Handbook of Negotiation and Culture

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.

"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 andculture. It provides an excellent overview of research findings, encouragesnew 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

• Table of Contents for The Handbook of Negotiation and Culture List of Tables and FiguresA ix ForewordA A A A A A A A A A A A A A xi PrefaceA A A A A A A A A A A A A A A A A A xv part one.A A A A A A A A A A basic psychological processes IntroductionA A A A A A A A A 3 1. The Evolution of Cognition and Biases in Negotiation Research: An Examination of Cognition, Social Perception, Motivation, and EmotionA A A A A A A A A A A A A A A 7 Leigh Thompson, Margaret Neale, and Marwan Sinaceur 2. Cultural Differences and Cognitive Dynamics: Expanding the Cognitive Perspective on NegotiationA A A A A A A A A A A A 45 Michael W. Morris and Michele J. Gelfand 3. I Laughed, I Cried, I Settled: The Role of Emotion in NegotiationA A A A A A A A A A 71 Bruce Barry, Ingrid Smithey Fulmer, and Gerben A. Van Kleef 4. Culture and Emotions in Intercultural Negotiations: An OverviewA A A A A A A 95 Rajesh Kumar 5. Motivation in Negotiation: A Social Psychological AnalysisA A A A A A A A A A A A A A A A A 114 Carsten K. W. De Dreu part two.A A A A A A A A social processes IntroductionA A A A A A A A A 139 6. Communication Processes in Negotiation: Frequencies, Sequences, and PhasesA A A A A 143 Laurie R. Weingart and Mara Olekalns 7. Culture and Negotiation ProcessesA A A A A A A A A A A A A 158 Wendi Lyn Adair and Jeanne M. Brett 8. Resolving Disputes Between Faceless Disputants: New Challenges for Conflict Management TheoryA A A A A A A A A 177 Debra L. Shapiro and Carol T. Kulik 9. Culture and Conflict: Enlarging Our Dispute Resolution FrameworkA A A A A A A A A A A A 193 Catherine H. Tinsley part three.A A A A A negotiation in context IntroductionA A A A A A A A A 213 10. The "Dark Side" of Social Context: The Role of Intergroup Paranoia in Intergroup NegotiationsA A 219 Roderick M. Kramer 11. Cultural Structuring of the Social Context of NegotiationA A A A A A 238 Michele J. Gelfand and Deborah A. Cai 12. Contractual and Emergent Third-Party InterventionA A A A A A A A A A A A A A A 258 Donald E. Conlon and Christopher J. Meyer 13. Adaptive Third Parties in the Cultural MilieuA A A A A A A A A A 280 Peter J. Carnevale, Yeow Siah Cha, Ching Wan, and Sam Fraidin 14. Justice and NegotiationA A A A A A A A A A A A A A A 295 Tom Tyler and Steven L. Blader 15. Justice Across Cultures: A Three-Stage Model for Intercultural NegotiationA A A 313 Kwok Leung and Kwok-Kit Tong 16. What Do Communication Media Mean for Negotiators? A Question of Social AwarenessA A A A A 334 Kathleen L. McGinn and Rachel Croson 17. At the Crossroads of Culture and Technology: Social Influence and Information-Sharing Processes During NegotiationA A A A A A 350 Zoe I. Barsness and Anita D. Bhappu 18. Conflicting Interests in Social Life: Understanding Social Dilemma DynamicsA A 374 J. Mark Weber and David M. Messick 19. Cross-Cultural Perspectives on Cooperation in Social DilemmasA A A A A A A A A A A A A A 395 Jeanne Brett and Shirli Kopelman part four.A A A A A A A epilogue 20. Integrating Negotiation and Culture ResearchA A A A A A A A 415 Michele J. Gelfand and Jeanne M. Brett ContributorsA A A A A A A A 429 Author IndexA A A A A A A 435 Subject IndexA A A A A A A 451