Individuals, groups, and societies all experience conflict, and attempt to resolve it in numerous ways. This handbook brings together scholars from multiple disciplines to offer perspectives on the current state and future challenges in negotiation and conflict resolution. It will serve as an aid to scholars in identifying new research topics, provide a guide to current debates, and identify complementarities between approaches taken by different disciplines and the insights which those approaches generate. Leading researchers from Economics, Psychology, Organizational Behavior, Policy, and…mehr
Individuals, groups, and societies all experience conflict, and attempt to resolve it in numerous ways. This handbook brings together scholars from multiple disciplines to offer perspectives on the current state and future challenges in negotiation and conflict resolution. It will serve as an aid to scholars in identifying new research topics, provide a guide to current debates, and identify complementarities between approaches taken by different disciplines and the insights which those approaches generate. Leading researchers from Economics, Psychology, Organizational Behavior, Policy, and other fields have contributed chapters. The volume is organized to purposefully juxtapose contributions from different fields to enable cross-fertilization between the disciplines and to generate new and creative approaches to studying the topic. These chapters provide a lens into current scholarship, and a window into the potential future of this field. The confluence of research perspectives represented will identify further synergies and advances in our understanding of conflict resolution.
Gary E. Bolton is Schwartz Professor of Business, Penn State University. Rachel T. A. Croson is Professor and Director of The Negotiations Center, School of Economic, Political and Policy Sciences and School of Management, University of Texas at Dallas.
Inhaltsangabe
* 1 Introduction * Rachel Croson and Gary Bolton * 2 Communication in Bargaining Experiments * Gary Charness * 3 Communication Media: for Negotiation Process and Outcome * Zoe I. Barsness * 4 Intermediation and Diffusion of Responsibility in Negotiation: A Case of Bounded Ethicality * Neeru Paharia, Lucas C. Coffman and Max H. Bazerman * 5 Deception in Negotiations: The Role of Emotions * Francesca Gino and Catherine Shea * 6 Communicating Frames in Negotiations * Kathleen L. McGinn and Markus Nöth * 7 Models of Coalition Formation in Multilateral Negotiations * Siddhartha Bandyopadhyay and Kalyan Chatterjee * 8 Gaming with Fairness: Some Conjectures on Behavior in Alternating Offer Bargaining Experiments * Rami Zwick and Vincent Mak * 9 Wages, Inequity and Questions about Incentive Schemes * Peter Werner * 10 Social Comparison in Negotiation * Jan Crusius and Thomas Mussweiler * 11 The Utility of Relationships in Negotiation * Ashley D. Brown and Jared R. Curhan * 12 Connectivity and Cooperation * Nancy R. Buchan, Enrique Fatas and Gianluca Grimalda * 13 Trust, Distrust and Bargaining * Iris Bohnet and Stephan Meier * 14 Evolution and Breakdown of Trust in Continuous Time * Amnon Rapoport and Ryan O. Murphy * 15 Contracting * Brit Grosskopf * 16 Negotiating Reputations * Axel Ockenfels and Paul Resnick * 17 Bargaining and Negotiations: What should experimentalists explore more thoroughly? * Werner Güth * 18 Biased Beliefs in Negotiation * George Wu, Richard Larrick, and Raegan Tennant * 19 Bluffing, Agonism, and the Role of Overconfidence in Negotiation * Samuel A. Swift and Don Moore * 20 Risk in Negotiation: Judgments of Likelihood and Value * Richard P. Larrick and George Wu * 21 Heterogeneity in Ultimatum Bargaining: The Role of Information, Individual Characteristics, and Emotions * Angela C. M. de Oliveira and Catherine C. Eckel * 22 A Model of When to Negotiate: Why Women Don't Ask * Linda Babcock, Julia Bear, and Hannah Riley Bowles * 23 Explaining and Predicting Cultural Differences in Negotiation * Michele J. Gelfand, Laura Severance, C. Ashley Fulmer and May Al Dabbagh * 24 Bargaining Games with Joint Production * Emin Karagözo?lu * 25 Upstream and Downstream Negotiation Research * Leigh Thompson, Brian Lucas, and Erika Richardson
* 1 Introduction * Rachel Croson and Gary Bolton * 2 Communication in Bargaining Experiments * Gary Charness * 3 Communication Media: for Negotiation Process and Outcome * Zoe I. Barsness * 4 Intermediation and Diffusion of Responsibility in Negotiation: A Case of Bounded Ethicality * Neeru Paharia, Lucas C. Coffman and Max H. Bazerman * 5 Deception in Negotiations: The Role of Emotions * Francesca Gino and Catherine Shea * 6 Communicating Frames in Negotiations * Kathleen L. McGinn and Markus Nöth * 7 Models of Coalition Formation in Multilateral Negotiations * Siddhartha Bandyopadhyay and Kalyan Chatterjee * 8 Gaming with Fairness: Some Conjectures on Behavior in Alternating Offer Bargaining Experiments * Rami Zwick and Vincent Mak * 9 Wages, Inequity and Questions about Incentive Schemes * Peter Werner * 10 Social Comparison in Negotiation * Jan Crusius and Thomas Mussweiler * 11 The Utility of Relationships in Negotiation * Ashley D. Brown and Jared R. Curhan * 12 Connectivity and Cooperation * Nancy R. Buchan, Enrique Fatas and Gianluca Grimalda * 13 Trust, Distrust and Bargaining * Iris Bohnet and Stephan Meier * 14 Evolution and Breakdown of Trust in Continuous Time * Amnon Rapoport and Ryan O. Murphy * 15 Contracting * Brit Grosskopf * 16 Negotiating Reputations * Axel Ockenfels and Paul Resnick * 17 Bargaining and Negotiations: What should experimentalists explore more thoroughly? * Werner Güth * 18 Biased Beliefs in Negotiation * George Wu, Richard Larrick, and Raegan Tennant * 19 Bluffing, Agonism, and the Role of Overconfidence in Negotiation * Samuel A. Swift and Don Moore * 20 Risk in Negotiation: Judgments of Likelihood and Value * Richard P. Larrick and George Wu * 21 Heterogeneity in Ultimatum Bargaining: The Role of Information, Individual Characteristics, and Emotions * Angela C. M. de Oliveira and Catherine C. Eckel * 22 A Model of When to Negotiate: Why Women Don't Ask * Linda Babcock, Julia Bear, and Hannah Riley Bowles * 23 Explaining and Predicting Cultural Differences in Negotiation * Michele J. Gelfand, Laura Severance, C. Ashley Fulmer and May Al Dabbagh * 24 Bargaining Games with Joint Production * Emin Karagözo?lu * 25 Upstream and Downstream Negotiation Research * Leigh Thompson, Brian Lucas, and Erika Richardson
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