Research Handbook on Gender and Negotiation PDF Download
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Author: Mara Olekalns
Publisher: Edward Elgar Publishing
ISBN: 1788976762
Category : Business & Economics
Languages : en
Pages : 393
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Book Description
In this groundbreaking Research Handbook, leading international researchers analyse how negotiators’ gender shapes their behaviour and outcomes at the bargaining table, in both work and non-work contexts. World-class experts from the field of negotiation present cutting-edge research on gender and negotiation, highlighting controversies, and generating new questions for consideration. In so doing, this Research Handbook offers helpful insights to negotiators and forges a path for future research.
Author: Mara Olekalns
Publisher: Edward Elgar Publishing
ISBN: 1788976762
Category : Business & Economics
Languages : en
Pages : 393
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Book Description
In this groundbreaking Research Handbook, leading international researchers analyse how negotiators’ gender shapes their behaviour and outcomes at the bargaining table, in both work and non-work contexts. World-class experts from the field of negotiation present cutting-edge research on gender and negotiation, highlighting controversies, and generating new questions for consideration. In so doing, this Research Handbook offers helpful insights to negotiators and forges a path for future research.
Author: Mara Olekalns
Publisher: Edward Elgar Publishing
ISBN: 9781788976756
Category :
Languages : en
Pages : 416
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Book Description
In this ground-breaking Research Handbook, leading international researchers analyse how negotiators' gender shapes their behaviour and outcomes at the bargaining table, in both work and non-work contexts. World-class experts from the field of negotiation present cutting-edge research on gender and negotiation, highlighting controversies and generating new questions for consideration. The Research Handbook offers helpful insights to negotiators and forges a path for future research. The first section highlights how gender shapes negotiation within close relationships and identifies informal social rules for how women and men are expected to negotiate, exploring the socialization patterns and historical contexts that produced these norms and the implications for women at the bargaining table. Chapters discuss how underlying negotiation processes such as trust, emotion, communication and non-verbal behaviour are shaped by gender, as well as considering a number of pragmatic solutions to the obstacles women face as self-advocates. Offering insights for both practitioners and researchers, this Research Handbook will be invaluable to teachers and, also, female professionals who want to understand how to get better outcomes from negotiation. It will also be required reading for HR professionals who wish to understand how and why organizational policies regarding negotiation can level the playing field.
Author: Mara Olekalns
Publisher: Edward Elgar Publishing
ISBN: 1781005907
Category : Language Arts & Disciplines
Languages : en
Pages : 561
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Book Description
This Handbook combines a review of negotiation research with state-of-the-art commentary on the future of negotiation theory and research. Leading international scholars give insight into both the factors known to shape negotiation and the questions that we need to answer as we strive to deepen our understanding of the negotiation process. This Handbook provides analyses of the negotiation process from four distinct perspectives: negotiators' cognition and emotion, social processes and social inferences, communication processes, and complex negotiations, covering trade, peace, environment, and crisis negotiations. Providing an introduction to key topics in negotiation, written by leading researchers in the field, the book will prove insightful for undergraduate students. It also incorporates an excellent summary of past research as well as highlights new directions negotiation research might take which will be valuable for postgraduate students and academics wishing to expand their knowledge on the subject.
Author: Melissa Davies
Publisher: Kogan Page Publishers
ISBN: 1398601810
Category : Business & Economics
Languages : en
Pages : 249
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Book Description
Effective negotiations lead to sustainable partnerships, help both parties to achieve higher goals than they would alone and allow organizations to avoid the costly price of conflict. This book outlines a simple and powerful method of negotiating, either in person or virtually. The Practical Negotiation Handbook outlines a tried and tested five-step process for negotiating lasting agreements, with best practice case examples, checklists and tools. This thoroughly practical guide brings together over 25 years of the author's experience negotiating in a variety of countries and contexts to give you the confidence to negotiate any kind of contract or agreement, large or small. Using a 'solution-focused' approach which centres around preferred outcomes rather than conflicts, and on questioning and listening to the other party rather than trying to convince or impose and making assumptions, this pragmatic book will help build your profile as an ethical and respected negotiator. From contextual analysis and goal preparation to the importance of communication and building an offer, it cuts through the theory and clearly outlines the skills needed to influence the outcome and implementation of any negotiation.
Author: Shirlena Huang
Publisher: Edward Elgar Publishing
ISBN: 1788112911
Category : Social Science
Languages : en
Pages : 455
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Book Description
The Handbook on Gender in Asia critically examines, through a gender perspective, five broad themes of significance to Asia: the ‘Theory and Practice’ of researching in Asia; ‘Gender, Ageing and Health’; ‘Gender and Labour’; ‘Gendered Migrations and Mobilities’; and ‘Gender at the Margins’. With each chapter providing an overview of the key intellectual developments on the issue under discussion, as well as empirical examples to examine how the Asian case sheds light on these debates, this collection will be an invaluable reference for scholars of gender and Asia.
Author: Michelle K Ryan
Publisher: SAGE
ISBN: 1446287149
Category : Psychology
Languages : en
Pages : 561
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Book Description
The SAGE Handbook of Gender and Psychology is a unique, state-of-the-art synthesis of the known work, combined with current research trends, in the broad field of gender and psychology. In the past 35 years academic publications on the subject have increased tenfold, and this level of activity as well the diversity of research looks set to increase in the coming years too. The time is ideal for a systematic review of the field. Contributions come from academics around the world and many different disciplines, and as a result multiple perspectives and a diversity of methodologies are presented to understand gender and its implications for behaviour. Chapters cover a wide variety of topics, theoretical approaches, contexts, and social issues; they also critically examine the key issues and current debates. Both advanced students and scholars will find extensive range and depth in the topics covered across the Handbook′s 29 chapters. Published as a single volume, the handbook is aimed at individuals as well as the library market. The SAGE Handbook of Gender and Psychology will have mass appeal across the field of psychology, including social psychology and gender and psychology, as well a number of other subject groups such as gender studies, sociology, organizational behaviour and political science.
Author: Máximo Langer
Publisher: Edward Elgar Publishing
ISBN: 1802206671
Category : Law
Languages : en
Pages : 627
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Book Description
Bringing together established and emerging scholars from around the world, the Research Handbook on Plea Bargaining and Criminal Justice examines the practice of plea bargaining, through which guilty pleas are secured and trials are avoided.
Author: Joan C. Chrisler
Publisher: Springer Science & Business Media
ISBN: 144191465X
Category : Social Science
Languages : en
Pages : 715
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Book Description
Donald R. McCreary and Joan C. Chrisler The Development of Gender Studies in Psychology Studies of sex differences are as old as the ?eld of psychology, and they have been conducted in every sub?eld of the discipline. There are probably many reasons for the popularity of these studies, but three reasons seem to be most prominent. First, social psychological studies of person perception show that sex is especially salient in social groups. It is the ?rst thing people notice about others, and it is one of the things we remember best (Fiske, Haslam, & Fiske, 1991; Stangor, Lynch, Duan, & Glass, 1992). For example, people may not remember who uttered a witty remark, but they are likely to remember whether the quip came from a woman or a man. Second, many people hold ?rm beliefs that aspects of physiology suit men and women for particular social roles. Men’s greater upper body strength makes them better candidates for manual labor, and their greater height gives the impression that they would make good leaders (i. e. , people we look up to). Women’s reproductive capacity and the caretaking tasks (e. g. , breastfeeding, baby minding) that accompany it make them seem suitable for other roles that require gentleness and nurturance. Third, the logic that underlies hypothesis testing in the sciences is focused on difference. Researchers design their studies with the hope that they can reject the null hypothesis that experimental groups do not differ.
Author: Mohammad Ayub Khan
Publisher: Springer
ISBN: 3030002772
Category : Business & Economics
Languages : en
Pages : 577
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Book Description
Global business management issues and concerns are complex, diverse, changing, and often intractable. Industry actors and policy makers alike rely upon partnerships and alliances for developing and growing sustainable business organizations and ventures. As a result, global business leaders must be well-versed in managing and leading multidimensional human relationships and business networks – requiring skill and expertise in conducting the negotiation processes that these entail. After laying out a foundation justifying the importance of studying negotiation in a global context, this book will detail conventional and contemporary theories regarding international engagement, culture, cultural difference, and cross-cultural interaction, with particular focus on their influence on negotiation. Building on these elements, the book will provide a broad array of country-specific chapters, each describing and analyzing the negotiation culture of businesspeople in a different country around the world. Finally, the book will look ahead, with an eye towards identifying and anticipating new trends and developments in the field of global negotiation. This text will appeal to scholars and researchers in international business, cross-cultural studies, and conflict management who seek to understand the challenges of intercultural communication and negotiation. It will provide trainers and consultants with the insights they need to prepare their clients for intercultural negotiation. Finally, the text will appeal to businesspeople who find themselves heading out to engage with counterparts in another country, or operating in other multinational environments on a regular basis.
Author: Michele J. Gelfand
Publisher: Stanford University Press
ISBN: 0804745862
Category : Business & Economics
Languages : en
Pages : 478
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Book Description
In the global marketplace, negotiation frequently takes place across cultural boundaries, yet negotiation theory has traditionally been grounded in Western culture. This book, which provides an in-depth review of the field of negotiation theory, expands current thinking to include cross-cultural perspectives. The contents of the book reflect the diversity of negotiationresearch-negotiator cognition, motivation, emotion, communication, power and disputing, intergroup relationships, third parties, justice, technology, and social dilemmasand provides new insight into negotiation theory, questioning assumptions, expanding constructs, and identifying limits not apparent from working exclusively within one culture. The book is organized in three sections and pairs chapters on negotiation theory with chapters on culture. The first part emphasizes psychological processescognition, motivation, and emotion. Part II examines the negotiation process. The third part emphasizes the social context of negotiation. A final chapter synthesizes the main themes of the book to illustrate how scholars and practitioners can capitalize on the synergy between culture and negotiation research.
