The Handbook of negotiation and culture

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Conflict Management and Negotiation Multi-Agent Systems and Negotiation Global and Cross-Cultural Management

Abstract

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.

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2010The culturally intelligent negotiator: The impact of cultural intelligence (CQ) on negotiation sequences and outcomes 2006Negotiating Relationally: The Dynamics of the Relational Self in Negotiations 2006Motivated information processing, strategic choice, and the quality of negotiated agreement.2009Repairing relationship conflict: how Violation types and culture influence The effectiveness of restoration Rituals 2006Supplication and appeasement in conflict and negotiation: The interpersonal effects of disappointment, worry, guilt, and regret.2008A social functional approach to emotions in bargaining: When communicating anger pays and when it backfires.2016Dignity, face, and honor cultures: A study of negotiation strategy and outcomes in three cultures 2007Culture-contingent signs of trust in emergent relationships

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