Negotiation As Social Process Book

	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