The Handbook of Negotiation and Culture (Stanford Business by Michele Gelfand,Jeanne Brett PDF

By Michele Gelfand,Jeanne Brett

In the worldwide industry, negotiation usually occurs throughout cultural limitations, but negotiation idea has routinely been grounded in Western tradition. This ebook, which supplies an in-depth evaluation of the sector of negotiation idea, expands present pondering to incorporate cross-cultural views. The contents of the ebook mirror the range of negotiation—research-negotiator cognition, motivation, emotion, verbal exchange, strength and disputing, intergroup relationships, 3rd events, justice, know-how, and social dilemmas—and presents new perception into negotiation idea, wondering assumptions, increasing constructs, and picking out limits no longer obvious from operating completely inside of one culture.

The ebook is geared up in 3 sections and pairs chapters on negotiation conception with chapters on tradition. the 1st half emphasizes mental processes—cognition, motivation, and emotion. half II examines the negotiation strategy. The 3rd half emphasizes the social context of negotiation. a last bankruptcy synthesizes the most subject matters of the booklet to demonstrate how students and practitioners can capitalize at the synergy among tradition and negotiation research.

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The Handbook of Negotiation and Culture (Stanford Business Books (Hardcover)) by Michele Gelfand,Jeanne Brett


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