Mara (DE-588)171891554 edt Erscheint auch als Online-Ausgabe 978-1-78100-590-3 HBZ Datenaustausch application/pdf http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=026800574&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA Inhaltsverzeichnis |
spellingShingle | Handbook of research on negotiation Verhandlung (DE-588)4062875-9 gnd Forschung (DE-588)4017894-8 gnd Psychologie (DE-588)4047704-6 gnd |
subject_GND | (DE-588)4062875-9 (DE-588)4017894-8 (DE-588)4047704-6 (DE-588)4143413-4 |
title | Handbook of research on negotiation |
title_auth | Handbook of research on negotiation |
title_exact_search | Handbook of research on negotiation |
title_full | Handbook of research on negotiation ed. by Mara Olekalns ... |
title_fullStr | Handbook of research on negotiation ed. by Mara Olekalns ... |
title_full_unstemmed | Handbook of research on negotiation ed. by Mara Olekalns ... |
title_short | Handbook of research on negotiation |
title_sort | handbook of research on negotiation |
topic | Verhandlung (DE-588)4062875-9 gnd Forschung (DE-588)4017894-8 gnd Psychologie (DE-588)4047704-6 gnd |
topic_facet | Verhandlung Forschung Psychologie Aufsatzsammlung |
url | http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=026800574&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA |
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