THE HANDBOOK OF NEGOTIATION AND CULTURE

Book ID/图书代码： 12347004B07093

English Summary/英文概要： In 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. The 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.

Chinese Summary/中文概要： 全球市场经常会跨越文化界线进行谈判活动，而谈判学理论一直以来都是扎根于西方文化中。这本书深入地回顾了谈判理论这一领域的发展，开阔了现存的思维模式，引进了跨文化观点。书中介绍了谈判的多面性---- 涉及谈判专家的思维方式，动机，情感，交流，能力和辩术，组群关系，第三方，正义感，技术，和社会窘迫，为谈判学理论提供了新视角，驳斥了种种假设，辨别出单一文化中的局限性。本书由三部分构成，纯谈判理论章节与文化章节一一对应。第一部分强调心理活动---思维，动机与情绪。第二部分审视谈判过程。第三部分注重谈判所处的社会大环境。最后一章概括了书中的主要内容，阐述了学者与行家们是如何收益于协调文化与谈判的关系。

Awards/获奖情况：

About the Author/作者介绍： Michele J. Gelfand是位于College Park大学城的马里兰大学的心理学副教授。 Jeanne M. Brett是DeWitt W. Buchanan的儿子，西北大学凯洛洛管理学院的争端解决与组织系高级教授。

Format:HARDCOVER

Rights Status/版权销售情况：Simplified Chinese/简体中文：AVAILABLE

Complex/Traditional Chinese/繁体中文：AVAILABLE

Sales in other countries/其他国家销售情况：

原文第一章内容：暂无

手稿：暂无

大纲：暂无