negotiation theory and research frontiers of social psychology

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Negotiation Theory And Research

Author : Leigh L. Thompson
ISBN : 9781135423520
Genre : Psychology
File Size : 78. 78 MB
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Negotiation is the most important skill anyone in the business world can have today, because people must continually negotiate their jobs, responsibilities, and opportunities. Yet very few people know strategies for maximizing their outcomes in everyday and in more formal business situations. This volume provides a comprehensive overview of this emerging topic through original contributions from leaders in social psychology and negotiation research. All topics covered are core to the understanding of the negotiation process and include: decision-making and judgment, emotion and negotiation, motivation, and game theory.

Computer Mediated Relationships And Trust Managerial And Organizational Effects

Author : Brennan, Linda L.
ISBN : 9781599044972
Genre : Computers
File Size : 42. 74 MB
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Examines trust in a third dimension. Considers how building trust is different for managers developing "virtual" relationships. Examines the way remote workers are managed; electronic commerce is used to sell products and services to unseen consumers; and how IT is relied on to interface with organizations, virtual or otherwise.

Intercultural Communication A Reader

Author : Larry A. Samovar
ISBN : 9781133169826
Genre : Performing Arts
File Size : 88. 24 MB
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INTERCULTURAL COMMUNICATION: A READER explores how communication values and styles can vary across cultures and communities, providing a thorough introduction to current theory while outlining practical strategies for more effective, culturally aware communication. INTERCULTURAL COMMUNICATION: A READER conveys the idea that successful intercultural communication is a matter of highest importance if humankind and society are to survive. This broad-based and highly engaging reader, compiled by the authors who defined the course, includes a balanced selection of articles--some commissioned solely for this text--that discusses the classic ideas that laid the groundwork for this field, as well as the latest research and ideas. Material is presented in a context that allows students to read, understand, and then apply course concepts to their lives. Important Notice: Media content referenced within the product description or the product text may not be available in the ebook version.

The Self

Author : Constantine Sedikides
ISBN : 9781136737114
Genre : Psychology
File Size : 72. 13 MB
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This volume provides a cutting-edge exposition to research on the self. Sixteen authoritative overviews highlight the role of the self around four themes.Throughout the volume, the exposition is both scholarly and accessible. It also offers critical assessments along with thoughtful discussions of challenges and problems ahead, as well as the generation of novel hypotheses. As such, the book aspires to influence the research agenda for several years to come.

The Psychology Of Negotiations In The 21st Century Workplace

Author : Barry Goldman
ISBN : 9780415871150
Genre : Business & Economics
File Size : 82. 45 MB
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In the 21st century workplace "litigation explosion" and its increasing costs and risk of lawsuit make negotiation - rather than litigation - an attractive alternative. This new volume with contributions from experts in psychology, management and other disciplines, bridges the gap between management and negotiation research.

Social Decision Making

Author : Roderick M. Kramer
ISBN : 9781135419189
Genre : Business & Economics
File Size : 68. 29 MB
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This book, in honor of David Messick, is about social decisions and the role cooperation plays in social life. Noted contributors who worked with Dave over the years will discuss their work in social judgment, decision making and ethics which was so important to Dave. The book offers a unique and valuable contribution to the fields of social psychology and organizational behavior. Ethical decision making, a central focus of this volume, is highly relevant to current scholarship and research in both disciplines. The volume will be suitable for graduate level courses in organizational behavior, social psychology, business ethics, and sociology.

Intergroup Conflicts And Their Resolution

Author : Daniel Bar-Tal
ISBN : 9781136847905
Genre : Mathematics
File Size : 83. 29 MB
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This book provides a framework that sheds an illuminating light into the psyche of people involved in macro-level destructive intergroup conflicts, involving societies and ethnic groups, that take place continuously in various parts of the globe. It focuses on the socio-psychological repertoire that evolves in these societies or groups and which plays a determinative role in its dynamics. Specifically, this repertoire influences the nature of social reality about the conflict that society members construct, the involvement with and mobilization of society members for the conflict, the sense of solidarity and unity they experience, the conformity expected from society members, the pressure exerted on leaders, and the direction of action taken by the leadership. In addition, the book describes the changes in the socio-psychological repertoire that are necessary to ignite the peace process. Finally, it elaborates on the nature and the processes of peace building, including conflict resolution and reconciliation. The proposed conception assumes that although each conflict has its unique context and characteristics, the socio-psychological foundations and dynamics are similar. It offers a holistic and comprehensive outlook on the dynamics that characterize each stage and aspect of intractable conflicts. Each chapter systematically elucidates a particular part of the cycle, describing the theoretical frameworks and concepts, as well as presenting empirical data that was accumulated. The volume is an important contribution for all those who study intergroup conflicts and want to understand their dynamics. In addition, the book will interest the many people attempting to settle conflicts peacefully and who need knowledge about the socio-psychological vectors that influence their course and resolution.

The Truth About Negotiations

Author : Leigh L. Thompson
ISBN : 0132704153
Genre : Business & Economics
File Size : 76. 20 MB
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“The 53 Truths provide incredible insight into the art and science of negotiating. This is a must read for sales professionals but is equally beneficial to all who wish to be better negotiators.” –CHRIS WEBER, Vice President, West Region Enterprise, Microsoft Corporation “Negotiation skills can and must be learned. In her new book, Leigh provides the framework. A must read for negotiators at all levels of ability.” –ANTHONY SANTIAGO, Vice President, Global Sourcing & Supplier Management, Bristol-Myers Squibb “A superbly presented summary of practical tools and techniques for negotiating in all types of situations, and creating win-win solutions that result in enduring business relationships. Provides substantiated evidence of what works successfully–and pitfalls to avoid–in the game of negotiation.” –RUSSELL D’SOUZA, International Credit Manager, Hallmark Cards, Inc. You can learn to be a world-class negotiator and get what you want! • The truth about how to prepare within one hour • The truth about negotiating with friends, colleagues, and spouses • The truth about the win-win litmus test This book reveals 53 PROVEN NEGOTIATION PRINCIPLES and bite-size, easy-to-use techniques that work.

The Science Of Social Influence

Author : Anthony R. Pratkanis
ISBN : 1841694266
Genre : Psychology
File Size : 85. 85 MB
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The contributions to this volume capture the thrill of current work on social influence, as well as providing a tutorial on the scientific and technical aspects of this research. The volume teaches the student to: Learn how to conduct lab, field and case research on social influence through example by leading researchers Find out about the latest discoveries including the status of research on social influence tactics, dissonance theory, conformity, and resistance to influence Discover how seemingly complex issues such as power, rumors, group and minority influence and norms can be investigated using the scientific method Apply knowledge to current influence campaigns to find out what works and what does not. The Science of Social Influence is the perfect core or complementary text for advanced undergraduate or graduate students in courses such as Attitudes and Attitude Change, Communications, Research Methods and, of course, Social Influence.

Personality And Social Behavior

Author : Frederick Thomas Rhodewalt
ISBN : 1841694509
Genre : Psychology
File Size : 76. 38 MB
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The study of the relationship between the person and the situation has had a long history in psychology. Many theories of personality are set on an interpersonal stage and many social phenomena are played out differently as the cast of characters change. At times the study of persons and situations has been contentious, however, recent interest in process models of personality and social interaction have focused on the ways people navigate, influence, and are influenced by their social worlds. Personality and Social Behavior contains a series of essays on topics where a transactional analysis of the person and situation has proved most fruitful. Contributions span the personality and social psychology spectrum and include such topics as new units in personality; neuroscience perspectives on interpersonal personality; social and interpersonal frameworks for understanding the self and self-esteem; and personality process analyses of romantic relationships, prejudice, health, and leadership. This volume provides essential reading for researchers with an interest in this core topic in social psychology and may also be used as a text on related upper-level courses.

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