eBook - ePub

The Handbook of Negotiation and Culture

Name: The Handbook of Negotiation and Culture
ISBN: 9780804766876

Michele J. Gelfand,

Jeanne M. Brett,

English
ePUB (mobile friendly)
Available on iOS & Android

eBook - ePub

The Handbook of Negotiation and Culture

Michele J. Gelfand,

Jeanne M. Brett,

About this book

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.

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Yes, you can access The Handbook of Negotiation and Culture by Michele J. Gelfand,Jeanne M. Brett in PDF and/or ePUB format, as well as other popular books in Personal Development & Workplace Culture. We have over one million books available in our catalogue for you to explore.