Advanced Introduction to Negotiation
Series: Elgar Advanced Introductions series;
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9 292 Ft
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Estimated delivery time: In stock at the publisher, but not at Prospero's office. Delivery time approx. 3-5 weeks.
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Product details:
- Publisher Edward Elgar Publishing
- Date of Publication 23 September 2022
- ISBN 9781789909135
- Binding Paperback
- No. of pages192 pages
- Size 216x138 mm
- Weight 242 g
- Language English 298
Categories
Short description:
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.
MoreLong 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 teaching
- Examines how individual characteristics, situational contexts and ethical considerations of the negotiator influence negotiation processes and outcomes
- Traces 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 negotiation
Cross-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.
‘This textbook more than fulfilled my expectations, and I would not hesitate to assign it as required reading for a graduate-level course on negotiation. This book might also be of use to early career academics looking for an overview of the historical evolution of the negotiation research literature.’
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
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