LEADER 04806nam 2200709Ia 450 001 9910781490703321 005 20110627175641.0 010 $a1-283-16033-1 010 $a9786613160331 010 $a0-85724-560-0 035 $a(CKB)2550000000040139 035 $a(EBL)730834 035 $a(OCoLC)745977999 035 $a(SSID)ssj0000510176 035 $a(PQKBManifestationID)12183270 035 $a(PQKBTitleCode)TC0000510176 035 $a(PQKBWorkID)10465631 035 $a(PQKB)11789600 035 $a(MiAaPQ)EBC730834 035 $a(UtOrBLW)bslw07612763 035 $a(EXLCZ)992550000000040139 100 $a20110627d2011 uy 0 101 0 $aeng 135 $aurun||||||||| 181 $ctxt 182 $cc 183 $acr 200 00$aNegotiation and groups$b[electronic resource] /$fedited by Elizabeth A. Mannix, Margaret A. Neale, Jennifer R. Overbeck 205 $a1st ed. 210 $aBingley, U.K. $cEmerald$d2011 215 $a1 online resource (259 p.) 225 1 $aResearch on managing groups and teams,$x1534-0856 ;$vv. 14 300 $aDescription based upon print version of record. 311 $a0-85724-559-7 320 $aIncludes bibliographical references. 327 $ach. 1. When are teams an asset in negotiations and when are they a liability? / Taya R. Cohen, Leigh Thompson -- ch. 2. Physical distance in intragroup and intergroup negotiations : implications for negotiator judgment and behavior / Marlone D. Henderson, Robert B. Lount -- ch. 3. Building multiculturally shared mental models (MSMM) in multiparty negotiations : a three-stage process model / Wendi L. Adair, Leigh Anne Liu -- ch. 4. Games groups play : mental models in intergroup conflict and negotiation / Nir Halevy, Eileen Y. Chou, J. Keith Murnighan -- ch. 5. Status conflict in negotiation / Yeri Cho, Jennifer R. Overbeck, Peter J. Carnevale -- ch. 6. The impact of implicit negotiation beliefs on motivation and cognition in group negotiation / Michael P. Haselhuhn, Laura J. Kray -- ch. 7. Beyond valence : effects of group emotional tone on group negotiation behaviors and outcomes / Meagan K. Peters, Naomi B. Rothman, Gregory B. Northcraft -- ch. 8. Modeling group negotiation : three computational approaches that can inform behavioral sciences / Nazli Turan, Miroslav Dudik, Geoff Gordon, Laurie R. Weingart -- ch. 9. Negotiating within groups : a psychophysiological approach / Frank R. C. de Wit, Karen A. Jehn, Daan Scheepers -- Concluding remarks setting the scene : the calculus of agreement in group negotiation / Gregory B. Northcraft. 330 $aNegotiation is a process that permeates our everyday lives. From international conflicts to corporate mergers, from labor contracts to distribution agreements, and from one-time job offers to the day-to-day of relationships, negotiation is one of the most common ways to reach agreement on disputed issues and resources. Though negotiation is challenging in the simplest of circumstances, a group context can make it even more complex: groups negotiating with other groups may argue among themselves; factions and coalitions may develop, leading to side deals or the obstruction of deals in progress; the interests and preferences of all parties become much harder to identify, much less satisfy. In this fourteenth volume of the Research on Managing Groups and Teams series, nine chapters examine the particular challenges, opportunities, and dynamics that confront groups engaged in negotiation. The volume will be of particular interest to readers and scholars from management, psychology, sociology, communications, law, political science, and public policy. 410 0$aResearch on managing groups and teams ;$vv. 14. 606 $aBusiness & Economics$xHuman Resources & Personnel Management$2bisacsh 606 $aBusiness & Economics$xLeadership$2bisacsh 606 $aBusiness & Economics$xWorkplace Culture$2bisacsh 606 $aJoint ventures$2bicssc 606 $aBusiness negotiation$2bicssc 606 $aNegotiation in business 606 $aTeams in the workplace$xManagement 615 7$aBusiness & Economics$xHuman Resources & Personnel Management. 615 7$aBusiness & Economics$xLeadership. 615 7$aBusiness & Economics$xWorkplace Culture. 615 7$aJoint ventures. 615 7$aBusiness negotiation. 615 0$aNegotiation in business. 615 0$aTeams in the workplace$xManagement. 676 $a658.4042 701 $aMannix$b Elizabeth A.$f1960-$01520536 701 $aNeale$b Margaret Ann$01520537 701 $aOverbeck$b Jennifer R$01540447 801 0$bUtOrBLW 801 1$bUtOrBLW 906 $aBOOK 912 $a9910781490703321 996 $aNegotiation and groups$93792100 997 $aUNINA