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A Classroom Study Of The Dilemmas In Interpersonal Negotiations
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Book Synopsis The Social Psychology of Bargaining and Negotiation by : Jeffrey Z. Rubin
Download or read book The Social Psychology of Bargaining and Negotiation written by Jeffrey Z. Rubin and published by Elsevier. This book was released on 2013-10-22 with total page 372 pages. Available in PDF, EPUB and Kindle. Book excerpt: The Social Psychology of Bargaining and Negotiation focuses on the integrative survey of work done in social psychology on the processes of negotiation and bargaining. The publication first takes a look at bargaining relationship, an overview of social psychological approaches to the study of bargaining, and the social components of bargaining structure. Discussions focus on the number of parties involved in the bargaining exchange, factors affecting bargaining effectiveness, structural and social psychological characteristics of bargaining relationships, and availability of third parties. The text then examines the issue components of bargaining structure and bargainers as individuals, including individual differences in personality and background, interpersonal orientation, issue incentive magnitude and reward structure, and intangible issues in bargaining. The book ponders on social influence and influence strategies and interdependence. Topics include motivational orientation, parameters of interdependence in bargaining, overall pattern of moves and countermoves, and appeals and demands. The publication is a valuable source of data for researchers interested in the social psychology of bargaining and negotiation.
Book Synopsis Negotiation Theory and Research by : Leigh L. Thompson
Download or read book Negotiation Theory and Research written by Leigh L. Thompson and published by Psychology Press. This book was released on 2006-01-13 with total page 250 pages. Available in PDF, EPUB and Kindle. Book excerpt: Negotiation is the most important skill anyone in the business world can have today, because people must continually negotiate their jobs, responsibilities, and opportunities. Yet very few people know strategies for maximizing their outcomes in everyday and in more formal business situations. This volume provides a comprehensive overview of this emerging topic through original contributions from leaders in social psychology and negotiation research. All topics covered are core to the understanding of the negotiation process and include: decision-making and judgment, emotion and negotiation, motivation, and game theory.
Book Synopsis Advanced Introduction to Negotiation by : Thompson, Leigh
Download or read book Advanced Introduction to Negotiation written by Thompson, Leigh and published by Edward Elgar Publishing. This book was released on 2022-09-15 with total page 193 pages. Available in PDF, EPUB and Kindle. Book excerpt: Providing a comprehensive overview of the key theories and concepts that have guided the field of negotiation for several decades, Leigh Thompson and Cynthia Wang demonstrate how collaborative multi-disciplinary research has enriched the study of negotiation.
Book Synopsis Research Handbook on Gender and Negotiation by : Mara Olekalns
Download or read book Research Handbook on Gender and Negotiation written by Mara Olekalns and published by Edward Elgar Publishing. This book was released on 2020-07-31 with total page 392 pages. Available in PDF, EPUB and Kindle. Book excerpt: In this groundbreaking Research Handbook, leading international researchers analyse how negotiators’ gender shapes their behaviour and outcomes at the bargaining table, in both work and non-work contexts. World-class experts from the field of negotiation present cutting-edge research on gender and negotiation, highlighting controversies, and generating new questions for consideration. In so doing, this Research Handbook offers helpful insights to negotiators and forges a path for future research.
Book Synopsis The Cultural Context in Business Communication by : Susanne Niemeier
Download or read book The Cultural Context in Business Communication written by Susanne Niemeier and published by John Benjamins Publishing. This book was released on 1998 with total page 277 pages. Available in PDF, EPUB and Kindle. Book excerpt: "The Cultural Context in Business Communication" focuses on differences and similarities in business negotiations and written communication in intercultural settings. To set the scene, Edward T. Hall looks back at "culture" as an evolutionary concept and Charles Campbell explains the value of classical rhetoric in contemporary cultures. Further contributions present case studies of cross-cultural encounters and discourse aspects in various settings. Steven Weiss explores the proper character of six cultures: Chinese, French, Japanese, Mexican, Nigerian, and Saudi. Other chapters contrast English with cultures such as Chinese, German, Dutch, Finnish, and Irish. The book closes with two chapters on training for effective business communication and provide models in participatory training and gaming.
Book Synopsis Negotiation Behavior by : Dean G. Pruitt
Download or read book Negotiation Behavior written by Dean G. Pruitt and published by Academic Press. This book was released on 2013-09-11 with total page 278 pages. Available in PDF, EPUB and Kindle. Book excerpt: Negotiation Behavior is a theoretical synthesis of what is known about negotiation as a general phenomenon. The principles presented are illustrated with examples of negotiation from many specific realms. A great deal of attention is devoted to the motives, perceptions, and other microprocesses underlying the behavior of negotiators and to the results of laboratory experiments on negotiation. Comprised of seven chapters, this book begins by defining negotiation and contrasting it with other forms of multiparty decision making, along with its significance and the nature of research on the subject. Two fundamental theoretical notions are presented: the strategic choice model and the goal/expectation hypothesis. Subsequent chapters focus on where bargainers place their demands as well as the strategies they use to foster their interests while moving toward agreement. The reader is introduced to key concepts such as demand level and concession rate, competitive tactics, and coordinative behavior, together with integrative agreements and third-party intervention in negotiation (mediation and arbitration). This monograph will be of value to practitioners in the fields of organizational and occupational psychology, social psychology, economics, industrial relations, and international relations.
Book Synopsis Psychology Library Editions: Social Psychology by : Various
Download or read book Psychology Library Editions: Social Psychology written by Various and published by Psychology Press. This book was released on 2021-07-09 with total page 9591 pages. Available in PDF, EPUB and Kindle. Book excerpt: Psychology Library Editions: Social Psychology (30-volume set) brings together an eclectic mix of titles from a wealth of authors with diverse backgrounds, seeking to understand human behaviour and interaction from a socio-psychological perspective. The series of previously out-of-print titles, originally published between 1908 and 1993, includes those from some authors considered to be founders of social psychology and traces the development of the subject from its early foundations.
Book Synopsis Applied Social Psychology and Organizational Settings by : John S. Carroll
Download or read book Applied Social Psychology and Organizational Settings written by John S. Carroll and published by Psychology Press. This book was released on 2015-06-19 with total page 246 pages. Available in PDF, EPUB and Kindle. Book excerpt: Originally published in 1990, this title presents work that bridges social psychology and organizations. The primary goal is understanding, but that goal has two opposite sides: understanding organizations by bringing to bear the concepts and methods of social psychology (along with other social sciences), and understanding and developing social psychology by confronting it with the phenomena of actual organizational life. As such the authors break down some traditional stereotypical barriers between the academic world and the business world, between theoretical and applied research, between laboratory and field, and between various academic sub-disciplines. The result is a series of challenging forays into new research domains from which provocative ideas and provocative phenomena emerge.
Book Synopsis Patterns of Discovery in the Social Sciences by : Paul Diesing
Download or read book Patterns of Discovery in the Social Sciences written by Paul Diesing and published by Routledge. This book was released on 2017-07-05 with total page 362 pages. Available in PDF, EPUB and Kindle. Book excerpt: Social scientists are often vexed because their work does not satisfy the criteria of "scientific" methodology developed by philosophers of science and logicians who use the natural sciences as their model. In this study, Paul Diesing defines science not by reference to these arbitrary norms delineated by those outside the field but in terms of norms implicit in what social scientists actually do in their everyday work.
Book Synopsis Handbook of Research on Negotiation by : Mara Olekalns
Download or read book Handbook of Research on Negotiation written by Mara Olekalns and published by Edward Elgar Publishing. This book was released on 2013-01-01 with total page 561 pages. Available in PDF, EPUB and Kindle. Book excerpt: This Handbook combines a review of negotiation research with state-of-the-art commentary on the future of negotiation theory and research. Leading international scholars give insight into both the factors known to shape negotiation and the questions that we need to answer as we strive to deepen our understanding of the negotiation process. This Handbook provides analyses of the negotiation process from four distinct perspectives: negotiators' cognition and emotion, social processes and social inferences, communication processes, and complex negotiations, covering trade, peace, environment, and crisis negotiations. Providing an introduction to key topics in negotiation, written by leading researchers in the field, the book will prove insightful for undergraduate students. It also incorporates an excellent summary of past research as well as highlights new directions negotiation research might take which will be valuable for postgraduate students and academics wishing to expand their knowledge on the subject.
Book Synopsis The Oxford Handbook of Economic Conflict Resolution by : Gary E. Bolton
Download or read book The Oxford Handbook of Economic Conflict Resolution written by Gary E. Bolton and published by Oxford University Press. This book was released on 2012-10-11 with total page 419 pages. Available in PDF, EPUB and Kindle. Book excerpt: Individuals, groups, and societies all experience and resolve conflict. In this handbook, scholars from multiple disciplines offer perspectives on the current state and future challenges in negotiation and conflict resolution. This confluence of research perspectives will identify further synergies and advances in our understanding of conflict resolution.
Book Synopsis Proceedings of the International Conference Theory and Applications in the Knowledge Economy TAKE 2018 by : Gaby Neumann
Download or read book Proceedings of the International Conference Theory and Applications in the Knowledge Economy TAKE 2018 written by Gaby Neumann and published by Eduardo Tomé. This book was released on 2018-07-08 with total page 532 pages. Available in PDF, EPUB and Kindle. Book excerpt: Foreword TAKE 2018 follows with success the two previous editions. We gather 60 papers, presented by scholars from 15 countries which address the complex relation between theory and applications in the realm of the knowledge economy. We address specific aspects of knowledge management, human resource development and management, intellectual capital and many other scientific areas relevant for the economy of today. We hope these proceedings will summarize and illustrate well what happened in the conference and look forward for next years’ edition. Thank you very much for your participation as local organizer, keynote speaker, stream leader, reviewer, author, helper or just participant. Eduardo Tomé, Conference Chair Poznan, July 2018
Book Synopsis The Social Psychology of Bargaining by : Ian Morley
Download or read book The Social Psychology of Bargaining written by Ian Morley and published by Psychology Press. This book was released on 2015-06-19 with total page 318 pages. Available in PDF, EPUB and Kindle. Book excerpt: Originally published in 1977, this book deals with the social psychological factors which influence the process of bargaining. It examines the structure behind the process, by which it can be analysed and better understood. Particular attention is paid to the character of negotiations in which agreements are obtained.
Book Synopsis International Business Negotiations by : Pervez N. Ghauri
Download or read book International Business Negotiations written by Pervez N. Ghauri and published by Emerald Group Publishing. This book was released on 2003-09-30 with total page 548 pages. Available in PDF, EPUB and Kindle. Book excerpt: Provides an understanding about the impact of culture and communication on international business negotiations. This work explores the problems faced by Western managers while doing business abroad and offers guidelines for international business negotiations. It also focuses on an important aspect of international business: negotiations.
Book Synopsis Intelligent Virtual Agents by : Willem-Paul Brinkman
Download or read book Intelligent Virtual Agents written by Willem-Paul Brinkman and published by Springer. This book was released on 2015-07-31 with total page 499 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book constitutes the proceedings of the 15th International Conference on Intelligent Virtual Agents, IVA 2015, held in Delft, The Netherlands, in August 2015. The 11 full papers, 22 short papers, and 21 demo and poster papers accepted were carefully reviewed and selected from 70 submissions. Constructing and studying intelligent virtual agents requires knowledge , theories, methods, and tools from a wide range of fields such as computer science, psychology, cognitive sciences, communication, linguistics, interactive media, human-computer interaction, and artificial intelligence. The papers are organized in topical sections such as adaptive dialogue and user modeling; cognitive, affective and social models; nonverbal behavior and gestures; pedagogical agents in health and training; tools and frameworks; turn-taking; virtual agent perception studies.
Book Synopsis The SAGE Handbook of Conflict Resolution by : Jacob Bercovitch
Download or read book The SAGE Handbook of Conflict Resolution written by Jacob Bercovitch and published by SAGE. This book was released on 2008-12-03 with total page 705 pages. Available in PDF, EPUB and Kindle. Book excerpt: ′The SAGE Handbook of Conflict Resolution demonstrates the range of themes that constitute modern conflict resolution. It brings out its key issues, methods and dilemmas through original contributions by leading scholars in a dynamic and expanding field of inquiry. This handbook is exactly what it sets out to be: an indispensable tool for teaching, research and practice in conflict resolution′ - Peter Wallensteen, Professor of Peace and Conflict Research, Uppsala University and University of Notre Dame ′Bercovitch, Kremenyuk and Zartman are among the most important figures in the conflict resolution field. They have pieced together, with the help of more than 35 colleagues from numerous countries, a state-of-the-art review of the sources of international conflict, available methods of conflict management, and the most difficult challenges facing the individuals and organizations trying to guide us through these conflict-ridden times. The collection is brimming with penetrating insights, trenchant analyses, compelling cases, and disciplined speculation. They help us understand both the promise of as well as the obstacles to theory-building in the new field of conflict resolution′ - Lawrence Susskind, Professor and Director of the MIT - Harvard Public Disputes Program ′The last three sentences of this persuasive book: "We conclude this volume more than ever convinced that conflict resolution is not just possible or desirable in the current international environment. It is absolutely necessary. Resolving conflicts and making peace is no longer an option; it is an intellectual and practical skill that we must all posses." If you are part of that "we," intellectually or professionally, you will find this book a superb companion′ - Thomas C Schelling, Professor Emeritus, Harvard University and University of Maryland Conflict resolution is one of the fastest-growing academic fields in the world today. Although it is a relatively young discipline, having emerged as a specialized field in the 1950′s, it has rapidly grown into a self-contained, vibrant, interdisciplinary field. The SAGE Handbook of Conflict Resolution brings together all the conceptual, methodological and substantive elements of conflict resolution into one volume of over 35 specially commissioned chapters. The Handbook is designed to reflect where the field is today by drawing on the contributions of experts from different fields presenting, in a systematic way, the most recent research and practice. Jacob Bercovitch is Professor of International Relations, and Fellow of the Royal Society, at the University of Canterbury in Christchurch, New Zealand. Victor Kremenyuk is deputy director of the Institute for USA and Canada Studies, Russian Academy of Sciences, Moscow. He is also a research associate at IIASA. I. William Zartman is Jacob Blaustein Professor of Conflict Resolution and International Organization at the Nitze School of Advanced International Studies of Johns Hopkins University
Book Synopsis The Justice Motive in Social Behavior by : Melvin J. Lerner
Download or read book The Justice Motive in Social Behavior written by Melvin J. Lerner and published by Springer Science & Business Media. This book was released on 2013-11-11 with total page 497 pages. Available in PDF, EPUB and Kindle. Book excerpt: This volume was conceived out of the concern with what the imminent future holds for the "have" countries ... those societies, such as the United States, which are based on complex technology and a high level of energy consumption. Even the most sanguine projection includes as base minimum relatively rapid and radical change in all aspects of the society, reflecting adaptation or reactions to demands created by poten tial threat to the technological base, sources of energy, to the life-support system itself. Whatever the source of these threats-whether they are the result of politically endogeneous or exogeneous forces-they will elicit changes in our social institutions; changes resulting not only from attempts to adapt but also from unintended consequences of failures to adapt. One reasonable assumption is that whatever the future holds for us, we would prefer to live in a world of minimal suffering with the greatest opportunity for fulfilling the human potential. The question then becomes one of how we can provide for these goals in that scenario for the imminent future ... a world of threat, change, need to adapt, diminishing access to that which has been familiar, comfortable, needed.
