Negotiation as a Social Process

While most studies in negotiation and conflict management have focused on cognitive aspects, few have addressed the impact of social processes and contexts on the negotiation process. Addressing this need, Roderick M Kramer and David M Messick have brought together original theory and research from leading scholars in this emerging field. A wide range of topics is covered including: the role of group identification and accountability on negotiator judgement and decision making; the importance of power-dependence relations on negotiation; intergroup bargaining; coalitional dynamics in bargaining; social influence processes in negotiation; cross-cultural perspectives of negotiation; and the impact of social relationships on negotiation.

Table of Contents:
Introduction Negotiation in its Social Context - Roderick M Kramer and David M Messick Emerging Trends and Future Prospects PART ONE: NEW THEORETICAL PERSPECTIVES Negotiator Cognition in Social Contexts - Introduction Social Context in Negotiation - Leigh Thompson, Erika Peterson and Laura Kray An Information-Processing Perspective Networks and Collective Scripts - Dean G Pruitt Paying Attention to Structure in Bargaining Theory Let′s Make Some New Rules - Charles D Samuelson and David M Messick Social Factors that Make Freedom Unattractive Regression to the Mean, Expectation Inflation, and the Winner′s Curse in Organizational Contexts - J Richard Harrison and Max H Bazerman In Dubious Battle - Roderick M Kramer Heightened Accountability, Dysphoric Cognition and Self-Defeating Bargaining Behavior The Relational Contexts of Negotiation - Introduction Multi-Party Negotiation in its Social Context - Jeffrey T Polzer, Elizabeth A Mannix and Margaret A Neale Power and Emotional Processes in Negotiations - Edward J Lawler and Jeongkoo Yoon A Social Exchange Approach Joint Decision Making - Leonard Greenhalgh and Deborah I Chapman The Inseparability of Relationships and Negotiation Toward the Conflict - Robert J Robinson A Research Agenda for Emerging Organizational Challenges PART TWO: EXPERIMENTAL EXPLORATIONS Experimental Explorations - Introduction Time of Decision, Ethical Obligation and Causal Illusion - Michael W Morris, Damien L H Sim and Vittorio Girotto Temporal Cues and Social Heuristics in the Prisoner′s Dilemma Fairness versus Self-Interest - J Keith Murnighan and Madan M Pillutla Asymmetric Moral Imperatives in Ultimatum Bargaining Social Context in Tacit Bargaining Games - Richard Pl Larrick and Sally Blount Consequences for Perceptions of Affinity and Cooperative Behavior Why Ultimatums Fail - Roderick M Kramer, Pri Pradhan-Shah and Stephanie L Woerner Social Identity and Moralistic Aggression in Coercive Bargaining Property, Culture and Negotiation - Peter G Carnevale