Negotiation, Decision Making and Conflict Management (inbunden)
Inbunden (Hardback)
Antal sidor
Edward Elgar Publishing Ltd
247 x 184 x 158 mm
3891 g

Negotiation, Decision Making and Conflict Management

Inbunden,  Engelska, 2005-02-01
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While negotiation has long been recognised as an activity that affects world peace it has also become a central aspect of professional life. The last two decades have witnessed the emergence of negotiation and conflict resolution as an important area of research and as an area of intense importance in professional areas such as law, government and business. This authoritative and comprehensive collection presents outstanding research on negotiation and conflict resolution that views negotiation as a multi-party decision making process. Negotiation and conflict resolution are conceptualised as a decision making activity, where the individual perceptions of each party and the interactive dynamics of multiple parties are critical elements. This collection provides an invaluable selection of the most important writing of perhaps the most dominant view of negotiation and conflict resolution, and creates an intellectual history in the process.
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'Most aspects of life involve negotiation and most aspects of negotiation are covered by this excellent three-volume work. In bringing together the most important papers in the field, the editor has provided an essential tool for teachers and researchers.' -- Sir George Bain, Queen's University Belfast, UK 'This volume provides an excellent collection of path-breaking work in negotiations, decision making, and conflict management research. It is an essential reference for the shelf of any researcher in these fields.' -- Guhan Subramanian, Harvard Law School, US 'Max Bazerman has assembled an excellent collection of significant publications in this field. These volumes will be an important reference source for any scholar in this field.' -- Roy Lewicki, Fisher College of Business, The Ohio State University, US

Övrig information

Edited by Max H. Bazerman, Jesse Isidor Straus Professor of Business Administration, Harvard Business School, US


Contents: Volume I Acknowledgements Introduction: A Decision Perspective to Negotiation and Conflict Resolution Max H. Bazerman PART I REVIEWS 1. Leigh Thompson (1990), Negotiation Behavior and Outcomes: Empirical Evidence and Theoretical Issues 2. James K. Sebenius (1992), Negotiation Analysis: A Characterization and Review 3. Lee Ross and Andrew Ward (1995), Psychological Barriers to Dispute Resolution 4. Robert H. Mnookin and Lee Ross (1995), Introduction 5. Daniel Kahneman and Amos Tversky (1995), Conflict Resolution: A Cognitive Perspective 6. Colin F. Camerer (1997), Progress in Behavioral Game Theory 7. Max H. Bazerman, Jared R. Curhan and Don A. Moore (2000), The Death and Rebirth of the Social Psychology of Negotiation PART II CLASSICS 8. John F. Nash, Jr. (1950), The Bargaining Problem 9. James G. March and Herbert A. Simon (1958), Cognitive Limits on Rationality 10. George A. Akerlof (1970), The Market for Lemons: Quality Uncertainty and the Market Mechanism 11. Amos Tversky and Daniel Kahneman (1974), Judgment under Uncertainty: Heuristics and Biases 12. Daniel Kahneman and Amos Tversky (1979), Prospect Theory: An Analysis of Decision Under Risk 13. Howard Raiffa (1982), Some Organizing Questions and excerpt from Research Perspectives 14. Amartya K. Sen (1990), Rational Fools: A Critique of the Behavioral Foundations of Economic Theory PART III INDIVIDUAL BIASES 15. Amos Tversky and Daniel Kahneman (1986), Rational Choice and the Framing of Decisions 16. William Samuelson and Richard Zeckhauser (1988), Status Quo Bias in Decision Making 17. Shelley E. Taylor and Jonathon D. Brown (1988), Illusion and Well-Being: A Social Psychological Perspective on Mental Health 18. George Loewenstein and Richard H. Thaler (1989), Anomalies: Intertemporal Choice 19. Amos Tversky, Paul Slovic and Daniel Kahneman (1990), The Causes of Preference Reversal 20. Timothy D. Wilson and Jonathan W. Schooler (1991), Thinking Too Much: Introspection Can Reduce the Quality of Preferences and Decisions 21. Max H. Bazerman, Don A. Moore, Ann E. Tenbrunsel, Kimberly A. Wade-Benzoni and Sally Blount (1999), 'Explaining How Preferences Change Across Joint Versus Separate Evaluation 22. Boaz Keysar (1994), The Illusory Transparency of Intention: Linguistic Perspective Taking in Text 23. Daniel T. Gilbert, Elizabeth C. Pinel, Timothy D. Wilson, Stephen J. Blumberg and Thalia P. Wheatley (1998), Immune Neglect: A Source of Durability Bias in Affective Forecasting 24. Lorraine Chen Idson, Nira Liberman and E. Tory Higgins (2000), Distinguishing Gains from Nonlosses and Losses from Nongains: A Regulatory Focus Perspective on Hedonic Intensity PART IV INTRAPERSONAL CONFLICT 25. Richard H. Thaler and H.M. Shefrin (1981), An Economic Theory of Self-Control Thomas C. Schelling (1984), The Intimate Contest for Self-Command 27. George Loewenstein (1996), Out of Control: Visceral Influences on Behavior 28. Max H. Bazerman, Ann E. Tenbrunsel and Kimberly Wade-Benzoni (1998), Negotiating with Yourself and Losing: Making Decisions with Competing Internal Preferences Name Index Volume II Acknowledgements An introduction by the editor to all three volumes appears in Volume I PART I COGNITIVE BIASES IN NEGOTIATION AND CONFLICT RESOLUTION 1. Max H. Bazerman, Thomas Magliozzi and Margaret A. Neale (1985), Integrative Bargaining in a Competitive Market 2. Margaret A. Neale and Max H. Bazerman (1985), The Effects of Framing and Negotiator Overconfidence on Bargaining Behaviors and Outcomes 3. William F. Samuelson and Max H. Bazerman (1985), The Winners Curse in Bilateral Negotiations 4. Henry S. Farber and Max H. Bazerman (1987), Why is there Disagreement in Bargaining? 5. Gregory B. Northcraft and Margaret A. Neale (1987), Expert, Amateu