Del 0 - Research Handbooks in Business and Management series

Research Handbook on Gender and Negotiation

Häftad, Engelska, 2022

879 kr

Beställningsvara. Skickas inom 7-10 vardagar. Fri frakt för medlemmar vid köp för minst 249 kr.

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.Contributors include: E.T. Amanatullah, J.B. Bear, L. Berg, J.E. Bochantin, H.R. Bowles, T.H. Burns, A. Dickson, A.L. Elias, K.R. Gallagher, B.A. Gazdag, M.P. Haselhuhn, H. Jazaieri, J.A. Kennedy, S. Kesebir, D. Kolb, L.J. Kray, C.T. Kulik, S.Y. Lee, M. Liu, B.A. Livingston, S. Mor, M. Olekalns, J. Overbeck, M. Pillutla, T.L. Pittinsky, J. Qiu, L. Ramic-Mesihovic, I.Y. Ren, S.W. Ryu, A. Sabanovic, Z. Semnani-Azad, W. Shan, R. Sinha, A.F. Stuhlmacher, N.R. Toosi, C. Trombini, J. Wareham, L. Zervos

Produktinformation

Utgivningsdatum2022-01-11
Mått156 x 234 x undefined mm
FormatHäftad
SpråkEngelska
SerieResearch Handbooks in Business and Management series
FörlagEdward Elgar Publishing Ltd
ISBN9781803921518

Tillhör följande kategorier

Contents:ForewordLinda PutnamIntroduction1.Spheres of Influence: Unpacking Gender Differences in NegotiationMara Olekalns and Jessica A. KennedyFriends, Families, Work: Negotiating in Long-Term Relationships2.Keeping Our Friends Close: Friendship Maintenance Through the Roles of Gender and NegotiationKaitlyn R. Gallagher, Tatem H. Burns, and Alice F. Stuhlmacher3.Gender and Spousal NegotiationBeth Livingston and Seung Whan Ryu4.Gender, Work-Family Negotiations, and Caregiving AmbitionJulia Bear and Tod Pittinsky5.“Superhero” Rhetoric versus Empathic Communication: How Male and Female First Responders Negotiate Work-LifeJaime Bochantin and Ashleigh DicksonBounded Negotiations: Gendered Norms as Constraints6.Deception in Negotiations: The Unique Role of GenderHooria Jazaieri and Laura J. Kray7.Same-Sex Peer Norms: Implications for Gender Differences in NegotiationSelin Kesebir, Sun Young Lee, Judy Qiu, and Madan Pillutla8.Role Salience and Context: The Example pf Negotiation Dyad Gender CompositionAlice F. Stuhlmacher and Lauren S. Zervos9.Gender and Bargaining Power in Historical ContextAllison L. EliasBehind-the-Scenes: Gender Differences in Underlying Processes10.Gender and TrustMichael P. Haselhun11.Anger and Anxiety in Masculine-Stereotypic and Male-Dominated (MSMD) Negotiating Contexts: Affect and the Study of Gender in NegotiationChiara Trombini, Logan A. Berg, and Hannah Riley Bowles12.The Unspoken Language of Power: Interpersonal Dynamics of Nonverbal Behaviour in Mixed-Gender NegotiationsJustin D. Wareham and Jennifer R. Overbeck13.Gender, Communication, and NegotiationMeina Liu and Isabelle Yi Ren14.How Culture and Race Shape Gender Dynamics in NegotiationNegin R. Toosi, Zhaleh Semnani-Azad, Wen Shan, Shira Mor, and Emily T. AmanatullahStronger Self-Advocates: Persisting Despite Disruptions and Setbacks15.Negotiating Political Agency in Bosnia-HerzegovinaDeborah M. Kolb, Leyla Ramic-Mesihovic, and Anida Sabanovic16.Women-Focused Negotiation Training: A Gendered Solution to a Gendered ProblemCarol T. Kulik, Ruchi Sinha, and Mara Olekalns17.What Does ‘Bouncing Back’ Mean? Defining the Role of Resilience in Gender and NegotiationsBrooke A. GazdagConclusion18.Shifting Directions in Gender and Negotiation: From Understanding Women toward Understanding their CounterpartsJessica A. Kennedy and Mara OlekalnsIndex