Negotiation as a social process - Kramer, Roderick M. (Roderick Moreland) 1950- (Thousand Oaks, California Sage Publications, Inc., 1995)
Social context in negotiation : an information-processing perspective / Leigh Thompson, Erika Peterson, and Laura Kray -- Networks and collective scripts : paying attention to structure in bargaining theory / Dean G. Pruitt -- Let's make some new rules : social factors that make freedom unattractive / Charles D. Saumelson and David M. Messick -- Regression to the mean, expectation inflation, and the winner's curse in organizational contexts / J. Richard Harrison and Max H. Bazerman -- In dubious battle : heightened accountability, dysphoric cognition, and self-defeating bargaining behavior / Roderick M. Kramer -- Multiparty negotiation in its social context / Jeffrey T. Polzer, Eliabeth A. Mannix, and Margaret A. Neale -- Structural power and emotional processes in negotiation : a social exchange approach / Edward J. Lawler and Jeongkoo Yoon -- Joint decision making : the inseparability of relationships and negotiation / Leonard Greenhalgh and Deborah I. Chapman -- The conflict-competent organization : a research agenda for emerging organizational challenges / Robert J. Robinson -- Time of decision, ethical obligation, and causal illusion : temporal cues and social heuristics in the prisoner's dilemma / Michael W. Morris, Damien L.H. Sim, and Vittorio Girotto -- Fairness versus self-interest : asymmetric moral imperatives in ultimatum bargaining / J. Keith Murnighan and Madan M. Pillutla -- Social context in tacit bargaining games : consequences for perceptions of affinity and cooperative behavior / Richard P. Larrick and Sally Blount -- Why ultimatums fail : social identity and moralistic aggression in coercive bargaining / Roderick M. Kramer, Pri Pradham Shah, and Stephanie L. Woerner -- Property, culture, and negotiation / Peter J. Carnevale.
Includes bibliographical references and indexes.
Keywords: Negotiation; Negotiation -- Social aspects