The Handbook of Negotiation and Culture
Edited by Michele J. Gelfand and Jeanne M. Brett


Table of Contents

Table of Contents for

The Handbook of Negotiation and Culture

List of Tables and Figures  ix

Foreword               xi

Preface                   xv

part one.           basic psychological processes

Introduction          3

1. The Evolution of Cognition and Biases in Negotiation Research: An Examination of Cognition, Social Perception, Motivation, and Emotion                7

Leigh Thompson, Margaret Neale, and Marwan Sinaceur

2. Cultural Differences and Cognitive Dynamics: Expanding the Cognitive Perspective on Negotiation             45

Michael W. Morris and Michele J. Gelfand

3. I Laughed, I Cried, I Settled: The Role of Emotion in

Negotiation           71

Bruce Barry, Ingrid Smithey Fulmer, and Gerben A. Van Kleef

4. Culture and Emotions in Intercultural Negotiations:

An Overview        95

Rajesh Kumar

5. Motivation in Negotiation: A Social Psychological Analysis                  114

Carsten K. W. De Dreu

part two.         social processes

Introduction          139

6. Communication Processes in Negotiation: Frequencies,

Sequences, and Phases      143

Laurie R. Weingart and Mara Olekalns

7. Culture and Negotiation Processes              158

Wendi Lyn Adair and Jeanne M. Brett

8. Resolving Disputes Between Faceless Disputants: New Challenges for Conflict Management Theory          177

Debra L. Shapiro and Carol T. Kulik

9. Culture and Conflict: Enlarging Our Dispute Resolution

Framework             193

Catherine H. Tinsley

part three.      negotiation in context

Introduction          213

10. The “Dark Side” of Social Context: The Role of Intergroup Paranoia in Intergroup Negotiations   219

Roderick M. Kramer

11. Cultural Structuring of the Social Context of Negotiation       238

Michele J. Gelfand and Deborah A. Cai

12. Contractual and Emergent Third-Party Intervention                258

Donald E. Conlon and Christopher J. Meyer

13. Adaptive Third Parties in the Cultural Milieu           280

Peter J. Carnevale, Yeow Siah Cha, Ching Wan, and Sam Fraidin

14. Justice and Negotiation                295

Tom Tyler and Steven L. Blader

15. Justice Across Cultures: A Three-Stage Model for Intercultural Negotiation    313

Kwok Leung and Kwok-Kit Tong

16. What Do Communication Media Mean for Negotiators?

A Question of Social Awareness      334

Kathleen L. McGinn and Rachel Croson

17. At the Crossroads of Culture and Technology: Social Influence and Information-Sharing Processes During Negotiation       350

Zoe I. Barsness and Anita D. Bhappu

18. Conflicting Interests in Social Life: Understanding Social Dilemma Dynamics   374

J. Mark Weber and David M. Messick

19. Cross-Cultural Perspectives on Cooperation in Social

Dilemmas               395

Jeanne Brett and Shirli Kopelman

part four.        epilogue

20. Integrating Negotiation and Culture Research         415

Michele J. Gelfand and Jeanne M. Brett

Contributors         429

Author Index        435

Subject Index        451