In the global marketplace, negotiation frequently takes place across cultural boundaries, yet negotiation theory has traditionally been grounded in Western culture. This book, which provides an in-depth review of the field of negotiation theory, expands current thinking to include cross-cultural perspectives. The contents of the book reflect the diversity of negotiation--research-negotiator cognition, motivation, emotion, communication, power and disputing, intergroup relationships, third parties, justice, technology, and social dilemmas--and provides new insight into negotiation theory,...
In the global marketplace, negotiation frequently takes place across cultural boundaries, yet negotiation theory has traditionally been grounded in We...
This edited volume is derived from a conference held in honour of Charles Hulin's contribution to the psychology of work. His research has carefully developed and tested theory related to job satisfaction, withdrawal from work, and sexual harassment. Edited by Hulin's students, The Psychology of Work discusses research in job satisfaction. This research shows that job satisfaction plays an essential role in theories of organizational behaviour. Formal models are used such as item response theory, structural equation modelling, and computational models. This volume should be of interest to...
This edited volume is derived from a conference held in honour of Charles Hulin's contribution to the psychology of work. His research has carefully d...
This edited volume is derived from a conference held in honor of Charles Hulin's contribution to the psychology of work. His research has carefully developed and tested theory related to job satisfaction, withdrawal from work, and sexual harassment. Edited by Hulin's students, The Psychology of Work discusses research in job satisfaction. This research shows that job satisfaction plays an essential role in theories of organizational behavior. Formal models are used, such as item response theory, structural equation modeling, and computational models. Three general and consistent themes in...
This edited volume is derived from a conference held in honor of Charles Hulin's contribution to the psychology of work. His research has carefully de...
A framework for anticipating and managing cultural differences at the negotiating table
In today's global environment, negotiators who understand cultural differences and negotiation fundamentals have a decided advantage at the bargaining table. This thoroughly revised and updated edition of Negotiating Globally explains how culture affects negotiators' assumptions about when and how to negotiate, their interests and priorities, and their strategies. It explains how confrontation, motivation, influence, and information strategies shift due to culture. It provides strategic...
A framework for anticipating and managing cultural differences at the negotiating table
In today's global environment, negotiators who under...
Stephen B. Goldberg Jeanne M. Brett Beatrice Blohorn-Brenneur
From the leading authors in mediation and dispute resolution comes this new psychology-based work on the nuts and bolts of mediation. Using the behavioral theories of interests, rights, and power, Goldberg, Brett, and Brenneur explain what mediators do, what makes for a successful mediator, and how best to structure a mediation-essentially the role of the mediator and the disputing parties at each step of the process. Also included is an essential chapter on the relationship between mediation and the law by Nancy Rogers, one of the foremost U.S. authorities on the topic.
From the leading authors in mediation and dispute resolution comes this new psychology-based work on the nuts and bolts of mediation. Using the behavi...
