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" Negotiation theory and research / "
edited by Leigh L. Thompson
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BL
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| Record Number
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647464
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| Doc. No
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dltt
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| Title & Author
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Negotiation theory and research /\ edited by Leigh L. Thompson
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| Publication Statement
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New York :: Psychology Press,, 2006
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| Series Statement
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Frontiers of social psychology
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| Page. NO
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xi, 237 p. :: ill. ;; 24 cm
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| ISBN
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1841694169 (hardback : alk. paper)
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| Bibliographies/Indexes
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Includes bibliographical references and index
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| Contents
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Negotiation : overview of theory and research / Leigh L. Thompson -- Bounded awareness : focusing failures in negotiation / Max H. Bazerman and Dolly Chugh -- Social cognition, attribution, and perception in negotiation : the role of uncertainty in shaping negotiation processes and outcomes / Margaret A. Neale and Alison R. Fragale -- Motive : the negotiator's raison d'être / Peter J. Carnevale and Carsten K.W. De Dreu -- Learning to negotiate : novice and experienced negotiators / Jeffrey Loewenstein and Leigh L. Thompson -- Bargaining with feeling : emotionality in and around negotiation / Bruce Barry, Ingrid Smithey Fulmer, and Nathan Goates -- Relationships and negotiations in context / Kathleen L. McGinn -- Negotiation, information technology, and the problem of the faceless other / Janice Nadler and Donna Shestowsky -- A cultural analysis of the underlying assumptions of negotiation theory / Jeanne M. Brett and Michele J. Gelfand -- Gender in negotiations : a motivated social cognitive analysis / Laura Kray and Linda Babcock
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| Subject
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Negotiation, Congresses
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| Dewey Classification
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302.3
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| LC Classification
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BF637.N4N445 2006
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| Added Entry
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Thompson, Leigh L
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