The Handbook of Negotiation and Culture PDF
By:Michele J. Gelfand,Jeanne M. Brett
Published on 2004 by Stanford University Press
In the global marketplace, negotiation frequently takes place across cultural boundaries, yet negotiation theory has traditionally been grounded in Western culture. This book, which provides an in-depth review of the field of negotiation theory, expands current thinking to include cross-cultural perspectives. The contents of the book reflect the diversity of negotiation—research-negotiator cognition, motivation, emotion, communication, power and disputing, intergroup relationships, third parties, justice, technology, and social dilemmas—and provides new insight into negotiation theory, questioning assumptions, expanding constructs, and identifying limits not apparent from working exclusively within one culture. The book is organized in three sections and pairs chapters on negotiation theory with chapters on culture. The first part emphasizes psychological processes—cognition, motivation, and emotion. Part II examines the negotiation process. The third part emphasizes the social context of negotiation. A final chapter synthesizes the main themes of the book to illustrate how scholars and practitioners can capitalize on the synergy between culture and negotiation research.
This Book was ranked at 23 by Google Books for keyword Negotiation.
Book ID of The Handbook of Negotiation and Culture's Books is xsOfOIzoZigC, Book which was written byMichele J. Gelfand,Jeanne M. Bretthave ETAG "2wsnpcxd5v4"
Book which was published by Stanford University Press since 2004 have ISBNs, ISBN 13 Code is 9780804745864 and ISBN 10 Code is 0804745862
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Book which have "458 Pages" is Printed at BOOK under CategoryBusiness and Economics
Book was written in en
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