Negotiation Theory and Research
Edited by Leigh L. Thompson
Psychology Press – 2006 – 256 pages
Series: Frontiers of Social Psychology
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.
"Thompson has assembled the leading minds in the field to report on the state of the art. The chapters go beyond past reviews by incorporating new empirical findings, challenging received assumptions, and introducing fresh frameworks. As a whole, this collection highlights the evolving currents in this field. A must-read for negotiation researchers and anyone who wants to understand the complexities of human behavior in conflict resolution." - Michael W. Morris Graduate School of Business, Columbia University
"Leigh Thompson's Negotiation Theory and Research is a brilliant compilation of major conceptual and empirical progress in negotiation theory in recent years. With her usual eye for great research and flair for bringing together the best and brightest minds in contemporary negotiation research, Thompson has created what undoubtedly will be the standard reference work and essential reading for scholars who wish to remain on top of this important and thriving research area." - Roderick M. Kramer, William R. Kimball Professor of Organizational Behavior, Stanford Business School
Chapter 1: Negotiation: Overview of Theory and Research. Leigh Thompson. Chapter 2: Bounded Awareness: Focusing Failures in Negotiation.
Max Bazerman & Dolly Chugh . Chapter 3: Social Cognition, Attribution, and Perception in Negotiation: The Role of Uncertainty in Shaping Negotiation Processes and Outcomes. Maggie A. Neale & Alison R. Fragale . Chapter 4: Motive: The Negotiator's Raison d'être. Peter J. Carnevale & Carsten K.W. De Dreu. Chapter 5: Learning to Negotiate: Novice and Experienced Negotiators. Jeffrey Loewenstein & Leigh Thompson. Chapter 6: Bargaining with Feeling: Emotionality In and Around Negotiation. Bruce Barry, Ingrid Smithey Fulmer, & Nathan Goates . Chapter 7: Friends, Lovers, Colleagues, Strangers Redux: Relationships and Negotiations in Context. Kathleen L.McGinn . Chapter 8: Negotiation, Information Technology, and the Problem of the Faceless Other. Janice Nadler & Donna Shestowsky. Chapter 9: A Cultural Analysis of the Underlying Assumptions of Negotiation Theory. Jeanne M. Brett & Michele Gelfand. Chapter 10: Gender in Negotiations: A Motivated Social Cognitive Analysis. Laura Kray & Linda Babcock