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BLOW OUT SALE - The Psychology of Negotiations in the 21st Century Workplace

Blow Out Sale - $34 for members (regularly $68) / $43 for nonmembers (regularly $85.00)

In the 21st century workplace "litigation explosion" and its increasing costs and risk of lawsuit make negotiation - rather than litigation - an attractive alternative. This new volume with contributions from experts in psychology, management and other disciplines, bridges the gap between management and negotiation research. Managers, students and researchers interested in the field of negotiation will find this new book in SIOP’s organizational frontiers series of interest.

Barry Goldman, Debra Shapiro

Publisher: Routledge
Pubication Date:4/12/2012
ISBN: 9780415871150
Pages: 552

Member Fee:$34.00
Non-Member Fee:$43.00

Availability: In stock



Quantity: 1
Total: $43.00


"An amazing volume with chapters and commentaries written by the very top negotiation scholars in the world. The book reviews and integrates state-of-the-art research and develops implications for the future of the negotiation field. It gives insightful, practical implications addressing many of the most challenging issues of the 21st century, i.e. how to negotiate agreements in an era of globalized competition, emerging and crisis economies, increased national and other cultural-diversity in the workplace, and frame-breaking, new technologies that often serve as channels of communication. Don't overlook this one!" - M. Susan Taylor, Smith Chair of Human Resource Management & Organizational Change & Co-Director of CLIC, University of Maryland "21st century negotiation involves complex combinations of social networks, culturally and demographically diverse organizations, global business relationships, as well as a heavy reliance on technologically-mediated communications. The editors and authors of this innovative book bridge theory/research from the domains of organizational behavior/industrial psychology and negotiation to address the challenges to research and practice of negotiating effectively in the 21st century." - Jeanne Brett, DeWitt W. Buchanan, Jr. Distinguished Professor of Dispute Resolution and Organization, Northwestern University In bringing together some of the world's best organizational scholars, this book studies the essence of effective management — effective negotiations. The authors provide nuanced insight into the factors that shape negotiations in the modern workplace where perceptions of fairness, identity and emotion are critical to relationship building and long-term value creation. - Sally Blount, Dean, Kellogg School of Management, Northwestern University "Negotiation as a management skill is critical. This book is a well-needed update of the literature, research, and practical implications for negotiators in organizataions. The line-up of expert authors is commendable, providing much-needed insights based on negotiation research for employees and managers and future directions for researchers. The inclusion of justice issues, emotion, and procedural strategies and responses is exactly what the field, and organizations, need at this point in time." - Karen Jehn, Melbourne Business School, Australia