{"product_id":"the-handbook-of-negotiation-and-michele-j-gelfand-9780804745864","title":"The Handbook of Negotiation and Culture","description":"\u003cp\u003eIn the global marketplace, negotiation frequently takes place across cultural boundaries, yet negotiation theory has traditionally been grounded in Western culture. This book, which provides an in-depth review of the field of negotiation theory, expands current thinking to include cross-cultural perspectives. The contents of the book reflect the diversity of negotiation--research-negotiator cognition, motivation, emotion, communication, power and disputing, intergroup relationships, third parties, justice, technology, and social dilemmas--and provides new insight into negotiation theory, questioning assumptions, expanding constructs, and identifying limits not apparent from working exclusively within one culture.\u003c\/p\u003e \u003cp\u003eThe book is organized in three sections and pairs chapters on negotiation theory with chapters on culture. The first part emphasizes psychological processes--cognition, motivation, and emotion. Part II examines the negotiation process. The third part emphasizes the social context of negotiation. A final chapter synthesizes the main themes of the book to illustrate how scholars and practitioners can capitalize on the synergy between culture and negotiation research.\u003c\/p\u003e\u003cbr\u003e\u003cbr\u003e\u003cb\u003eAuthor:\u003c\/b\u003e Michele J. Gelfand\u003cbr\u003e\u003cb\u003eISBN-10:\u003c\/b\u003e 0804745862\u003cbr\u003e\u003cb\u003eISBN-13:\u003c\/b\u003e 9780804745864\u003cbr\u003e\u003cb\u003ePublisher:\u003c\/b\u003e Stanford Business Books\u003cbr\u003e\u003cb\u003eLanguage:\u003c\/b\u003e English\u003cbr\u003e\u003cb\u003ePublished:\u003c\/b\u003e 07\/28\/2004\u003cbr\u003e\u003cb\u003ePages:\u003c\/b\u003e 480\u003cbr\u003e\u003cb\u003eFormat:\u003c\/b\u003e Hardcover\u003cbr\u003e\u003cb\u003eWeight:\u003c\/b\u003e 1.69lbs\u003cbr\u003e\u003cb\u003eSize:\u003c\/b\u003e 9.40h x 6.50w x 1.22d\u003cbr\u003e\u003cbr\u003e\u003cb\u003eReview Citation(s): \u003c\/b\u003e\u003cbr\u003e\u003ci\u003eChoice\u003c\/i\u003e 02\/01\/2005 pg. 1101","brand":"Michele J. Gelfand","offers":[{"title":"Hardcover","offer_id":43990369566975,"sku":"9780804745864","price":95.0,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0662\/2982\/9887\/files\/img_6c3c1f4d-0754-4d39-879c-846cbab180c9.jpg?v=1683304282","url":"https:\/\/www.whiterainbookhouse.com\/products\/the-handbook-of-negotiation-and-michele-j-gelfand-9780804745864","provider":"WR Book House","version":"1.0","type":"link"}