Negotiation Theory and Research
Bibliographic Data
| ID | 19948260 |
|---|---|
| Authors | Leigh Thompson (0000-0001-6593-550X, Federal Agency for Scientific Organizations, corresponding author) |
| Editors | Leigh L Thompson |
| Year | 2006 |
| Pages | 237 |
| Publication date | 2006-01-13 |
| Open Access | No |
| Type | BOOK |
| Venue | Negotiation Theory and Research (SOURCE_BOOK) |
| Publisher | Psychology Press (PUBLISHER) |
| DOI | 10.4324/9780203943243 |
| OpenAlex | W1894408484 |
| Open Library | OL29285967M |
| ISBN | 9780203943243 |
| Language | EN |
| Citations received | 27 |
Negotiation is the most important skill anyone in the business world can have today, because people must continually negotiate their jobs, responsibilities, and opportunities. Yet very few people know strategies for maximizing their outcomes in everyday and in more formal business situations. This volume provides a comprehensive overview of this emerging topic through original contributions from leaders in social psychology and negotiation research. All topics covered are core to the understanding of the negotiation process and include: decision-making and judgment, emotion and negotiation, motivation, and game theory
Negotiation · Political science · Social science · Sociology · Conflict Management and Negotiation · Family Business Performance and Succession
Human Capital in Court
How Analogue Research Can Advance Descriptive Evaluation Theory
Entrepreneurs’ negotiation behavior
How to dissolve fixed-pie bias in negotiation? Social antecedents and the mediating effect of mental-model adjustment
Are men better negotiators everywhere? A meta‐analysis of how gender differences in negotiation performance vary across cultures
One step ahead in the game
Easing the conscience
Negotiating housing insecurity
The role of agents in fraudulent activities
Effects of Active Listening, Reformulation, and Imitation on Mediator Success
Who goes to the bargaining table? The influence of gender and framing on the initiation of negotiation
Perspective taking as a means to overcome motivational barriers in negotiations
Suspending judgment to create value
Choosing the best means to an end
Regulatory focus and interdependent economic decision-making
The Positive Side of Negative Emotion
Effective Negotiation
Effective Negotiation
Bringing People to the Table in New Ventures
New Perspectives on Issue Analysis—One-Sided Preferences as a Strategic Source in Multi-Issue Negotiations
Before the first move
Integrating Rights- and Dialogue-Based Approaches to Business–Community Negotiations in Complex Environments
Nine Degrees of Uncertainty in Negotiations
Lost in Translation
International Negotiation
Are integrative or distributive outcomes more satisfactory? The effects of interest‐based versus value‐based issues on negotiator satisfaction
Bridging Social Capital and Individual Earnings
| Unique citing works | 27 |
|---|---|
| Citations per year | 1,42 |
| Citation span | 2007 - 2026 (20) |
| Citation velocity | current |
| Highly cited | No |
| Citation types | Neutral: 11 |