The Handbook of Negotiation and Culture

The Handbook of Negotiation and Culture
Автор
 
Год
 
Страниц
 
458
ISBN
 
0804745862
Издатель
 
Currency
Категория
 
Новинки Менеджмента

Содержание:

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Описание:

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, questioning assumptions, expanding constructs, and identifying limits not apparent from working exclusively within one culture. The book is organized in three sections and pairs chapters on negotiation theory with chapters on culture. The first part emphasizes psychological processes?cognition, motivation, and emotion. Part II examines the negotiation process. The third part...

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