Hdbk of negotiation and culture

Zusatztext "The authors have succeeded in highlighting the myriad ways in which culture can affect how negotiators formulate their preferences, communicate about those preferences, and react to the deals they construct. As such, it is indeed a 'must read' for anyone who studies negotiation." Informationen zum Autor Michele J. Gelfand is Associate Professor of Psychology at the University of Maryland, College Park. Jeanne M. Brett is the DeWitt W. Buchanan, Jr., Distinguished Professor of Dispute Resolution and Organizations at the Kellogg School of Management, Northwestern University. Klappentext 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. > Zusammenfassung 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.

Product details

• Authors: m j brett Felfand
• Assisted by: Jeanne Brett (Editor), Jeanne M Brett (Editor), Jeanne M. Brett (Editor), Michele Gelfand (Editor), Michele J Gelfand (Editor), Michele J. Gelfand (Editor), Gelfand Michele (Editor)
• Publisher: External catalogues US
• Languages: English
• Product format: Hardback
• Released: 15.08.2004
• EAN: 9780804745864
• ISBN: 978-0-8047-4586-4
• Dimensions: 157 mm x 233 mm x 32 mm
• Series: Stanford Business Books (Hardc; Stanford Business Books (Hardc; Stanford Business Books
• Subjects: Guides > Law, job, finance; Social sciences, law, business > Business > Management; Internationale Wirtschaft, BUSINESS & ECONOMICS / Decision-Making & Problem Solving, BUSINESS & ECONOMICS / International / General, Geschäftsverhandlungen, BUSINESS & ECONOMICS / Negotiating, Business / Economics / Finance