Negotiation as a Social Process

Introduction Negotiation in its Social Context - Roderick M Kramer and David M Messick Emerging Trends and Future Prospects PART ONE: NEW THEORETICAL PERSPECTIVES Negotiator Cognition in Social Contexts - Introduction Social Context in Negotiation - Leigh Thompson, Erika Peterson and Laura Kray An Information-Processing Perspective Networks and Collective Scripts - Dean G Pruitt Paying Attention to Structure in Bargaining Theory Let's Make Some New Rules - Charles D Samuelson and David M Messick Social Factors that Make Freedom Unattractive Regression to the Mean, Expectation Inflation, and the Winner's Curse in Organizational Contexts - J Richard Harrison and Max H Bazerman In Dubious Battle - Roderick M Kramer Heightened Accountability, Dysphoric Cognition and Self-Defeating Bargaining Behavior The Relational Contexts of Negotiation - Introduction Multi-Party Negotiation in its Social Context - Jeffrey T Polzer, Elizabeth A Mannix and Margaret A Neale Power and Emotional Processes in Negotiations - Edward J Lawler and Jeongkoo Yoon A Social Exchange Approach Joint Decision Making - Leonard Greenhalgh and Deborah I Chapman The Inseparability of Relationships and Negotiation Toward the Conflict - Robert J Robinson A Research Agenda for Emerging Organizational Challenges PART TWO: EXPERIMENTAL EXPLORATIONS Experimental Explorations - Introduction Time of Decision, Ethical Obligation and Causal Illusion - Michael W Morris, Damien L H Sim and Vittorio Girotto Temporal Cues and Social Heuristics in the Prisoner's Dilemma Fairness versus Self-Interest - J Keith Murnighan and Madan M Pillutla Asymmetric Moral Imperatives in Ultimatum Bargaining Social Context in Tacit Bargaining Games - Richard Pl Larrick and Sally Blount Consequences for Perceptions of Affinity and Cooperative Behavior Why Ultimatums Fail - Roderick M Kramer, Pri Pradhan-Shah and Stephanie L Woerner Social Identity and Moralistic Aggression in Coercive Bargaining Property, Culture and Negotiation - Peter G Carnevale