Negotiation Theory and Research (Frontiers of Social Psychology) [Hardcover]

Leigh L. Thompson (Editor)

Book Description

Publication Date: January 13, 2006 | ISBN-10: 1841694169 | ISBN-13: 978-1841694160 | Edition: 1

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.

Editorial Reviews

Review

"Thompson has assembled the leading minds in the field to report on the state of the art. The chapters go beyond past reviews by incorporating new empirical findings, challenging received assumptions, and introducing fresh frameworks. As a whole, this collection highlights the evolving currents in this field. A must-read for negotiation researchers and anyone who wants to understand the complexities of human behavior in conflict resolution."                                                                                                             - Michael W. Morris                                                                                                   Graduate School of Business, Columbia University

"Leigh Thompson's Negotiation Theory and Research is a brilliant compilation of major conceptual and empirical progress in negotiation theory in recent years. With her usual eye for great research and flair for bringing together the best and brightest minds in contemporary negotiation research, Thompson has created what undoubtedly will be the standard reference work and essential reading for scholars who wish to remain on top of this important and thriving research area."                                    - Roderick M. Kramer, William R. Kimball                                                               Professor of Organizational Behavior, Stanford Business School

Product Details

• Hardcover: 256 pages
• Publisher: Psychology Press; 1 edition (January 13, 2006)
• Language: English
• ISBN-10: 1841694169
• ISBN-13: 978-1841694160
• Product Dimensions: 9.3 x 6.3 x 0.8 inches
• Shipping Weight: 1.2 pounds (View shipping rates and policies)
• Average Customer Review: 5.0 out of 5 stars  See all reviews (1 customer review)
• Amazon Best Sellers Rank: #1,513,535 in Books (See Top 100 in Books)

Customer Reviews

Most Helpful Customer Reviews

2 of 6 people found the following review helpful:

5.0 out of 5 stars Scientic back-ground for success in negotions, February 6, 2007

By 

Heimolinna Eero (Helsinki, Finland) - See all my reviews
(REAL NAME)   

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This review is from: Negotiation Theory and Research (Frontiers of Social Psychology) (Hardcover)

Everyone who is interested in negotiations and want to understand deeper the human behavior should read this book. It¨s scientic but easy to understand. This is no school-book and it does not address: do so and so. The book explanes the secrets of different domain in negotiation/bargain. All in one! Thanks.