Negotiation in Groups

By: Elizabeth A. Mannix (Editor), Margaret Ann Neale (Editor), Jennifer Overbeck (Editor)

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Hardcover | 9 June 2011

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259 Pages

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23.5 x 15.3 x 2.7

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Negotiation 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; and, 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.

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List of Contributors	p. vii
Preface	p. ix
Broad Dynamics of Negotiation in Group Contexts
When are Teams an Asset in Negotiations and when are they a Liability?	p. 3
Physical Distance in Intragroup and Intergroup Negotiations: Implications for Negotiator Judgment and Behavior	p. 35
Building Multiculturally Shared Mental Models (Msmm) In Multiparty Negotiations: A Three-Stage Process Model	p. 57
Games Groups Play: Mental Models in Intergroup Conflict and Negotiation	p. 79
Focused Process Dynamics in Group Negotiation
Status Conflict in Negotiation	p. 111
The Impact of Implicit Negotiation Beliefs on Motivation and Cognition in Group Negotiation	p. 137
Beyond Valence: Effects Of Group Emotional Tone On Group Negotiation Behaviors and Outcomes	p. 163
New Directions in Research on Negotiation and Groups
Modeling Group Negotiation: Three Computational Approaches That Can Inform Behavioral Sciences	p. 189
Negotiating Within Groups: A Psychophysiological Approach	p. 207
Synthesis and Implications
Concluding Remarks Setting the Scene: The Calculus of Agreement in Group Negotiation	p. 241
Table of Contents provided by Ingram. All Rights Reserved.

Negotiation in Groups

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