You are here

Disable VAT on Taiwan

Unfortunately, as of 1 January 2020 SAGE Ltd is no longer able to support sales of electronically supplied services to Taiwan customers that are not Taiwan VAT registered. We apologise for any inconvenience. For more information or to place a print-only order, please contact uk.customerservices@sagepub.co.uk.

Negotiation as a Social Process
Share
Share

Negotiation as a Social Process

Edited by:


May 1995 | 360 pages | SAGE Publications, Inc
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

For instructors

This book is not available as an inspection copy. For more information contact your local sales representative.

Purchasing options

Please select a format:

ISBN: 9780803957381
£81.00

SAGE Knowledge is the ultimate social sciences digital library for students, researchers, and faculty. Hosting more than 4,400 titles, it includes an expansive range of SAGE eBook and eReference content, including scholarly monographs, reference works, handbooks, series, professional development titles, and more.

The platform allows researchers to cross-search and seamlessly access a wide breadth of must-have SAGE book and reference content from one source.

SAGE Knowledge brings together high-quality content from across our imprints, including CQ Press and Corwin titles.