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Preface | ||
Acknowledgments | ||
1 | Social Context in Negotiation: An Information-Processing Perspective | 5 |
2 | Networks and Collective Scripts: Paying Attention to Structure in Bargaining Theory | 37 |
3 | Let's Make Some New Rules: Social Factors That Make Freedom Unattractive | 48 |
4 | Regression to the Mean, Expectation Inflation, and the Winner's Curse in Organizational Contexts | 69 |
5 | In Dubious Battle: Heightened Accountability, Dysphoric Cognition, and Self-Defeating Bargaining Behavior | 95 |
6 | Multiparty Negotiation in Its Social Context | 123 |
7 | Structural Power and Emotional Processes in Negotiation: A Social Exchange Approach | 143 |
8 | Joint Decision Making: The Inseparability of Relationships and Negotiation | 166 |
9 | The Conflict-Competent Organization: A Research Agenda for Emerging Organizational Challenges | 186 |
10 | Time of Decision, Ethical Obligation, and Causal Illusion: Temporal Cues and Social Heuristics in the Prisoner's Dilemma | 209 |
11 | Fairness Versus Self-Interest: Asymmetric Moral Imperatives in Ultimatum Bargaining | 240 |
12 | Social Context in Tacit Bargaining Games: Consequences for Perceptions of Affinity and Cooperative Behavior | 268 |
13 | Why Ultimatums Fail: Social Identity and Moralistic Aggression in Coercive Bargaining | 285 |
14 | Property, Culture, and Negotiation | 309 |
Author Index | 324 | |
Subject Index | 334 | |
About the Contributors | 341 |
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