Negotiation and Groups

Mannix (Cornell U.) et al. compile 10 chapters that examine challenges, opportunities, and dynamics that confront groups engaged in negotiation with other groups. Psychology and business scholars from the US, Canada, the Netherlands, and Australia presented their chapters at a conference at Stanford U. in May 2010, which appear here with a concluding, integrative chapter. They discuss what distinguishes group from dyadic negotiation, structures of group negotiations, different processes that characterize groups, and different demands of integrative and distributive negotiation. They also consider the effects of physical distance, cross-cultural negotiation, archetypal game structures that characterize negotiators' mental models, status conflicts, beliefs about fixed vs. malleable negotiation skills, the effects of emotion, research methods, and aspects of psychophysiology. The volume is aimed at scholars in management, psychology, sociology, communications, law, political science, and public policy. There is no index. Distributed in North America by Turpin Distribution. Annotation c2011 Book News, Inc., Portland, OR (booknews.com)