The Psychology of Negotiations in the 21st Century Workplace

New Challenges and New Solutions
Herausgeber: Goldman, Barry M; Shapiro, Debra L

• Gebundenes Buch

Produktbeschreibung

This new volume, with contributions from experts in psychology, management, and other disciplines, bridges the gap between management and negotiation research.

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Produktdetails

• Verlag: Taylor & Francis
• Seitenzahl: 588
• Erscheinungstermin: 12. April 2012
• Englisch
• Abmessung: 231mm x 156mm x 2mm
• Gewicht: 923g
• ISBN-13: 9780415871150
• ISBN-10: 0415871158
• Artikelnr.: 33868920

Autorenporträt

Dr. Barry M. Goldman is an Associate Professor and the McCoy-Rogers Fellow at the University of Arizona where he has taught courses in negotiations, conflict management, human resource, and organizational behavior for MBA, doctoral students, and undergraduates for the past 10 years. Prior to that time, he was a practicing attorney. He has also taught negotiations at the Tuck School of Business at Dartmouth, the for numerous executive education programs in the United States and China. He is currently serving a five-year term as Chair-Elect of the Conflict Management Division of the Academy of Management. His research has been recognized with three "Best Paper" awards and as the 40th most cited author in the field of management in the most recent five-year period (Journal of Management, 2008). He was also named "Ascendent Scholar" by the Western Academy of Management. Presently, he serves on editorial boards of the Journal of Applied Psychology, Journal of Management, and Negotiation and Conflict Management Research. His research has appeared in The Wall Street Journal, Inc Magazine, and in the Dalai Lama's, The Art of Happiness at Work. Dr. Debra L. Shapiro is the Clarice Smith Professor of Management at the University of Maryland's Robert H. Smith School of Business and Associate Dean of Ph.D. Programs where she has taught negotiations, general management, cross-cultural management, and leadership courses for students in the undergraduate, MBA, and doctoral program; she is a recipient of the prestigious 2007 Krowe Teaching Award at the Smith School and a recipient of the "Best Paper Award" from the Academy of Management's Conflict Management Division in 1991, 1992, 1996, and 2007, and from the International Association for Conflict Management in 1999. Prior to joining the Smith School in 2003, Dr. Shapiro was the Willard J. Graham Distinguished Professor of Management at the University of North Carolina-Chapel Hill's Kenan-Flagler Business School where she served on the faculty 1986-2003 and taught general management and negotiation-courses and served as Associate Dean from 1998-2001. Dr. Shapiro is a past Chair of the Conflict Management Division of the Academy of Management (AOM) after serving in all executive board positions (starting with Representative-at-Large), past member of the AOM's Board of Governors (2002-2005), and past Associate Editor of The Academy of Management Journal (2005-2007). Additionally, Dr. Shapiro is senior editor of the book Managing Multinational Teams: Global Perspectives (published in 2005 by JAI/Elsevier Press) and author of over 65 refereed journal articles and book chapters, some of which have been among the handful selected for inclusion in the Worldwide Fortune Luminary Series (featuring world-renowned management thought-leaders such as Jack Welch, Tom Peters, Stephen Covey, Carly Fiorina, Rudy Giuliani, and others). 　

Inhaltsangabe

Series Foreword E. Salas Part 1: Introduction 1. Negotiation in the 21st
Century Workplace: New Challenges and New Solutions B.M. Goldman, D.L.
Shapiro Part 2: Negotiators as Fairness-Managers in the 21st Century 2. The
Effect of Perceived/Felt (In)Justice on Cooperativeness: Implications for
Negotiators as 'Justice-Enhancing Communicators' in an Era of Social
Networking D. Conlon, W. Ross 3. The Role of Process Fairness Authenticity
in Negotiations and Its Challenges for 21st Century Negiotiators K. Roloff
, J. Brockner, B. Wiesenfeld 4. The Effect of Perception on Judgements
about "Fair" Compensation: Implications for Negotiators as Price Justifiers
R. Pinkley 5. The Effects of 'Subjective Value' on Future Consequences:
Implications for Negotiation Strategies H. Anger Elfenbein, J.R. Curhan
Part 3: Negotiators as Emotion-Managers in the 21st Century 6. The Effect
of Moods and Discrete Emotions on Negotiator Behavior R. Cropanzo, W.J.
Becker, J. Feldman 7. Negotiating the Peace in the Face of Modern Distrust:
Dealing with Anger and Revenge in the 21st Century Workplace R.J. Bies, T.
Tripp 8. Once Fooled, Shame on You! Twice Fooled, Shame on Me! What
Deception Does to Deceivers and Victims: Implications for Negotiators in
Situations Where Ethicality in Unclear R.J. Lewicki, R. Hanke Part 4:
Negotiators as Social-Influence/ Group-Sensitive Managers in the 21st
Century 9. A Social Network Perspective on Negotiation D.J. Brass, G.
Labianca 10. How Cultural Sterotyping Influences Inter-Cultural Negotiation
C.H. Tinsley, N. Turan, L. Weingart, R. Dillon 11. Gender and Negotiation
M.P. Haselhuhn, L.J. Kray Part 5: Negotiators as Organizational-Managers in
the 21st Century 12. From Individual Competence to Organizational
Capability: Leveraging Insights from Organizational Learning to Improve
Negotiated Results in the 21st Century Enterprise J. Hughes, S. Enlow, J.
Siegel, J. Weiss 13. Great Deal, Terrible Contract: The Case for Negotiator
Involvement in the Contracting Phase D. Malhotra 14. The New World of
Negotiating: Interactions Mediated by Information Technology R. Agarwal, S.
Viswanathan, A. Animesh Part 6: Commentaries 15. Negotiating in a Brave New
World: Challenges and Opportunities for the Field of Negotiation Science
M. Gelfand, Y. Gal 16. Integrating Negotiation Research with Team Dynamics
L. Thompson, E. Richardson, B. Lucas 17. Future Directions for Negotiations
C. Tsay, M. Bazerman