negotiation theory and research frontiers of social psychology

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Negotiation Theory And Research

Author : Leigh L. Thompson
ISBN : 9781135423513
Genre : Psychology
File Size : 54. 48 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.

The Self

Author : Constantine Sedikides
ISBN : 9781136737114
Genre : Psychology
File Size : 57. 65 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.

Intercultural Communication A Reader

Author : Larry A. Samovar
ISBN : 9781133169826
Genre : Performing Arts
File Size : 77. 3 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.

Social Decision Making

Author : Roderick M. Kramer
ISBN : 9781135419189
Genre : Business & Economics
File Size : 71. 15 MB
Format : PDF
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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.

The Truth About Negotiations

Author : Leigh L. Thompson
ISBN : 0132704153
Genre : Business & Economics
File Size : 74. 29 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 Sage Handbook Of Social Psychology

Author : Michael A Hogg
ISBN : STANFORD:36105026626270
Genre : Psychology
File Size : 34. 24 MB
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"This volume is everthing one would want from a one-volume handbook of social psychology or, indeed, of any scientific discipline. Comprehensive in scope, authoritative, clearly written, and detailed, it covers not only the usual topics one would expect in such a survey--history, methodology, social cognition, emotions, interpersonal relations and relationships, and group processes, both positive and negative--but also those especially relevant to social psychology as it enters its second century. The volume is edited by two of the most prominent social psychologists in their own right, and the list of contributors is a veritable who's who of the discipline but also includes a number of younger and non-US-based scholars. Essential. No library should be without this book." --CHOICE This is a comprehensive, scholarly, up-to-date survey of the field of social psychology for the new millennium - a single volume Handbook containing 23 chapters by leading researchers from around the world. It is a state of the art text with an eye to the future, in which rich integrative chapters are thorough analytic reviews. The chapters fall into 5 sections that reflect the scope of social psychology as a global scientific endeavour - history and nature of social psychology, individual processes, interpersonal processes, processes within groups, and intergroup processes and society. The book is edited by Michael Hogg and Joel Cooper, with Dominic Abrams, Elliot Aronson, and Shelley Taylor acting as advisory editors. The main featu

Group Processes

Author : John M. Levine
ISBN : 9781848728721
Genre : Psychology
File Size : 84. 11 MB
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It is impossible to understand human behavior without understanding the critical role that groups play in people’s lives. Most of us belong to a range of formal and informal groups, including families, work teams, and friendship cliques. These groups absorb a great deal of our time and energy and are instrumental in satisfying our most fundamental needs. In addition, they connect us to larger social aggregates (e.g., political parties, business organizations, religious denominations) that influence our lives in important ways. This volume provides a comprehensive overview of classic and contemporary issues in the field of group processes. Chapters are written by internationally known experts who have made major theoretical and empirical contributions to the study of groups. The broad and up-to-date coverage of the book makes it an essential resource for advanced undergraduates, graduate students, researchers, and practitioners. The volume will be of interest to scholars in various disciplines, including social and organizational psychology, sociology, communication, economics, and political science.

Intergroup Conflicts And Their Resolution

Author : Daniel Bar-Tal
ISBN : 9781136847905
Genre : Mathematics
File Size : 65. 85 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.

Trust In Organizations

Author : Roderick M. Kramer
ISBN : 0803957408
Genre : Business & Economics
File Size : 69. 75 MB
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Trust plays a central role in organizational life. It facilitates exchanges among individuals, enhances cooperation and coordination, and contributes to more effective relationships. This volume brings together a cross-disciplinary group of contributors to present some of the latest, most exciting conceptual perspectives in the field and to demonstrate a variety of new methodological approaches to the study of trust. It includes discussions on: the psychological and social antecedents of trust; the effects of social and organizational structures on trust; and the broad effects of trust on organizational functioning.

The Social Movements Reader

Author : Jeff Goodwin
ISBN : 9781118729953
Genre : Social Science
File Size : 20. 63 MB
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Providing a unique blend of cases, concepts, and essential readings The Social Movements Reader, Third Edition, delivers key classic and contemporary articles and book selections from around the world. Includes the latest research on contemporary movements in the US and abroad, including the Arab spring, Occupy, and the global justice movement Provides original texts, many of them classics in the field, which have been edited for the non-technical reader Combines the strengths of a reader and a textbook with selected readings and extensive editorial material Sidebars offer concise definitions of key terms, as well as biographies of famous activists and chronologies of several key movements Requires no prior knowledge about social movements or theories of social movements

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