Handbook of Research on Negotiation, Hardcover by Olekalns, Mara (EDT); Adair...

Handbook of Research on Negotiation, Hardcover by Olekalns, Mara (EDT); Adair, Wendi L. (EDT), ISBN 1781005893, ISBN-13 9781781005897, Like New Used, Free shipping in the USIn this collection of nineteen essays, each article has a point, be it hostage negotiation, trade negotiation, or negotiating the progress of a community. Individual topics include negotiation techniques across a broad spectrum, including the effects on and of the individual negotiator, social-psychological processes, communication processes, and complex, multi-actor negotiations, including individual differences in negotiations; motivated cognition, shared cognition and identity; the demise of the "rational" negotiator; power, status, and influence in negotiation; trust; fairness and ethics; gender; dignity, face, and honor; managing uncertainty in multiparty negotiations; communications sequences; transitions, interruptions, and turning points; international trade; making peace; environmental disputes; crisis negotiations; and negotiation context levels. There is also a particularly interesting article on e-negotiations. This is intended for an undergraduate audience but has elements that would make this a good overall referenc. Annotation ©2014 Book News, Inc., Portland, OR ()