Research Catalog

Title

Negotiation as a social process : new trends in theory and research / edited by Roderick M. Kramer, David M. Messick.

Publication

Thousand Oaks, Calif. : Sage Publications, [1995], ©1995.

Items in the Library & Off-site

Holdings

Details

Additional Authors

• Kramer, Roderick M. (Roderick Moreland), 1950-
• Messick, David M.

Description

xi, 348 pages; 24 cm

Subject

• Negotiation
• Negotiation > Social aspects

Bibliography (note)

• Includes bibliographical references and index.

Contents

• Pt. I. Negotiator Cognition in Social Contexts. 1. Social Context in Negotiation: An Information-Processing Perspective / Leigh Thompson, Erika Peterson and Laura Kray. 2. Networks and Collective Scripts: Paying Attention to Structure in Bargaining Theory / Dean G. Pruitt. 3. Let's Make Some New Rules: Social Factors That Make Freedom Unattractive / Charles D. Samuelson and David M. Messick. 4. Regression to the Mean, Expectation Inflation, and the Winner's Curse in Organizational Contexts / J. Richard Harrison and Max H. Bazerman. 5. In Dubious Battle: Heightened Accountability, Dysphoric Cognition, and Self-Defeating Bargaining Behavior / Roderick M. Kramer -- Pt. II. The Relational Contexts of Negotiation. 6. Multiparty Negotiation in Its Social Context / Jeffrey T. Polzer, Elizabeth A. Mannix and Margaret A. Neale. 7. Structural Power and Emotional Processes in Negotiation: A Social Exchange Approach / Edward J. Lawler and Jeongkoo Yoon.
• 8. Joint Decision Making: The Inseparability of Relationships and Negotiation / Leonard Greenhalgh and Deborah I. Chapman. 9. The Conflict-Competent Organization: A Research Agenda for Emerging Organizational Challenges / Robert J. Robinson -- Pt. III. Experimental Explorations. 10. Time of Decision, Ethical Obligation, and Causal Illusion: Temporal Cues and Social Heuristics in the Prisoner's Dilemma / Michael W. Morris, Damien L. H. Sim and Vittorio Girotto. 11. Fairness Versus Self-Interest: Asymmetric Moral Imperatives in Ultimatum Bargaining / J. Keith Murnighan and Madan M. Pillutla. 12. Social Context in Tacit Bargaining Games: Consequences for Perceptions of Affinity and Cooperative Behavior / Richard P. Larrick and Sally Blount. 13. Why Ultimatums Fail: Social Identity and Moralistic Aggression in Coercive Bargaining / Roderick M. Kramer, Pri Pradhan Shah and Stephanie L. Woerner. 14. Property, Culture, and Negotiation / Peter J. Carnevale.

ISBN

• 0803957378 (alk. paper)
• 0803957386 (pbk. : alk. paper)

LCCN

95005106

OCLC

• ocn395483556
• SCSB-3233213

Owning Institutions

Columbia University Libraries