The Handbook of Negotiation and Culture

The Handbook of Negotiation and Culture

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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 negotiationa€”research-negotiator cognition, motivation, emotion, communication, power and disputing, intergroup relationships, third parties, justice, technology, and social dilemmasa€”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 processesa€”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.The Handbook of Negotiation and Culture, edited by two of the foremost authorities on the topic, represents an important contribution to the literature. All negotiation researchers should explore the contents of this volume.

Title:The Handbook of Negotiation and Culture
Author:Michele J. Gelfand, Jeanne M. Brett
Publisher:Stanford University Press - 2004


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