Download E-books The Handbook of Negotiation and Culture (Stanford Business Books (Hardcover)) PDF

By Michele Gelfand, Jeanne Brett

In the worldwide market, negotiation often occurs throughout cultural limitations, but negotiation idea has frequently been grounded in Western tradition. This e-book, which gives an in-depth assessment of the sector of negotiation conception, expands present pondering to incorporate cross-cultural views. The contents of the booklet mirror the range of negotiation—research-negotiator cognition, motivation, emotion, communique, energy and disputing, intergroup relationships, 3rd events, justice, expertise, and social dilemmas—and offers new perception into negotiation conception, wondering assumptions, increasing constructs, and choosing limits now not obvious from operating completely inside of one culture.

The e-book is equipped in 3 sections and pairs chapters on negotiation idea 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 topics of the ebook to demonstrate how students and practitioners can capitalize at the synergy among tradition and negotiation research.

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