| Description |
xxxvi, 551 pages ; 24 cm |
| Series |
The organizational frontier series |
| Contents |
Contents note continued: Chapter Purposes and Overview -- Perceptions of (In)Authenticity in Negotiations: What Are Their Likely Antecedents and Consequences? -- Perceptual Consequences of Inauthentic Fairness in Negotiations -- Strategies to Boost Perceptions of Fairness Authenticity in Negotiations -- 21st Century Barriers to Authenticity -- Theoretical Implications and Future Research Questions -- References -- ch. 4 The Effect of Perception on Judgments About "Fair" Compensation: Implications for Negotiators as Price Justifiers / Robin L. Pinkley -- Conventionally Prescribed Preparation and Exchange Strategies That Enable Negotiators to Claim Value, Create Value, or Avoid Suboptimal Agreements -- Specific Advice for Employers and Employees Regarding the Application of Conventionally Prescribed Compensation Negotiation Strategies -- Applying Previously Prescribed Compensation Negotiation Strategies to the 21st Century Workplace -- |
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Contents note continued: Future Research Needs as Guided by 21st Century Challenges -- References -- ch. 5 The Effects of Subjective Value on Future Consequences: Implications for Negotiation Strategies / Jared R. Curhan -- Introduction -- What Is Subjective Value? -- Why Does Subjective Value Matter? -- How Can Negotiators Enhance Their Counterpart's Subjective Value? -- Why Enhancing Subjective Value in Negotiations May Be Particularly Important in the 21st Century Workplace -- Future Research Needs Guided by Challenges in Enhancing Subjective Value in the 21st Century Workplace -- Acknowledgments -- Notes -- References -- SECTION 3 Negotiators as Emotion Managers in the 21st Century -- ch. 6 The Effect of Moods and Discrete Emotions on Negotiator Behavior / Joel Feldman -- Introduction -- Defining Affect: Moods and Emotions -- Mood and Negotiation -- Specific Emotions and Negotiation -- Emotion in Relationships -- Directions for Future Research -- Conclusions -- References -- |
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Contents note continued: How Do Deceptive Negotiators Escape Punitive Consequences? -- How Do Deceptive Negotiators Repair/Regain Trust? -- How Do Negotiators Avoid Being Victims of Deception? Strategies for Recognizing, Confronting, and Minimizing Deception in Negotiations -- 21st Century Workplace Characteristics That May Affect Negotiators' Ability to Use Deceptive Management Strategies -- How the Deceiver Presents Deceptions -- Detecting Deception in the 21st Century Virtual Negotiation Environment -- Future Research Needs -- Summary -- Acknowledgment -- References -- SECTION 4 Negotiators as Social Influence/Group-Sensitive Managers in the 21st Century -- ch. 9 Social Networks and Negotiation / Giuseppe Labianca -- A Primer on Social Networks -- Social Networks and Implications for Negotiations -- 21st Century Challenges and Opportunities -- Conclusions -- Acknowledgment -- References -- |
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Contents note continued: Pitfall 4 Contracts That Fail to Include Appropriate Contingencies -- Pitfall 5 Contracts That Ignore the Level of Uncertainty -- Negotiators as Trust Builders in the 21st Century -- A Guide to Future Research -- Contracts as Instruments of Trust -- Notes -- References -- ch. 14 The "New" World of Negotiating: Interactions Mediated by Information Technology / Animesh Animesh -- Introduction -- A Transaction Cost Approach to Negotiating -- The Contact Stage -- The Contract Stage -- The Control Stage -- Are IT-Enabled Transactions Equally Accessible in the Global Workplace of the 21st Century? -- Questions in Need of Future Research -- Note -- References -- SECTION 6 Commentaries -- ch. 15 Negotiating in a Brave New World: Challenges and Opportunities for the Field of Negotiation Science / Ya'akov (Kobi) Gal -- Introduction -- Reconceptualizing Negotiation -- The Open Systems View of Negotiation: Implications for Cross-Level Modeling in Negotiation -- |
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Contents note continued: The Interdisciplinary Mandate: Toward a Negotiation Science -- Conclusion -- Acknowledgment -- References -- ch. 16 Integrating Negotiation Research With Team Dynamics / Brian Lucas -- Introduction -- Fairness in Teams and Negotiation -- Emotional and Affective Processing in Teams and Negotiation -- Social Influence in Groups and Negotiation -- Organizational Perspectives in Groups and Negotiation -- Conclusion -- References -- ch. 17 Commentary and Future Directions for Negotiations / Max H. Bazerman -- Introduction -- Fairness and Ethicality -- Emotions -- Diversity -- Is the 21st Century Remarkably Different? A Cautionary Note -- References |
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Contents note continued: ch. 10 How Cultural Stereotyping Influences Intercultural Negotiation / Robin L. Dillon-Merrill -- Introduction -- Stereotyping and Social Categorization -- Stereotyping, Culture, and Negotiation -- Advice for Intercultural Negotiators -- 21st Century Workplace Challenges and Their Research Implications for Cross-Cultural Negotiations -- Summary -- Acknowledgment -- Note -- References -- ch. 11 Gender and Negotiation / Laura J. Kray -- Introduction -- Section 1 Why Do Gender Differences in Negotiation Persist in the 21st Century Workplace? -- Section 2 How to Level the Playing Field -- Section 3 Challenges in Closing the Gender Gap in the 21st Century Workplace -- Section 4 Unanswered Questions in Gender and Negotiation Research -- Conclusion -- References -- SECTION 5 Negotiators as Organizational Managers in the 21st Century -- |
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Contents note continued: ch. 12 From Individual Competence to Organizational Capability: Leveraging Insights From Organizational Learning to Improve Negotiated Results in the 21st Century Enterprise / Jeff Weiss -- Introduction -- Why Organizational Learning Is Important With Respect to Negotiation -- Strategies for Enabling Organizational Learning Regarding Negotiation -- A Model for Segmenting Negotiations -- The Challenge of a Diverse, Distributed Workforce -- Suggested Directions for Future Research -- Conclusion -- Notes -- References -- ch. 13 Great Deal, Terrible Contract: The Case for Negotiator Involvement in the Contracting Phase / Deepak Malhotra -- Introduction -- Contracts: The Dominance of Legal and Economic Perspectives -- The Negotiation Lens -- Why Build This Bridge? -- Pitfall 1 Contracts That Signal Distrust -- Pitfall 2 Contracts That Codify Too Much -- Pitfall 3 Contracts That Clarify Too Much -- |
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Contents note continued: ch. 7 Negotiating the Peace in the Face of Modern Distrust: Dealing With Anger and Revenge in the 21st Century Workplace / Thomas M. Tripp -- Introduction -- Why Employees Engage in Revenge: Evidence and Insights From the Empirical Studies -- Vengeance in Negotiations: Is It Really Such a Good Idea? -- The 21st Century Challenges -- Conflict-Mitigating Strategies: Practical Advice for Leaders and Managers -- New Negotiation Research Questions for 21st Century Challenges -- Conclusion -- References -- ch. 8 Once Fooled, Shame on You! Twice Fooled, Shame on Me! What Deception Does to Deceivers and Victims: Implications for Negotiators When Ethicality Is Unclear / Ralph Hanke -- Introduction -- Purpose of the Chapter -- Trust, Distrust, and the Management of Information in Negotiation -- The Nature of Trust: Different Kinds of Trust -- Do Negotiators Engage in Deceptive Tactics? -- Do Deceptive Negotiators Experience Ineffective Negotiations? -- |
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Machine generated contents note: SECTION 1 Introduction -- ch. 1 Negotiation in the 21st Century Workplace: New Challenges and New Solutions / Debra L. Shapiro -- Introduction -- A Fundamental Assumption of This Book: The Workplace of the 21st Century Necessitates Revisiting Earlier Management and Negotiation Advice -- Key Messages -- References -- SECTION 2 Negotiators as Fairness Managers in the 21st Century -- ch. 2 The Effect of Perceived/Felt (In)Justice on Cooperativeness: Implications for Negotiators as "Justice-Enhancing Communicators" in an Era of Social Networking / William H. Ross -- Introduction -- Do Negotiators Who Perceive Fairness Behave More Cooperatively? -- Which Strategies May Enhance Negotiators' Perceived Fairness? -- 21st Century Challenges to Using Justice-Enhancing Strategies -- Future Research Needs -- Final Thoughts -- References -- ch. 3 The Role of Process Fairness Authenticity in 21st Century Negotiations / Batia Mishan Wiesenfeld -- Introduction -- |
| Summary |
In the 21st century workplace "litigation explosion" and its increasing costs and risk of lawsuit make negotiation - rather than litigation - an attractive alternative. This new volume with contributions from experts in psychology, management and other disciplines, bridges the gap between management and negotiation research |
| Analysis |
Industrial relations |
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Occupational psychology |
| Notes |
Formerly CIP. Uk |
| Bibliography |
Includes bibliographical references and index |
| Notes |
Description based on print version record |
| Subject |
Negotiation in business -- Psychological aspects.
|
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Negotiation in business.
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| Author |
Goldman, Barry.
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Shapiro, Debra L.
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| LC no. |
2011043097 |
| ISBN |
9780415871150 |
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