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Negotiation as a Social Process
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Negotiation as a Social Process

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April 1995 | 360 pages | SAGE Publications, Inc
"This is a valuable book. It is a rare combination of appreciation and criticism; it is an eloquent statement of conceptual advocacy. Negotiation as a Social Process attempts the difficult task of the needed reform of a successful field and it does so by example as well as precept. . . . Kramer and Messick have done their research colleagues a great service; let us hope that they make the most of it." --Robert L. Kahn, Professor Emeritus, The University of Michigan "Negotiation as a Social Process puts the 'social' back in negotiation theory and research, where it belongs. Consisting of contributions by some of today's leading negotiation researchers, this volume is a direct response to the undue emphasis placed in recent years on the role of cognition in negotiation. Just as one needs two hands to clap (unless you are a Zen Buddhist), one needs two or more sides to negotiate. This excellent collection explicitly addresses the social and relational context in which negotiations invariably occur and, in doing so, returns the discussion to its proper place." --Jeff Rubin, Program on Negotiation, Harvard Law School In the past several years, negotiation and conflict management research has emerged as one of the most active and productive areas of research in organizational behavior. Although most research has focused on the cognitive aspects of negotiation, few address the impact of social processes and contexts on the negotiation process. Because negotiations always occur in the context of some preexisting social relationship between the negotiating parties, this neglect is unfortunate. Editors Rod Kramer and Dave Messick have brought together original theory and research from many of the leading scholars in this important and emerging area of negotiation research. Negotiation as a Social Process covers a wide range of topics, including the role of group identification and accountability on negotiator judgment and decision making, the importance of power-dependence relations on negotiation, intergroup bargaining, coalitional dynamics in bargaining, social influence processes in negotiation, cross-cultural perspectives on negotiation, and the impact of social relationships on negotiation. Scholars, students, and professionals in organization, management, and communication studies will find Negotiation as a Social Process an important and thought-provoking volume.

 
Introduction
Roderick M Kramer and David M Messick
Negotiation in its Social Context
Emerging Trends and Future Prospects

 
 
PART ONE: NEW THEORETICAL PERSPECTIVES
 
Negotiator Cognition in Social Contexts - Introduction
Leigh Thompson, Erika Peterson and Laura Kray
Social Context in Negotiation
An Information-Processing Perspective

 
Dean G Pruitt
Networks and Collective Scripts
Paying Attention to Structure in Bargaining Theory

 
Charles D Samuelson and David M Messick
Let's Make Some New Rules
Social Factors that Make Freedom Unattractive

 
J Richard Harrison and Max H Bazerman
Regression to the Mean, Expectation Inflation, and the Winner's Curse in Organizational Contexts
Roderick M Kramer
In Dubious Battle
Heightened Accountability, Dysphoric Cognition and Self-Defeating Bargaining Behavior

 
 
The Relational Contexts of Negotiation - Introduction
Jeffrey T Polzer, Elizabeth A Mannix and Margaret A Neale
Multi-Party Negotiation in its Social Context
Edward J Lawler and Jeongkoo Yoon
Power and Emotional Processes in Negotiations
A Social Exchange Approach

 
Leonard Greenhalgh and Deborah I Chapman
Joint Decision Making
The Inseparability of Relationships and Negotiation

 
Robert J Robinson
Toward the Conflict
A Research Agenda for Emerging Organizational Challenges

 
 
PART TWO: EXPERIMENTAL EXPLORATIONS
 
Experimental Explorations - Introduction
Michael W Morris, Damien L H Sim and Vittorio Girotto
Time of Decision, Ethical Obligation and Causal Illusion
Temporal Cues and Social Heuristics in the Prisoner's Dilemma

 
J Keith Murnighan and Madan M Pillutla
Fairness versus Self-Interest
Asymmetric Moral Imperatives in Ultimatum Bargaining

 
Richard Pl Larrick and Sally Blount
Social Context in Tacit Bargaining Games
Consequences for Perceptions of Affinity and Cooperative Behavior

 
Roderick M Kramer, Pri Pradhan-Shah and Stephanie L Woerner
Why Ultimatums Fail
Social Identity and Moralistic Aggression in Coercive Bargaining

 
Peter G Carnevale
Property, Culture and Negotiation

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