The Handbook of Negotiation and Culture / Edition 1

by Michele J. Gelfand, Jeanne M. Brett

Overview

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 emphasizes the social context of negotiation. A final chapter synthesizes the main themes of the book to illustrate how scholars and practitioners can capitalize on the synergy between culture and negotiation research.

Product Details

ISBN-13:	9780804745864
Publisher:	Stanford University Press
Publication date:	07/28/2004
Series:	Stanford Business Books (Hardcover)
Edition description:	1
Pages:	480
Product dimensions:	6.00(w) x 9.00(h) x (d)

About the Author

Michele J. Gelfand is Associate Professor of Psychology at the University of Maryland, College Park. Jeanne M. Brett is the DeWitt W. Buchanan, Jr., Distinguished Professor of Dispute Resolution and Organizations at the Kellogg School of Management, Northwestern University.

Table of Contents

	List of Tables and Figures	ix
	Foreword	xi
	Preface	xv
Part 1.	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
2.	Cultural Differences and Cognitive Dynamics: Expanding the Cognitive Perspective on Negotiation	45
3.	I Laughed, I Cried, I Settled: The Role of Emotion in Negotiation	71
4.	Culture and Emotions in Intercultural Negotiations: An Overview	95
5.	Motivation in Negotiation: A Social Psychological Analysis	114
Part 2.	Social Processes
	Introduction	139
6.	Communication Processes in Negotiation: Frequencies, Sequences, and Phases	143
7.	Culture and Negotiation Processes	158
8.	Resolving Disputes Between Faceless Disputants: New Challenges for Conflict Management Theory	177
9.	Culture and Conflict: Enlarging Our Dispute Resolution Framework	193
Part 3.	Negotiation in Context
	Introduction	213
10.	The "Dark Side" of Social Context: The Role of Intergroup Paranoia in Intergroup Negotiations	219
11.	Cultural Structuring of the Social Context of Negotiation	238
12.	Contractual and Emergent Third-Party Intervention	258
13.	Adaptive Third Parties in the Cultural Milieu	280
14.	Justice and Negotiation	295
15.	Justice Across Cultures: A Three-Stage Model for Intercultural Negotiation	313
16.	What Do Communication Media Mean for Negotiators? A Question of Social Awareness	334
17.	At the Crossroads of Culture and Technology: Social Influence and Information-Sharing Processes During Negotiation	350
18.	Conflicting Interests in Social Life: Understanding Social Dilemma Dynamics	374
19.	Cross-Cultural Perspectives on Cooperation in Social Dilemmas	395
Part 4.	Epilogue
20.	Integrating Negotiation and Culture Research	415
	Contributors	429
	Author Index	435
	Subject Index	449

Editorial Reviews

"The Handbook of Negotiation and Culture, edited by two of the foremost authorities on the topic, represents an important contribution to the literature. All negotiation researchers should explore the contents of this volume. Cultural researchers will want to study the details carefully." —Max H. Bazerman, Harvard Business School

"This book makes an important contribution to researchers of negotiation and culture. It provides an excellent overview of research findings, encourages new avenues for research, and is just plain exciting and thought-provoking."—Lisa A. Barron, University of California, Irvine

"The Handbook of Negotiation and Culture: Theoretical Advances and Cross-cultural Perspectives is an excellent compilation of theory, reviews and commentary on culture and negotiation. This book will be a 'must' for negotiation researchers and sophisticated practitioners."—Roy Lewicki, Fisher College of Business, The Ohio State University

"Two of the best informed academics at the interface of culture and negotiation select the savviest thinkers in the social psychology of negotiation. Each of these scholars is focused upon a key area in the negotiation process and asked to analyze the primary issues in their domain of expertise. Voila! The state-of-the-art is now in print. Negotiate it into your hands."—Michael H. Bond, Department of Psychology, The Chinese University of Hong Kong

"The authors have succeeded in highlighting the myriad ways in which culture can affect how negotiators formulate their preferences, communicate about those preferences, and react to the deals they construct. As such, it is indeed a 'must read' for anyone who studies negotiation."—Administrative Science Quarterly

From the Publisher

"The Handbook of Negotiation and Culture: Theoretical Advances and Cross-cultural Perspectives is an excellent compilation of theory, reviews and commentary on culture and negotiation. This book will be a 'must' for negotiation researchers and sophisticated practitioners."

The Ohio State University - Roy Lewicki

"This book makes an important contribution to researchers of negotiation andculture. It provides an excellent overview of research findings, encouragesnew avenues for research, and is just plain exciting and thought-provoking."

Universityof California, Irvine - Lisa A. Barron

"The authors have succeeded in highlighting the myriad ways in which culture can affect how negotiators formulate their preferences, communicate about those preferences, and react to the deals they construct. As such, it is indeed a 'must read' for anyone who studies negotiation."

Administrative Science Quarterly

"Two of the best informed academics at the interface of culture and negotiation select the savviest thinkers in the social psychology of negotiation. Each of these scholars is focused upon a key area in the negotiation process and asked to analyze the primary issues in their domain of expertise. Voila! The state-of-the-art is now in print. Negotiate it into your hands."

The Chinese Universityof Hong Kong - Michael H. Bond