The Handbook of Negotiation and Culture
Handbook of Negotiation and Culture by Michele J. Gelfand
Book DescriptionIn 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 negotiation-research-negotiator cognition, motivation, emotion, communication, power and disputing, intergroup relationships, third parties, justice, technology, and social dilemmas-and 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 processes-cognition, 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.
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Book DetailsISBN: 9780804745864
(5830mm x 3895mm x 31mm)
Imprint: Stanford University Press
Publisher: Stanford University Press
Publish Date: 25-Jul-2004
Country of Publication: United States
Books By Author Michele J. Gelfand
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The field of culture and psychology is one of the fastest growing areas in the social sciences. The Handbook of Advances in Culture and Psychology, Volume 6 belongs to an annual series that is the first to offer state-of-the-art reviews of scholarly research programs in this burgeoning field.
Advances in Culture and Psychology, Hardback (March 2013)
The field of culture and psychology is one of the fastest growing areas in the social sciences. Advances in Culture and Psychology: Volume 3 belongs to an annual series that is the first to offer state-of-the-art reviews of scholarly research programs in the growing field of culture and psychology.
Psychology of Conflict and Conflict Management in Organizations, Hardback (August 2007)» View all books by Michele J. Gelfand
An overview of contemporary conflict research which aims to place conflict research and theory squarely within the realm of industrial and organizational psychology. This volume brings together and integrates classic and contemporary insight in conflict origins, conflict processes, and conflict consequences.
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Author Biography - Michele J. Gelfand
Michele J. Gelfand is Associate Professor of Psychology at the University of Maryland, College Park. Jeanne M. Brett is the DeWitt W. Buchanan, Jr., Distinguished Professor of Dispute Resolution and Organizations at the Kellogg School of Management, Northwestern University.
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