Chapter 1: Negotiation: Overview of Theory and
Research. Leigh Thompson. Chapter 2: Bounded Awareness: Focusing
Failures in Negotiation.
Max Bazerman & Dolly Chugh . Chapter 3: Social
Cognition, Attribution, and Perception in Negotiation: The Role of
Uncertainty in Shaping Negotiation Processes and Outcomes. Maggie
A. Neale &Alison R. Fragale . Chapter 4:
Motive: The Negotiator's Raison d'être. Peter J. Carnevale &
Carsten K.W. DeDreu. Chapter 5: Learning to
Negotiate: Novice and Experienced Negotiators. Jeffrey Loewenstein
& LeighThompson. Chapter 6: Bargaining with
Feeling: Emotionality In and Around Negotiation. Bruce Barry,Ingrid
Smithey Fulmer, & Nathan Goates . Chapter
7:Friends, Lovers, Colleagues, Strangers Redux:
Relationships and Negotiations in Context. KathleenL.McGinn .
Chapter 8: Negotiation, Information Technology,
and the Problem of the Faceless Other. Janice Nadler & Donna
Shestowsky. Chapter 9: A Cultural Analysis of the
Underlying Assumptions of Negotiation Theory. Jeanne M. Brett &
Michele Gelfand. Chapter 10: Gender in
Negotiations: A Motivated Social Cognitive Analysis. Laura Kray &
Linda Babcock
"Thompson has assembled the leading minds in the field to report on
the state of the art. The chapters go beyond past reviews by
incorporating new empirical findings, challenging received
assumptions, and introducing fresh frameworks. As a whole, this
collection highlights the evolving currents in this field. A
must-read for negotiation researchers and anyone who wants to
understand the complexities of human behavior in conflict
resolution." - Michael W. Morris Graduate School of Business,
Columbia University
"Leigh Thompson's Negotiation Theory and Research is a brilliant
compilation of major conceptual and empirical progress in
negotiation theory in recent years. With her usual eye for great
research and flair for bringing together the best and brightest
minds in contemporary negotiation research, Thompson has created
what undoubtedly will be the standard reference work and essential
reading for scholars who wish to remain on top of this important
and thriving research area." - Roderick M. Kramer, William R.
Kimball Professor of Organizational Behavior, Stanford Business
School
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