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Handbook of research on negotiation:

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Bibliographische Detailangaben
Weitere beteiligte Personen:	Olekalns, Mara (HerausgeberIn)
Format:	Buch
Sprache:	Englisch
Veröffentlicht:	Cheltenham [u.a.] Elgar 2013
Schlagwörter:	Verhandlung Forschung Psychologie Aufsatzsammlung
Links:	http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=026800574&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA
Umfang:	XVI, 540 S. graph. Darst.
ISBN:	9781781005897

Internformat

MARC


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Datensatz im Suchindex

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adam_text	Titel: Handbook of research on negotiation Autor: Olekalns, Mara Jahr: 2013 Contents List of figures vii List of tables viii List of contributors ix PART I INTRODUCTION 1 The complexity of negotiating: from the individual to the context, and what lies between 3 Mara Olekalns and Wendi L. Adair PART II THE INDIVIDUAL NEGOTIATOR 2 Individual differences in negotiation 25 Hillary Anger Elfenbein 3 Motivated cognition in negotiation 46 Lukas Koning and Eric van Dijk 4 Shared cognition and identity in negotiation 75 Leigh Anne Liu and Wei Cai 5 The demise of the rational negotiator: emotional forces in conflict and negotiation 103 Gerben A. Van Kleefand Marwan Sinaceur PART III SOCIAL-PSYCHOLOGICAL PROCESSES 6 Power, status, and influence in negotiation 133 Jennifer R. Overbeck and Yoo Kyoung Kim 7 Trust and negotiation 161 Roy J. Lewicki and Beth Polin 8 Fairness and ethics in bargaining and negotiation 191 Kristina A. Diekmann, Andrew T. Soderberg and Ann E. Tenbrunsel 9 Gender and negotiation: a social role analysis 221 Alice F. Stuhlmacher and Eileen Linnabery 10 Dignity, Face, and Honor cultures: implications for negotiation and conflict management 249 Soroush Aslant, Jimena Ramirez-Marin, Zhaleh Semnani-Azad, Jeanne M. Brett and Catherine Tinsley 11 Managing uncertainty in multiparty negotiations 283 Harris Sondak, Margaret A. Neale and Elizabeth A. Mannix PART IV COMMUNICATION PROCESSES 12 Talking it through: communication sequences in negotiation 311 Wendi L. Adair and Jeffrey Loewenstein 13 Punctuated negotiations: transitions, interruptions, and turning points 332 Daniel Druckman and Mara Olekalns 14 The costs and benefits of e-negotiations 357 Raymond Friedman and Liuba Y. Belkin PART V COMPLEX NEGOTIATIONS 15 International trade negotiations 387 Larry Crump 16 Making peace through negotiation 416 Kristine Hoglund and Daniel Druckman 17 Environmental disputes: negotiating over risks, values and the future 445 Barbara Gray and Julia Wondolleck 18 Crisis negotiation: from suicide to terrorism intervention 473 Simon Wells, Paul J. Taylor and Ellen Giebels PART VI CONCLUSION 19 Guiding new directions in negotiation research: a negotiation context levels framework 499 Wendi L. Adair and Mara Olekalns Index 519
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physical	XVI, 540 S. graph. Darst.
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spellingShingle	Handbook of research on negotiation Verhandlung (DE-588)4062875-9 gnd Forschung (DE-588)4017894-8 gnd Psychologie (DE-588)4047704-6 gnd
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title	Handbook of research on negotiation
title_auth	Handbook of research on negotiation
title_exact_search	Handbook of research on negotiation
title_full	Handbook of research on negotiation ed. by Mara Olekalns ...
title_fullStr	Handbook of research on negotiation ed. by Mara Olekalns ...
title_full_unstemmed	Handbook of research on negotiation ed. by Mara Olekalns ...
title_short	Handbook of research on negotiation
title_sort	handbook of research on negotiation
topic	Verhandlung (DE-588)4062875-9 gnd Forschung (DE-588)4017894-8 gnd Psychologie (DE-588)4047704-6 gnd
topic_facet	Verhandlung Forschung Psychologie Aufsatzsammlung
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Verfügbarkeit

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Inhaltsverzeichnis