Advanced Introduction to Negotiation by Leigh Thompson (English) Paperback Book

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Providing a comprehensive overview of the key theories and concepts that have guided the field of negotiation for several decades, Leigh Thompson and Cynthia Wang demonstrate how collaborative multi-disciplinary research has enriched the study of negotiation.

FORMATPaperback LANGUAGEEnglish CONDITIONBrand New Publisher Description

Elgar Advanced Introductions are stimulating and thoughtful introductions to major fields in the social sciences, business and law, expertly written by the world's leading scholars. Designed to be accessible yet rigorous, they offer concise and lucid surveys of the substantive and policy issues associated with discrete subject areas.Providing a comprehensive overview of the key theories and concepts that have guided the field of negotiation for several decades, Leigh Thompson and Cynthia Wang demonstrate how collaborative multi-disciplinary research has enriched the study of negotiation.Key Features:Reviews the fundamental constructs, measures and terms that are widely used in research and teachingExamines how individual characteristics, situational contexts and ethical considerations of the negotiator influence negotiation processes and outcomesTraces the roots of modern negotiation research and theory back to its economic and psychological origins, and outlines how behavioural decision-making and social utility research has shaped the contemporary study of negotiationCross-disciplinary in scope, this incisive Advanced Introduction will be an invaluable tool for early career academics of psychology, sociology, economics, and communication studies interested in conducting research on and teaching negotiation. MBA students will also benefit from its accessible overview of the history, key constructs and latest findings related to negotiation.

Author Biography

Leigh Thompson, J. Jay Gerber Professor of Dispute Resolution and Organizations, Professor of Management and Organizations, Director of Kellogg Team and Group Research Center, Kellogg School of Management, Northwestern University and Cynthia S. Wang, Executive Director of the Dispute Resolution and Research Center and Clinical Professor of Management and Organizations, Kellogg School of Management, Northwestern University, US

Table of Contents

Contents: 1. A multi-disciplinary approach 2. Core concepts 3. Behavioral decision making and negotiation 4. Relationships and social utility 5. Emotion revolution 6. Gender 7. Individual differences 8. Ethics 9. Culture 10. Communication media References Index

Review

'. . . Covering topics such as gender and individual differences, emotions, social utility, ethics, culture, and communication media, this well-written, easy-to-read, Advanced Introduction provides a succinct summary of the research in the field. This book delivers a comprehensive overview and masterful integration of an entire academic discipline and is essential for graduate students, professors, and anyone interested in doing research in the field of negotiation.' -- L.B. Jabs, Choice'The book is a masterful integration of an entire scholarly discipline. Its integration of diverse literatures and disciplines, drawing on decades of research, represents a towering achievement.' -- Don Moore, University of California, Berkeley, US

Review Quote

'The book is a masterful integration of an entire scholarly discipline. Its integration of diverse literatures and disciplines, drawing on decades of research, represents a towering achievement.'

Details ISBN1789909139 Author Cynthia S. Wang Language English Year 2022 ISBN-10 1789909139 ISBN-13 9781789909135 Format Paperback Publisher Edward Elgar Publishing Ltd Imprint Edward Elgar Publishing Ltd Place of Publication Cheltenham Country of Publication United Kingdom Pages 192 Publication Date 2022-09-23 UK Release Date 2022-09-23 AU Release Date 2022-09-23 NZ Release Date 2022-09-23 Series Elgar Advanced Introductions series DEWEY 658.4052 Audience Tertiary & Higher Education We've got this

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