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Negotiation as a Social Process
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Negotiation as a Social Process

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May 1995 | 360 pages | SAGE Publications, Inc
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While most studies in negotiation and conflict management have focused on cognitive aspects, few have addressed the impact of social processes and contexts on the negotiation process. Addressing this need, Roderick M Kramer and David M Messick have brought together original theory and research from leading scholars in this emerging field.

A wide range of topics is covered including: the role of group identification and accountability on negotiator judgement and decision making; the importance of power-dependence relations on negotiation; intergroup bargaining; coalitional dynamics in bargaining; social influence processes in negotiation; cross-cultural perspectives of negotiation; and the impact of social relationships on negotiation.

 
Introduction
Roderick M Kramer and David M Messick
Negotiation in its Social Context
Emerging Trends and Future Prospects

 
 
PART ONE: NEW THEORETICAL PERSPECTIVES
 
Negotiator Cognition in Social Contexts - Introduction
Leigh Thompson, Erika Peterson and Laura Kray
Social Context in Negotiation
An Information-Processing Perspective

 
Dean G Pruitt
Networks and Collective Scripts
Paying Attention to Structure in Bargaining Theory

 
Charles D Samuelson and David M Messick
Let's Make Some New Rules
Social Factors that Make Freedom Unattractive

 
J Richard Harrison and Max H Bazerman
Regression to the Mean, Expectation Inflation, and the Winner's Curse in Organizational Contexts
Roderick M Kramer
In Dubious Battle
Heightened Accountability, Dysphoric Cognition and Self-Defeating Bargaining Behavior

 
 
The Relational Contexts of Negotiation - Introduction
Jeffrey T Polzer, Elizabeth A Mannix and Margaret A Neale
Multi-Party Negotiation in its Social Context
Edward J Lawler and Jeongkoo Yoon
Power and Emotional Processes in Negotiations
A Social Exchange Approach

 
Leonard Greenhalgh and Deborah I Chapman
Joint Decision Making
The Inseparability of Relationships and Negotiation

 
Robert J Robinson
Toward the Conflict
A Research Agenda for Emerging Organizational Challenges

 
 
PART TWO: EXPERIMENTAL EXPLORATIONS
 
Experimental Explorations - Introduction
Michael W Morris, Damien L H Sim and Vittorio Girotto
Time of Decision, Ethical Obligation and Causal Illusion
Temporal Cues and Social Heuristics in the Prisoner's Dilemma

 
J Keith Murnighan and Madan M Pillutla
Fairness versus Self-Interest
Asymmetric Moral Imperatives in Ultimatum Bargaining

 
Richard Pl Larrick and Sally Blount
Social Context in Tacit Bargaining Games
Consequences for Perceptions of Affinity and Cooperative Behavior

 
Roderick M Kramer, Pri Pradhan-Shah and Stephanie L Woerner
Why Ultimatums Fail
Social Identity and Moralistic Aggression in Coercive Bargaining

 
Peter G Carnevale
Property, Culture and Negotiation

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ISBN: 9780803957381
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