Download or read book Cognition and Rationality in Negotiation written by Margaret Ann Neale and published by . This book was released on 1991 with total page 232 pages. Available in PDF, EPUB and Kindle. Book excerpt: Scholars of dispute resolution and organizations at Northwestern University draw on their ten years of research to extend earlier studies of the role of cognition in negotiation. They emphasize the importance of concentrating on the opponents' judgement of their options and strategies. Annotation copyrighted by Book News, Inc., Portland, OR
Download or read book The Handbook of Negotiation and Culture written by Michele J. Gelfand and published by Stanford University Press. This book was released on 2004 with total page 478 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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 negotiationresearch-negotiator cognition, motivation, emotion, communication, power and disputing, intergroup relationships, third parties, justice, technology, and social dilemmasand 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 processescognition, 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.
Download or read book Negotiation Theory and Research written by Leigh L. Thompson and published by Psychology Press. This book was released on 2006-01-13 with total page 299 pages. Available in PDF, EPUB and Kindle. Book excerpt: Negotiation is the most important skill anyone in the business world can have today, because people must continually negotiate their jobs, responsibilities, and opportunities. Yet very few people know strategies for maximizing their outcomes in everyday and in more formal business situations. This volume provides a comprehensive overview of this emerging topic through original contributions from leaders in social psychology and negotiation research. All topics covered are core to the understanding of the negotiation process and include: decision-making and judgment, emotion and negotiation, motivation, and game theory.
Download or read book Negotiation Theory and Strategy written by Russell Korobkin and published by Aspen Publishing. This book was released on 2024-02-01 with total page 604 pages. Available in PDF, EPUB and Kindle. Book excerpt: Unlike other books that focus on the nuts-and-bolts of the negotiation process, this text’s conceptual approach draws on psychology, economics, and law to provide students with an in-depth understanding of the cognitive and interpersonal underpinnings of negotiation. A total of 21 original negotiation simulations and exercises, with private information for each party, are provided to adopters outside of the text, enable students to apply the lessons of each chapter in context-rich environments in a variety of transactional and litigation settings. New to the 4th Edition: Significant revisions to Chapter 10 (“Gender and Culture”), incorporating the significant amount of scholarship on gender differences in negotiation that has been published in the last decade. Significant revisions to Chapter 14 (“Deceit”), reflecting the burgeoning literature in the field of behavioral ethics. Minor updates and revisions to other chapters. Minor updates to existing simulations and additional new simulations. Professors and students will benefit from: Rigorous, social science-based approach to understanding negotiation as a fundamental process of human interaction. Modular organization, so instructors can choose to assign the chapters in a different order than presented, to better suit their conception of the course without creating undue confusion on the part of students. Each chapter of the book exposes students to challenging theoretical concepts through a combination of narrative material, excerpts of published books and articles, and note material that further explains and builds on points made in the narrative and excerpted sections. The “Discussion Questions and Problems” that end each chapter provide an opportunity for students to explore and apply the reading material in a class discussion format.
Download or read book Negotiator Cognition written by Max H Bazerman and published by Legare Street Press. This book was released on 2023-07-18 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: In this compelling book, John S. Carroll and Max H. Bazerman explore the complex cognitive processes involved in effective negotiation. Drawing on the latest research in psychology and negotiation theory, this book provides practical guidance for negotiators at all levels. This work has been selected by scholars as being culturally important, and is part of the knowledge base of civilization as we know it. This work is in the "public domain in the United States of America, and possibly other nations. Within the United States, you may freely copy and distribute this work, as no entity (individual or corporate) has a copyright on the body of the work. Scholars believe, and we concur, that this work is important enough to be preserved, reproduced, and made generally available to the public. We appreciate your support of the preservation process, and thank you for being an important part of keeping this knowledge alive and relevant.
Download or read book Psychological Processes in International Negotiations written by Francesco Aquilar and published by Springer Science & Business Media. This book was released on 2007-10-05 with total page 188 pages. Available in PDF, EPUB and Kindle. Book excerpt: A unique collaboration between experts in cognitive psychotherapy and political science, this book emphasizes the value of human psychology in negotiation and mediation. Drawing on a wide range of theory and data, from neuroscientific findings and historical events to the rational-emotive model of behavior, the book explains how the negotiation process works, under both adverse and optimum conditions.
Download or read book Improving Negotiators Cognitive Processes written by and published by . This book was released on 1990 with total page 48 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Download or read book Negotiation Analysis written by H. Peyton Young and published by University of Michigan Press. This book was released on 1991 with total page 224 pages. Available in PDF, EPUB and Kindle. Book excerpt: "H. Peyton Young has brought together the foremost experts from a variety of disciplines that have a bearing on negotiation analysis. Using techniques and examples drawn from fields including game theory, decision theory, economics, and experimental psychology, the contributors to Negotiation Analysis emphasize careful, systematic thinking about the negotiation process and show how recent work in these areas lends insight into an activity that plays such a central role in modern business, diplomacy, politics, and the law." "Each chapter in Negotiation Analysis focuses on a different aspect of negotiation, building a comprehensive exploration of the process in a wide variety of situations. The major topics are the design of incentives for communicating information, the uses of third parties, the role of fairness arguments in bargaining, the analysis of trade-offs, the effects of cognitive biases, the dangers of escalation, and the dynamics of coalition formation." "The book has been carefully designed and edited to provide a challenging but accessible source of guidance and understanding for readers familiar with introductory theory who wish to deepen their knowledge and to grasp ideas that relate more closely to the real and complicated situations in which most negotiations are conducted." --Book Jacket.
Download or read book Blackwell Handbook of Social Psychology written by Garth J. O. Fletcher and published by John Wiley & Sons. This book was released on 2008-06-09 with total page 634 pages. Available in PDF, EPUB and Kindle. Book excerpt: This authoritative handbook provides a cutting-edge overview of classic and current research as well as an assessment of future trends in the field of interpersonal processes. Ensures thorough and up-to-date coverage of all aspects of interpersonal processes Includes contributions by academics and other experts from around the world to ensure a truly international perspective Provides a comprehensive overview of classic and current research and likely future trends Fully referenced chapters and annotated bibliographies allow easy access to further study Now available in full text online via xreferplus, the award-winning reference library on the web from xrefer. For more information, visit www.xreferplus.com
Download or read book Psychology for Lawyers written by Jennifer K. Robbennolt and published by American Bar Association. This book was released on 2021 with total page 560 pages. Available in PDF, EPUB and Kindle. Book excerpt: The primary goal of this book is to expose lawyers and law students to some of the key insights offered by the field of psychology and to illustrate the ways in which understanding these insights can improve the practice of law.
Download or read book Human Behavior in Military Contexts written by National Research Council and published by National Academies Press. This book was released on 2008-01-03 with total page 250 pages. Available in PDF, EPUB and Kindle. Book excerpt: Human behavior forms the nucleus of military effectiveness. Humans operating in the complex military system must possess the knowledge, skills, abilities, aptitudes, and temperament to perform their roles effectively in a reliable and predictable manner, and effective military management requires understanding of how these qualities can be best provided and assessed. Scientific research in this area is critical to understanding leadership, training and other personnel issues, social interactions and organizational structures within the military. The U.S. Army Research Institute for the Behavioral and Social Sciences (ARI) asked the National Research Council to provide an agenda for basic behavioral and social research focused on applications in both the short and long-term. The committee responded by recommending six areas of research on the basis of their relevance, potential impact, and timeliness for military needs: intercultural competence; teams in complex environments; technology-based training; nonverbal behavior; emotion; and behavioral neurophysiology. The committee suggests doubling the current budget for basic research for the behavioral and social sciences across U.S. military research agencies. The additional funds can support approximately 40 new projects per year across the committee's recommended research areas. Human Behavior in Military Contexts includes committee reports and papers that demonstrate areas of stimulating, ongoing research in the behavioral and social sciences that can enrich the military's ability to recruit, train, and enhance the performance of its personnel, both organizationally and in its many roles in other cultures.
Download or read book Handbook of Research on Negotiation written by Mara Olekalns and published by Edward Elgar Publishing. This book was released on 2013-01-01 with total page 561 pages. Available in PDF, EPUB and Kindle. Book excerpt: This Handbook combines a review of negotiation research with state-of-the-art commentary on the future of negotiation theory and research. Leading international scholars give insight into both the factors known to shape negotiation and the questions that we need to answer as we strive to deepen our understanding of the negotiation process. This Handbook provides analyses of the negotiation process from four distinct perspectives: negotiators' cognition and emotion, social processes and social inferences, communication processes, and complex negotiations, covering trade, peace, environment, and crisis negotiations. Providing an introduction to key topics in negotiation, written by leading researchers in the field, the book will prove insightful for undergraduate students. It also incorporates an excellent summary of past research as well as highlights new directions negotiation research might take which will be valuable for postgraduate students and academics wishing to expand their knowledge on the subject.
Download or read book Research in Organizational Behavior written by B.M. Staw and published by Elsevier. This book was released on 2000-10-15 with total page 437 pages. Available in PDF, EPUB and Kindle. Book excerpt: Volume 22 of Research in Organizational Behavior continues the tradition of innovation and theoretical development with eight diverse papers. Most of these papers present theory and propositions that make linkages between different levels of analysis.
Download or read book Peace Psychology written by Herbert H. Blumberg and published by Cambridge University Press. This book was released on 2006-12-07 with total page 236 pages. Available in PDF, EPUB and Kindle. Book excerpt: This textbook provides a comprehensive introduction to peace psychology covering interdisciplinary practice, primary psychological topics, core peace studies topics and terrorism.
Download or read book Handbook of Cultural Psychology written by Dov Cohen and published by Guilford Publications. This book was released on 2019-01-14 with total page 945 pages. Available in PDF, EPUB and Kindle. Book excerpt: Now completely revised (over 90% new), this handbook offers the authoritative presentation of theories, methods, and applications in the dynamic field of cultural psychology. Leading scholars review state-of-the-art empirical research on how culture affects nearly every aspect of human functioning. The volume examines how topics fundamental to psychology--such as cognition, emotion, motivation, development, and mental health--are influenced by cultural meanings and practices. It also addresses the psychological and evolutionary underpinnings of cultural stability and change. The second edition reflects important advances in cultural neuroscience and an increasing emphasis on application, among many other changes. As a special bonus, purchasers of the second edition can download a supplemental e-book featuring several notable, highly cited chapters from the first edition. New to This Edition: *Most chapters are new, reflecting nearly a decade of theoretical and methodological developments. *Cutting-edge perspectives on culture and biology, including innovative neuroscientific and biopsychological research. *Section on economic behavior, with new topics including money, negotiation, consumer behavior, and innovation. *Section on the expansion of cultural approaches into religion, social class, subcultures, and race. *Reflects the growth of real-world applications in such areas as cultural learning and adjustment, health and well-being, and terrorism.
Download or read book Handbook of the History of Social Psychology written by Arie W. Kruglanski and published by Psychology Press. This book was released on 2012 with total page 530 pages. Available in PDF, EPUB and Kindle. Book excerpt: "This is the first ever handbook to comprehensively cover the historical development of the field of social psychology, including the main overarching approaches and all the major individual topics. Contributors are all world renowned scientists in their subfields who engagingly describe the people, dynamics, and events that have shaped the discipline"--Provided by publisher.
Download or read book Communication and Negotiation written by Linda L. Putnam and published by SAGE. This book was released on 1992-04-10 with total page 305 pages. Available in PDF, EPUB and Kindle. Book excerpt: In recent years, a number of universities have established formal centers for studying conflict and dispute resolution. Scholars, too, have created new journals to focus exclusively on the study of conflict processes. Communication and Negotiation provides a synthesis of the research in this area by consolidating alternative perspectives on communication and negotiation, reviewing the work of noted communication scholars, and suggesting directions for future research. Contributors explore three major aspects of negotiation communication: a) strategies, tactics, and negotiation processes; b) interpretive processes and language analysis; and c) negotiation situation and context. In addition, these studies examine bargaining planning, frames and reframing, and relational communication with opponents, constituents, and audiences. A showcase for communication scholars as well as an essential reference book for negotiation theorists, Communication and Negotiation is one of those remarkable books with wide interdisciplinary appeal.
