negotiation theory and research frontiers of social psychology

Download Book Negotiation Theory And Research Frontiers Of Social Psychology in PDF format. You can Read Online Negotiation Theory And Research Frontiers Of Social Psychology here in PDF, EPUB, Mobi or Docx formats.

Negotiation Theory And Research

Author : Leigh L. Thompson
ISBN : 9781135423520
Genre : Psychology
File Size : 26. 59 MB
Format : PDF, ePub, Docs
Download : 889
Read : 908

Get This Book


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 Psychology Of Negotiations In The 21st Century Workplace

Author : Barry Goldman
ISBN : 9780415871150
Genre : Business & Economics
File Size : 51. 9 MB
Format : PDF, ePub, Docs
Download : 840
Read : 816

Get This Book


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.

Handbook Of Research On Negotiation

Author : Mara Olekalns
ISBN : 9781781005903
Genre : Language Arts & Disciplines
File Size : 50. 41 MB
Format : PDF, Docs
Download : 451
Read : 386

Get This Book


This Handbook combines a review of negotiation research with state-of-the-art commentary on the future of negotiation theory and research. Leading international scholars give insight into both the factors known to shape negotiation and the questions that we need to answer as we strive to deepen our understanding of the negotiation process. This Handbook provides analyses of the negotiation process from four distinct perspectives: negotiators' cognition and emotion, social processes and social inferences, communication processes, and complex negotiations, covering trade, peace, environment, and crisis negotiations. Providing an introduction to key topics in negotiation, written by leading researchers in the field, the book will prove insightful for undergraduate students. It also incorporates an excellent summary of past research as well as highlights new directions negotiation research might take which will be valuable for postgraduate students and academics wishing to expand their knowledge on the subject.

The Psychology Of Influence

Author : Joop van der Pligt
ISBN : 9781317212348
Genre : Psychology
File Size : 37. 63 MB
Format : PDF
Download : 742
Read : 550

Get This Book


Whether it’s our choice of a new car or what we think about our neighbours, our opinions and attitudes are a way of negotiating the world around us. The Psychology of Influence explores how these preferences and behaviours are influenced and affected by the messages we receive in daily life. From consumer choices to political, lifestyle and financial decisions, the book examines how and why we may be influenced by a range of sources, from written text and television to social media and interpersonal communication. In a field that has fascinated scholars since Plato, the book addresses the key questions across cognitive, social and emotional domains: When do arguments become persuasive? What influence do role models have? What role do simple rules of thumb, social norms or emotions play? Which behaviours are difficult to influence, and why? Covering topics from attraction, prejudice and discrimination to reward, punishment and unconscious bias, The Psychology of Influence will be invaluable reading for students and researchers across a range of areas within applied and social psychology, as well as those in political science, communications, marketing and business and management.

Trust In Organizations

Author : Roderick M. Kramer
ISBN : 0803957408
Genre : Business & Economics
File Size : 70. 59 MB
Format : PDF, ePub, Mobi
Download : 602
Read : 1280

Get This Book


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.

Frontiers In Social Dilemmas Research

Author : Wim B.G. Liebrand
ISBN : 9783642852619
Genre : Business & Economics
File Size : 53. 87 MB
Format : PDF, Mobi
Download : 369
Read : 667

Get This Book


Social dilemmas are situations in which individuals, groups or nations face a choice between their own short-term interests and the longer-term interests of all parties involved, including themselves. As a consequence, in the end they all regret the way they have acted. Examples of social dilemmas are easy to find: depletion of vital resources, arms races, over-production of hazardous substances and environmental pollutants, information hoarding, and the failure to provide and maintain public goods. Understanding the dynamics of social dilemmas constitutes a major challenge. One prominent feature that distinguishes this book is the focus on computer simulations as a methodology for the exploration of the dynamic interplay of individual level processes and aggregate outcomes.

The Self At Work

Author : D. Lance Ferris
ISBN : 9781317235347
Genre : Psychology
File Size : 53. 71 MB
Format : PDF, Mobi
Download : 514
Read : 1024

Get This Book


The Self at Work brings researchers in industrial and organizational psychology and organizational behavior together with researchers in social and personality psychology to explore how the self impacts the workplace. Covering topics such as self-efficacy, self-esteem, self-control, power, and identification, each chapter examines how research on the self informs and furthers understanding of organizational topics such as employee engagement, feedback-seeking, and leadership. With their combined expertise, the chapter authors consider how research on the self has influenced management research and practice (and vice-versa), limitations of applying social psychology research in the organizational realm, and future directions for organizational research on the self. This book is a valuable resource for researchers, graduate students, and professionals who are interested in how research on the self can inform industrial/organizational psychology.

Politics In Organizations

Author : Gerald R. Ferris
ISBN : 9781136594007
Genre : Psychology
File Size : 52. 66 MB
Format : PDF, ePub
Download : 359
Read : 566

Get This Book


This edited volume in the SIOP Frontiers series is one of the first to look at the psychological factors behind politics and power in organizations. Noted contributors from schools of management, psychology, sociology and political science look at the theory, research, methodology and ethical issues related to organizational politics and climates. The book is divided into three parts: Part 1 looks at the historical evolution of the field; Part 2 integrates organizational politics with important organizational behavior constructs and/or areas of inquiry, for example in the chapter by Lisa Leslie and Michele Gelfand which discusses the implications of cross-cultural politics on expatriates and within cross-national mergers; and Part 3 focuses on individual differences and organizational politics, focusing on the nature of political relationships.

Research In Organizational Behavior

Author : Barry M. Staw
ISBN : 9780762311804
Genre : Business & Economics
File Size : 22. 91 MB
Format : PDF, Mobi
Download : 377
Read : 897

Get This Book


This twenty-sixth volume of Research in Organizational Behavior presents a set of well-crafted and thoughtful essays on a series of research topics. They range from efforts to redirect the study of leadership, to analyses of interpersonal relationships, to considerations of cross-cultural issues in organizing work, to discussions of institutional and environmental forces on organizational outcomes. Each of these essays includes a thorough review of the relevant literature, and more importantly, pushes that literature forward with new conceptual analysis and theory. In short, these essays continue the spirit of "rigorous eclecticism" that has exemplified the annual publication of ROB. As a collection, this year's set of essays provides a healthy advance for the field of organizational behavior. They are examples of serious scholarship that extend and challenge our current thinking about organizations and the behavior of its participants. Many of these chapters will take their place among the best presented by the Research in Organizational Behavior series. Revisiting the Meaning of Leadership When and How Team Leaders Matter Normal Act of Irrational Trust: Motivated Attributions and the Trust Development Process Gender Stereotypes and Negotiation Performance: An Examination of Theory and Research Third-Party Reactions to Employee (Mis)treatment: A Justice Perspective Subgroup Dynamics in Internationally Distributed Teams: Ethnocentrism or Cross-National Learning? Protestant Relational Ideology: The Cognitive Underpinnings and Organizational Implications of an American Anomaly Isomorphism In Reverse: Institutional Theory as an Explanation For Recent Increases in Intraindustry Heterogeneity and Managerial Discretion The Red Queen: History-Dependent Competition Among Organizations

Social Decision Making

Author : Roderick M. Kramer
ISBN : 9781135419172
Genre : Business & Economics
File Size : 51. 2 MB
Format : PDF, Kindle
Download : 920
Read : 612

Get This Book


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.

Top Download:

Best Books