Negotiations: Insights, Strategies and Outcomes


Kathleen M. Johnson (Editor)

Series: Business Issues, Competition and Entrepreneurship
BISAC: BUS047000

Chapter One addresses six psychic characteristics in order to gain insights about the psychology of collaborative negotiators: 1) making contact with oneself, 2) connecting to others, 3) reality perspective, 4) understanding and expressing emotions, 5) balanced narcissism, and 6) change process. Chapter Two summarizes what is currently known through empirical evidence about job offer and compensation negotiations, and presents a research strategy to guide empirical investigations of compensation and job offer negotiations. In Chapter Three, the authors focus on the negotiation over continuous issues and investigate the jointly Improving Direction Method (IDM). This method is well known both for its generality, since many other negotiation protocols can be considered as a particular subclass of it, and for its theoretical Pareto efficiency. In addition, it is easy to implement, and this makes IDM a very good candidate for an automated negotiation support system.

Table of Contents

Table of Contents


Chapter 1. Insights About the Psychology of Collaborative Negotiators
Margarita Canal Acero (Management School, Universidad de los Andes Bogotá, Colombia)

Chapter 2. Job Offer Negotiations: A Focused Research Approach
Elizabeth F. Chapman, A.J. Corner and Edward W. Miles (Stetson School of Business and Economics, Mercer University, Atlanta, Georgia, USA, and others)

Chapter 3. A Two-Party Non-Informative Efficient Negotiation Protocol
Luca Barzanti, Marcello Mastroleo, Alessandro Pezzi (Department of Mathematics, University of Bologna, Bologna, Italy, and others)



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