Negotiation as a Social Process

Edited by:

Roderick M. Kramer - Stanford University, Center for the Study of Families and Youth, Stanford University, USA
David Messick

Other Titles in:
Negotiation and Conflict Resolution

May 1995 | 360 pages | SAGE Publications, Inc

Description
Contents

While most studies in negotiation and conflict management have focused on cognitive aspects, few have addressed the impact of social processes and contexts on the negotiation process. Addressing this need, Roderick M Kramer and David M Messick have brought together original theory and research from leading scholars in this emerging field.

A wide range of topics is covered including: the role of group identification and accountability on negotiator judgement and decision making; the importance of power-dependence relations on negotiation; intergroup bargaining; coalitional dynamics in bargaining; social influence processes in negotiation; cross-cultural perspectives of negotiation; and the impact of social relationships on negotiation.

Introduction

Roderick M Kramer and David M Messick

Negotiation in its Social Context

Emerging Trends and Future Prospects

PART ONE: NEW THEORETICAL PERSPECTIVES

Negotiator Cognition in Social Contexts - Introduction

Leigh Thompson, Erika Peterson and Laura Kray

Social Context in Negotiation

An Information-Processing Perspective

Dean G Pruitt

Networks and Collective Scripts

Paying Attention to Structure in Bargaining Theory

Charles D Samuelson and David M Messick

Let's Make Some New Rules

Social Factors that Make Freedom Unattractive

J Richard Harrison and Max H Bazerman

Regression to the Mean, Expectation Inflation, and the Winner's Curse in Organizational Contexts

Roderick M Kramer

In Dubious Battle

Heightened Accountability, Dysphoric Cognition and Self-Defeating Bargaining Behavior

The Relational Contexts of Negotiation - Introduction

Jeffrey T Polzer, Elizabeth A Mannix and Margaret A Neale

Multi-Party Negotiation in its Social Context

Edward J Lawler and Jeongkoo Yoon

Power and Emotional Processes in Negotiations

A Social Exchange Approach

Leonard Greenhalgh and Deborah I Chapman

Joint Decision Making

The Inseparability of Relationships and Negotiation

Robert J Robinson

Toward the Conflict

A Research Agenda for Emerging Organizational Challenges

PART TWO: EXPERIMENTAL EXPLORATIONS

Experimental Explorations - Introduction

Michael W Morris, Damien L H Sim and Vittorio Girotto

Time of Decision, Ethical Obligation and Causal Illusion

Temporal Cues and Social Heuristics in the Prisoner's Dilemma

J Keith Murnighan and Madan M Pillutla

Fairness versus Self-Interest

Asymmetric Moral Imperatives in Ultimatum Bargaining

Richard Pl Larrick and Sally Blount

Social Context in Tacit Bargaining Games

Consequences for Perceptions of Affinity and Cooperative Behavior

Roderick M Kramer, Pri Pradhan-Shah and Stephanie L Woerner

Why Ultimatums Fail

Social Identity and Moralistic Aggression in Coercive Bargaining

Peter G Carnevale

Property, Culture and Negotiation

You are here

Negotiation as a Social Process

For instructors

Select a Purchasing Option

Order from: