The Handbook of Negotiation and Culture

Name: The Handbook of Negotiation and Culture
Brand: Stanford University Press
SKU: 9780804745864-V
Price: 20.49 EUR
Availability: OutOfStock
Rating: 5 (1 reviews)

By Brett, Jeanne M

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Description

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.

Product details

Edition:: illustrated
Number of Pages:: 480
Release Date:: 2004-07-28
Publication Date:: 2004-07-28
Publisher:: Stanford University Press
Languages:: Original: English
ISBN10:: 0804745862
ISBN13:: 9780804745864
Weight:: 767 g
Height:: 165 cm
Width:: 239 cm
Thickness:: 31 cm

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