《
michele j. gelfand
and jeanne m. brett
Contents
List of Tables and Figures ix
Foreword xi
Preface xv
part one. basic psychological processes
Introduction 3
1. The Evolution of Cognition and Biases in Negotiation Research:
An Examination of Cognition, Social Perception, Motivation, and
Emotion 7
Leigh Thompson, Margaret Neale, and Marwan Sinaceur
2. Cultural Differences and Cognitive Dynamics: Expanding the
Cognitive Perspective on Negotiation 45
Michael W. Morris and Michele J. Gelfand
3. I Laughed, I Cried, I Settled: The Role of Emotion in
Negotiation 71
Bruce Barry, Ingrid Smithey Fulmer, and Gerben A. Van Kleef
4. Culture and Emotions in Intercultural Negotiations:
An Overview 95
Rajesh Kumar
5. Motivation in Negotiation: A Social Psychological Analysis 114
Carsten K. W. De Dreu
part two. social processes
Introduction 139
6. Communication Processes in Negotiation: Frequencies,
Sequences, and Phases 143
Laurie R. Weingart and Mara Olekalns
7. Culture and Negotiation Processes 158
Wendi Lyn Adair and Jeanne M. Brett
8. Resolving Disputes Between Faceless Disputants: New Challenges
for Conflict Management Theory 177
Debra L. Shapiro and Carol T. Kulik
9. Culture and Conflict: Enlarging Our Dispute Resolution
Framework 193
Catherine H. Tinsley
part three. negotiation in context
Introduction 213
10. The “Dark Side” of Social Context: The Role of Intergroup
Paranoia in Intergroup Negotiations 219
Roderick M. Kramer
11. Cultural Structuring of the Social Context of Negotiation 238
Michele J. Gelfand and Deborah A. Cai
12. Contractual and Emergent Third-Party Intervention 258
Donald E. Conlon and Christopher J. Meyer
13. Adaptive Third Parties in the Cultural Milieu 280
Peter J. Carnevale, Yeow Siah Cha, Ching Wan, and Sam Fraidin
14. Justice and Negotiation 295
Tom Tyler and Steven L. Blader
15. Justice Across Cultures: A Three-Stage Model for Intercultural
Negotiation 313
Kwok Leung and Kwok-Kit Tong
16. What Do Communication Media Mean for Negotiators?
A Question of Social Awareness 334
Kathleen L. McGinn and Rachel Croson
---------------------------------------------