Negotiation theory and research
Negotiation : overview of theory and research / Leigh L. Thompson -- Bounded awareness : focusing failures in negotiation / Max H. Bazerman and Dolly Chugh -- Social cognition, attribution, and perception in negotiation : the role of uncertainty in shaping negotiation processes and outcomes / Margar...
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| Format: | UnknownFormat |
| Sprache: | eng |
| Veröffentlicht: |
New York u.a.
Psychology Press
2006
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| Schriftenreihe: | Frontiers of social psychology
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| Schlagworte: | |
| Online Zugang: | Verlagsangaben Inhaltsverzeichnis |
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Tag hinzufügen | Zusammenfassung: | Negotiation : overview of theory and research / Leigh L. Thompson -- Bounded awareness : focusing failures in negotiation / Max H. Bazerman and Dolly Chugh -- Social cognition, attribution, and perception in negotiation : the role of uncertainty in shaping negotiation processes and outcomes / Margaret A. Neale and Alison R. Fragale -- Motive : the negotiator's raison d'être / Peter J. Carnevale and Carsten K.W. De Dreu -- Learning to negotiate : novice and experienced negotiators / Jeffrey Loewenstein and Leigh L. Thompson -- Bargaining with feeling : emotionality in and around negotiation / Bruce Barry, Ingrid Smithey Fulmer, and Nathan Goates -- Relationships and negotiations in context / Kathleen L. McGinn -- Negotiation, information technology, and the problem of the faceless other / Janice Nadler and Donna Shestowsky -- A cultural analysis of the underlying assumptions of negotiation theory / Jeanne M. Brett and Michele J. Gelfand -- Gender in negotiations : a motivated social cognitive analysis / Laura Kray and Linda Babcock |
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| Beschreibung: | Literaturangaben |
| Beschreibung: | XI, 237 S. graph. Darst. |
| ISBN: | 1841694169 1-84169-416-9 9781841694160 978-1-84169-416-0 |