Negotiation is the most important skill anyone in the business world can have today, because people must continually negotiate their jobs, responsibilities, and opportunities. Yet very few people know strategies for maximizing their outcomes in everyday and in more formal business situations.

This volume provides a comprehensive overview of this emerging topic through original contributions from leaders in social psychology and negotiation research. All topics covered are core to the understanding of the negotiation process and include: decision-making and judgment, emotion and negotiation, motivation, and game theory.

Reviews

"Thompson has assembled the leading minds in the field to report on the state of the art. The chapters go beyond past reviews by incorporating new empirical findings, challenging received assumptions, and introducing fresh frameworks. As a whole, this collection highlights the evolving currents in this field. A must-read for negotiation researchers and anyone who wants to understand the complexities of human behavior in conflict resolution." - Michael W. Morris Graduate School of Business, Columbia University

"Leigh Thompson's Negotiation Theory and Research is a brilliant compilation of major conceptual and empirical progress in negotiation theory in recent years. With her usual eye for great research and flair for bringing together the best and brightest minds in contemporary negotiation research, Thompson has created what undoubtedly will be the standard reference work and essential reading for scholars who wish to remain on top of this important and thriving research area." - Roderick M. Kramer, William R. Kimball Professor of Organizational Behavior, Stanford Business School

Book Information
ISBN 9781138006089
Author Leigh L. Thompson
Format Paperback
Page Count 250
Imprint Psychology Press Ltd
Publisher Taylor & Francis Ltd
Weight(grams) 340g