Negotiation theory and research - download pdf or read online

By Leigh L. Thompson

ISBN-10: 1841694169

ISBN-13: 9781841694160

Negotiation is crucial ability someone within the enterprise global could have at the present time, simply because humans needs to always negotiate their jobs, duties, and possibilities. but only a few humans understand innovations for maximizing their results in daily and in additional formal company situations.

This quantity offers a entire assessment of this rising subject via unique contributions from leaders in social psychology and negotiation examine. All issues coated are center to the knowledge of the negotiation procedure and comprise: decision-making and judgment, emotion and negotiation, motivation, and online game theory.

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Extra resources for Negotiation theory and research

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Isen, A. M. (1986). The influence of positive affect and visual access on the discovery of integrative solutions in bilateral negotiations. Organizational Behavior and Human Decision Processes, 37, 1–13. Carroll, J. , Bazerman, M. , & Maury, R. (1988). Negotiator cognitions: A descriptive approach to negotiators’ understanding of their opponents. Organizational Behavior and Human Decision Processes, 41(3), 352–370. , Bazerman, M. , & Banaji, M. R. (2005). Bounded ethicality as a psychological barrier to recognizing conflicts of interest.

Interpersonal circumplex theories (Carson, 1969; Kiesler, 1983; Leary, 1957; Wiggins, 1979, 1982) organize interpersonal behavior around two dimensions: an affiliation dimension (anchored by agreeableness and quarrelsomeness) and a control dimension (anchored by dominance and submission). Although affiliation and control are used to describe individual behavior across a wide variety of social settings, they generally correspond, respectively, to the dimensions of cooperation and competition discussed in negotiation contexts.

Current approaches to change blindness. Visual Cognition, 7(1–3), 1–15. Simons, D. , & Chabris, C. F. (1999). Gorillas in our midst: Sustained inattentional blindness for dynamic events. Perception, 28(9), 1059–1074. Simons, D. , & Levin, D. (2003). What makes change blindness interesting? In D. E. Irwin & B. H. ), The psychology of learning and motivation (Vol. 42). San Diego, CA: Academic Press. , & MacGregor, D. G. (2002). The affect heuristic. In T. Gilovich, D. Griffin, & D. ), Intuitive judgment: Heuristics and biases.

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Negotiation theory and research by Leigh L. Thompson

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