Coverart for item
The Resource Negotiation and groups, edited by Elizabeth A. Mannix, Margaret A. Neale, Jennifer R. Overbeck, (electronic book)

Negotiation and groups, edited by Elizabeth A. Mannix, Margaret A. Neale, Jennifer R. Overbeck, (electronic book)

Label
Negotiation and groups
Title
Negotiation and groups
Statement of responsibility
edited by Elizabeth A. Mannix, Margaret A. Neale, Jennifer R. Overbeck
Contributor
Subject
Language
eng
Summary
Negotiation is a process that permeates our everyday lives. From international conflicts to corporate mergers, from labor contracts to distribution agreements, and from one-time job offers to the day-to-day of relationships, negotiation is one of the most common ways to reach agreement on disputed issues and resources. Though negotiation is challenging in the simplest of circumstances, a group context can make it even more complex: groups negotiating with other groups may argue among themselves; factions and coalitions may develop, leading to side deals or the obstruction of deals in progress; the interests and preferences of all parties become much harder to identify, much less satisfy. In this fourteenth volume of the Research on Managing Groups and Teams series, nine chapters examine the particular challenges, opportunities, and dynamics that confront groups engaged in negotiation. The volume will be of particular interest to readers and scholars from management, psychology, sociology, communications, law, political science, and public policy
Member of
Cataloging source
UtOrBLW
Dewey number
658.4052
Illustrations
illustrations
Index
no index present
LC call number
HD58.6
LC item number
.N44 2011
Literary form
non fiction
Nature of contents
dictionaries
http://library.link/vocab/relatedWorkOrContributorDate
1960-
http://library.link/vocab/relatedWorkOrContributorName
  • Mannix, Elizabeth A.
  • Neale, Margaret Ann
  • Overbeck, Jennifer R
Series statement
Research on managing groups and teams
Series volume
14
http://library.link/vocab/subjectName
  • Negotiation in business
  • Teams in the workplace
Label
Negotiation and groups, edited by Elizabeth A. Mannix, Margaret A. Neale, Jennifer R. Overbeck, (electronic book)
Instantiates
Publication
Contents
ch. 1. When are teams an asset in negotiations and when are they a liability? / Taya R. Cohen, Leigh Thompson -- ch. 2. Physical distance in intragroup and intergroup negotiations : implications for negotiator judgment and behavior / Marlone D. Henderson, Robert B. Lount -- ch. 3. Building multiculturally shared mental models (MSMM) in multiparty negotiations : a three-stage process model / Wendi L. Adair, Leigh Anne Liu -- ch. 4. Games groups play : mental models in intergroup conflict and negotiation / Nir Halevy, Eileen Y. Chou, J. Keith Murnighan -- ch. 5. Status conflict in negotiation / Yeri Cho, Jennifer R. Overbeck, Peter J. Carnevale -- ch. 6. The impact of implicit negotiation beliefs on motivation and cognition in group negotiation / Michael P. Haselhuhn, Laura J. Kray -- ch. 7. Beyond valence : effects of group emotional tone on group negotiation behaviors and outcomes / Meagan K. Peters, Naomi B. Rothman, Gregory B. Northcraft -- ch. 8. Modeling group negotiation : three computational approaches that can inform behavioral sciences / Nazli Turan, Miroslav Dudik, Geoff Gordon, Laurie R. Weingart -- ch. 9. Negotiating within groups : a psychophysiological approach / Frank R. C. de Wit, Karen A. Jehn, Daan Scheepers -- Concluding remarks setting the scene : the calculus of agreement in group negotiation / Gregory B. Northcraft
Control code
bslw07612763
Dimensions
unknown
Extent
1 online resource (xiii, 259 p.)
Form of item
online
Isbn
9780857245601
Other physical details
ill.
Specific material designation
remote
Label
Negotiation and groups, edited by Elizabeth A. Mannix, Margaret A. Neale, Jennifer R. Overbeck, (electronic book)
Publication
Contents
ch. 1. When are teams an asset in negotiations and when are they a liability? / Taya R. Cohen, Leigh Thompson -- ch. 2. Physical distance in intragroup and intergroup negotiations : implications for negotiator judgment and behavior / Marlone D. Henderson, Robert B. Lount -- ch. 3. Building multiculturally shared mental models (MSMM) in multiparty negotiations : a three-stage process model / Wendi L. Adair, Leigh Anne Liu -- ch. 4. Games groups play : mental models in intergroup conflict and negotiation / Nir Halevy, Eileen Y. Chou, J. Keith Murnighan -- ch. 5. Status conflict in negotiation / Yeri Cho, Jennifer R. Overbeck, Peter J. Carnevale -- ch. 6. The impact of implicit negotiation beliefs on motivation and cognition in group negotiation / Michael P. Haselhuhn, Laura J. Kray -- ch. 7. Beyond valence : effects of group emotional tone on group negotiation behaviors and outcomes / Meagan K. Peters, Naomi B. Rothman, Gregory B. Northcraft -- ch. 8. Modeling group negotiation : three computational approaches that can inform behavioral sciences / Nazli Turan, Miroslav Dudik, Geoff Gordon, Laurie R. Weingart -- ch. 9. Negotiating within groups : a psychophysiological approach / Frank R. C. de Wit, Karen A. Jehn, Daan Scheepers -- Concluding remarks setting the scene : the calculus of agreement in group negotiation / Gregory B. Northcraft
Control code
bslw07612763
Dimensions
unknown
Extent
1 online resource (xiii, 259 p.)
Form of item
online
Isbn
9780857245601
Other physical details
ill.
Specific material designation
remote

Library Locations

Processing Feedback ...