Advanced Introduction to Negotiation

Leigh Thompson, Cynthia S. Wang (Autoren)

Buch | Hardcover

192 Seiten

2022
Edward Elgar Publishing Ltd (Verlag)
978-1-78990-911-1 (ISBN)

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Elgar Advanced Introductions are stimulating and thoughtful introductions to major fields in the social sciences, business and law, expertly written by the world’s leading scholars. Designed to be accessible yet rigorous, they offer concise and lucid surveys of the substantive and policy issues associated with discrete subject areas.

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.

Key Features:

Reviews the fundamental constructs, measures and terms that are widely used in research and teaching

Examines how individual characteristics, situational contexts and ethical considerations of the negotiator influence negotiation processes and outcomes

Traces the roots of modern negotiation research and theory back to its economic and psychological origins, and outlines how behavioural decision-making and social utility research has shaped the contemporary study of negotiation

Cross-disciplinary in scope, this incisive Advanced Introduction will be an invaluable tool for early career academics of psychology, sociology, economics, and communication studies interested in conducting research on and teaching negotiation. MBA students will also benefit from its accessible overview of the history, key constructs and latest findings related to negotiation.

Leigh Thompson, J. Jay Gerber Professor of Dispute Resolution and Organizations, Professor of Management and Organizations, Director of Kellogg Team and Group Research Center, Kellogg School of Management, Northwestern University and Cynthia S. Wang, Executive Director of the Dispute Resolution and Research Center and Clinical Professor of Management and Organizations, Kellogg School of Management, Northwestern University, US

Contents: 1. A multi-disciplinary approach 2. Core concepts 3. Behavioral decision making and negotiation 4. Relationships and social utility 5. Emotion revolution 6. Gender 7. Individual differences 8. Ethics 9. Culture 10. Communication media References Index

Erscheinungsdatum	16.09.2022
Reihe/Serie	Elgar Advanced Introductions series
Verlagsort	Cheltenham
Sprache	englisch
Maße	138 x 216 mm
Themenwelt	Wirtschaft ► Betriebswirtschaft / Management ► Planung / Organisation
Themenwelt	Wirtschaft ► Betriebswirtschaft / Management ► Unternehmensführung / Management
ISBN-10	1-78990-911-2 / 1789909112
ISBN-13	978-1-78990-911-1 / 9781789909111
Zustand	Neuware