The Psychology of Negotiations in the 21st Century Workplace

Abstract

Series Foreword E. Salas Part 1: Introduction 1. Negotiation in the 21st Century Workplace: New Challenges and New Solutions B.M. Goldman, D.L. Shapiro Part 2: Negotiators as Fairness-Managers in the 21st Century 2. The Effect of Perceived/Felt (In)Justice on Cooperativeness: Implications for Negotiators as 'Justice-Enhancing Communicators' in an Era of Social Networking D. Conlon, W. Ross 3. The Role of Process Fairness Authenticity in Negotiations and Its Challenges for 21st Century Negiotiators K. Roloff, J. Brockner, B. Wiesenfeld 4. The Effect of Perception on Judgements about Fair Compensation: Implications for Negotiators as Price Justifiers R. Pinkley 5. The Effects of 'Subjective Value' on Future Consequences: Implications for Negotiation Strategies H. Anger Elfenbein, J.R. Curhan Part 3: Negotiators as Emotion-Managers in the 21st Century 6. The Effect of Moods and Discrete Emotions on Negotiator Behavior R. Cropanzo, W.J. Becker, J. Feldman 7. Negotiating the Peace in the Face of Modern Distrust: Dealing with Anger and Revenge in the 21st Century Workplace R.J. Bies, T. Tripp 8. Once Fooled, Shame on You! Twice Fooled, Shame on Me! What Deception Does to Deceivers and Victims: Implications for Negotiators in Situations Where Ethicality in Unclear R.J. Lewicki, R. Hanke Part 4: Negotiators as Social-Influence/ Group-Sensitive Managers in the 21st Century 9. A Social Network Perspective on Negotiation D.J. Brass, G. Labianca 10. How Cultural Sterotyping Influences Inter-Cultural Negotiation C.H. Tinsley, N. Turan, L. Weingart, R. Dillon 11. Gender and Negotiation M.P. Haselhuhn, L.J. Kray Part 5: Negotiators as Organizational-Managers in the 21st Century 12. From Individual Competence to Organizational Capability: Leveraging Insights from Organizational Learning to Improve Negotiated Results in the 21st Century Enterprise J. Hughes, S. Enlow, J. Siegel, J. Weiss 13. Great Deal, Terrible Contract: The Case for Negotiator Involvement in the Contracting Phase D. Malhotra 14. The New World of Negotiating: Interactions Mediated by Information Technology R. Agarwal, S. Viswanathan, A. Animesh Part 6: Commentaries 15. Negotiating in a Brave New World: Challenges and Opportunities for the Field of Negotiation Science M. Gelfand, Y. Gal 16. Integrating Negotiation Research with Team Dynamics L. Thompson, E. Richardson, B. Lucas 17. Future Directions for Negotiations C. Tsay, M. Bazerman