Culture and Negotiations  

Oleh:

Gelfand, Michele J.

Jenis: Article from Books - E-Book
Dalam koleksi: Human Behavior in Military Contexts (Committee on Opportunities in Basic Research in the Behavioral and Social Sciences for the U.S. Military), page 85-105.
Topik: Behavior Military; Culture; Negotiations; Social Conflict
Fulltext: behavior military (paper1).pdf (146.39KB)

Isi artikel

Social conflict—over resources, ideas, and interests—among people who are interdependent is ubiquitous. Understanding, predicting, and managing conflict are arguably among the most important challenges facing humans. Fortunately, over the last several decades, scholars across numerous disciplines—including economics, communication, social psychology, organizational behavior, and political science—have advanced important insights on the use of negotiation as one way to deal with social conflict (Pruitt and Carnevale, 1993). Research has made progress in understanding basic psychological processes in negotiation (e.g., cognition, motivation, and emotion), basic social processes in negotiation (e.g., communication, power and influence), and the effects of the social context (e.g., relationships, teams, technology) on negotiation dynamics. Arguably, few areas have developed as rapidly, and with as much depth and breadth, as negotiation (Kramer and Messick, 1995).

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