Edited by Mara Olekalns, Professor of Management (Negotiation), Melbourne Business School, Australia and Wendi L. Adair, Associate Professor of Organizational Psychology, University of Waterloo, Canada

• Contents:PART I: INTRODUCTION1. The Complexity of Negotiating: From the Individual to the Context, and What Lies BetweenMara Olekalns and Wendi L. AdairPART II: THE INDIVIDUAL NEGOTIATOR2. Individual Differences in NegotiationHilary Anger Elfenbein3. Motivated Cognition in NegotiationLukas Koning and Eric van Dijk4. Shared Cognition and Identity in NegotiationLeigh Anne Liu and Wei Cai5. The Demise of the ‘Rational’ Negotiator: Emotional Forces in Conflict and NegotiationGerben A. Van Kleef and Marwan SinaceurPART III: SOCIAL-PSYCHOLOGICAL PROCESSES6. Power, Status, and Influence in NegotiationJennifer R. Overbeck and Yoo Kyoung Kim7. Trust and NegotiationRoy J. Lewicki and Beth Polin8. Fairness and Ethics in Bargaining and NegotiationKristina A. Diekmann, Andrew T. Soderberg and Ann E. Tenbrunsel9. Gender and Negotiation: A Social Role AnalysisAlice F. Stuhlmacher and Eileen Linnabery10. Dignity, Face, and Honor Cultures: Implications for Negotiation and Conflict ManagementSoroush Aslani, Jimena Ramirez-Marin, Zhaleh Semnani-Azad, Jeanne M. Brett and Catherine Tinsley11. Managing Uncertainty in Multiparty NegotiationsHarris Sondak, Margaret A. Neale and Elizabeth A. MannixPART IV: COMMUNICATION PROCESSES12. Talking it Through: Communication Sequences in NegotiationWendi L. Adair and Jeffrey Loewenstein13. Punctuated Negotiations: Transitions, Interruptions, and Turning PointsDaniel Druckman and Mara Olekalns14. The Costs and Benefits of E-negotiationsRaymond Friedman and Liuba Y. Belkin PART V: COMPLEX NEGOTIATIONS15. International Trade NegotiationsLarry Crump16. Making Peace through NegotiationKristine Höglund and Daniel Druckman17. Environmental Disputes: Negotiating Over Risks, Values and the FutureBarbara Gray and Julia Wondolleck18. Crisis Negotiation: From Suicide to Terrorism InterventionSimon Wells, Paul J. Taylor and Ellen GiebelsPART VI: CONCLUSION19. Guiding New Directions in Negotiation Research: A Negotiation Context Levels FrameworkWendi L. Adair and Mara OlekalnsIndex

Edited by Mara Olekalns, Professor of Management (Negotiation), Melbourne Business School, Australia and Wendi L. Adair, Associate Professor of Organizational Psychology, University of Waterloo, Canada

• Contents:PART I: INTRODUCTION1. The Complexity of Negotiating: From the Individual to the Context, and What Lies BetweenMara Olekalns and Wendi L. AdairPART II: THE INDIVIDUAL NEGOTIATOR2. Individual Differences in NegotiationHilary Anger Elfenbein3. Motivated Cognition in NegotiationLukas Koning and Eric van Dijk4. Shared Cognition and Identity in NegotiationLeigh Anne Liu and Wei Cai5. The Demise of the ‘Rational’ Negotiator: Emotional Forces in Conflict and NegotiationGerben A. Van Kleef and Marwan SinaceurPART III: SOCIAL-PSYCHOLOGICAL PROCESSES6. Power, Status, and Influence in NegotiationJennifer R. Overbeck and Yoo Kyoung Kim7. Trust and NegotiationRoy J. Lewicki and Beth Polin8. Fairness and Ethics in Bargaining and NegotiationKristina A. Diekmann, Andrew T. Soderberg and Ann E. Tenbrunsel9. Gender and Negotiation: A Social Role AnalysisAlice F. Stuhlmacher and Eileen Linnabery10. Dignity, Face, and Honor Cultures: Implications for Negotiation and Conflict ManagementSoroush Aslani, Jimena Ramirez-Marin, Zhaleh Semnani-Azad, Jeanne M. Brett and Catherine Tinsley11. Managing Uncertainty in Multiparty NegotiationsHarris Sondak, Margaret A. Neale and Elizabeth A. MannixPART IV: COMMUNICATION PROCESSES12. Talking it Through: Communication Sequences in NegotiationWendi L. Adair and Jeffrey Loewenstein13. Punctuated Negotiations: Transitions, Interruptions, and Turning PointsDaniel Druckman and Mara Olekalns14. The Costs and Benefits of E-negotiationsRaymond Friedman and Liuba Y. Belkin PART V: COMPLEX NEGOTIATIONS15. International Trade NegotiationsLarry Crump16. Making Peace through NegotiationKristine Höglund and Daniel Druckman17. Environmental Disputes: Negotiating Over Risks, Values and the FutureBarbara Gray and Julia Wondolleck18. Crisis Negotiation: From Suicide to Terrorism InterventionSimon Wells, Paul J. Taylor and Ellen GiebelsPART VI: CONCLUSION19. Guiding New Directions in Negotiation Research: A Negotiation Context Levels FrameworkWendi L. Adair and Mara OlekalnsIndex

Edited by Mara Olekalns, Professor of Management (Negotiation), Melbourne Business School, Australia and Wendi L. Adair, Associate Professor of Organizational Psychology, University of Waterloo, Canada

• Contents:PART I: INTRODUCTION1. The Complexity of Negotiating: From the Individual to the Context, and What Lies BetweenMara Olekalns and Wendi L. AdairPART II: THE INDIVIDUAL NEGOTIATOR2. Individual Differences in NegotiationHilary Anger Elfenbein3. Motivated Cognition in NegotiationLukas Koning and Eric van Dijk4. Shared Cognition and Identity in NegotiationLeigh Anne Liu and Wei Cai5. The Demise of the ‘Rational’ Negotiator: Emotional Forces in Conflict and NegotiationGerben A. Van Kleef and Marwan SinaceurPART III: SOCIAL-PSYCHOLOGICAL PROCESSES6. Power, Status, and Influence in NegotiationJennifer R. Overbeck and Yoo Kyoung Kim7. Trust and NegotiationRoy J. Lewicki and Beth Polin8. Fairness and Ethics in Bargaining and NegotiationKristina A. Diekmann, Andrew T. Soderberg and Ann E. Tenbrunsel9. Gender and Negotiation: A Social Role AnalysisAlice F. Stuhlmacher and Eileen Linnabery10. Dignity, Face, and Honor Cultures: Implications for Negotiation and Conflict ManagementSoroush Aslani, Jimena Ramirez-Marin, Zhaleh Semnani-Azad, Jeanne M. Brett and Catherine Tinsley11. Managing Uncertainty in Multiparty NegotiationsHarris Sondak, Margaret A. Neale and Elizabeth A. MannixPART IV: COMMUNICATION PROCESSES12. Talking it Through: Communication Sequences in NegotiationWendi L. Adair and Jeffrey Loewenstein13. Punctuated Negotiations: Transitions, Interruptions, and Turning PointsDaniel Druckman and Mara Olekalns14. The Costs and Benefits of E-negotiationsRaymond Friedman and Liuba Y. Belkin PART V: COMPLEX NEGOTIATIONS15. International Trade NegotiationsLarry Crump16. Making Peace through NegotiationKristine Höglund and Daniel Druckman17. Environmental Disputes: Negotiating Over Risks, Values and the FutureBarbara Gray and Julia Wondolleck18. Crisis Negotiation: From Suicide to Terrorism InterventionSimon Wells, Paul J. Taylor and Ellen GiebelsPART VI: CONCLUSION19. Guiding New Directions in Negotiation Research: A Negotiation Context Levels FrameworkWendi L. Adair and Mara OlekalnsIndex