The psychology of negotiations in the 21st century workplace : new challenges and new solutions / edited by Barry M. Goldman, Debra L. Shapiro.

Includes bibliographical references and indexes.

Part I. Introduction -- chapter 1. Negotiation in the 21st century workplace : new challenges and new solutions / Barry M. Goldman and Debra L. Shapiro -- Part II. Negotiators as fairness managers in the 21st century -- chapter 2. The effect of perceived/felt (in)justice on cooperativeness : implications for negotiators as "justice-enhancing communicators" in an era of social networking / Donald E. Conlon and William H. Ross -- ch. 3. The role of process fairness authenticity in 21st century negotiations / Kathryn S. Roloff, Joel Brockner, and Batia Mishan Wiesenfeld -- ch. 4. The effect of perception on judgments about "fair" compensation : implications for negotiators as price justifiers / Robin L. Pinkley -- ch. 5. The effects of subjective value on future consequences : implications for negotiation strategies / Hillary Anger Elfenbein and Jared R. Curham -- Part III. Negotiators as emotion managers in the 21st century -- ch. 6. The effect of moods and discrete emotions on negotiator behavior / Russell Cropanzano, William J. Becher, and Jöel Feldman -- ch. 7. Negotiating the peace in the face of modern distrust : dealing with anger and revenge in the 21st century workplace / Robert J. Bies and Thomas M. Tripp -- ch. 8. Once fooled, shame on you! twice fooled, shame on me! what deception does to deceivers and victims : implications for negotiators when ethicality is unclear / Roy J. Lewicki and Ralph Hanke -- Part IV. Negotators as social influence/ group-sensitive managers in the 21st century -- ch. 9. Social networks and negotiation / Daniel J. Brass and Giuseppe Labianca -- ch. 10. How cultural stereotyping influences intercultural negotiation / Catherine H. Tinsley . . . [et al.] -- ch. 11. Gender and negotiation / Micahel P. Haselhuhn and Laura J. Kray. Part V. Negotiators as organizational managers in the 21st century -- ch. 12. From individual competence to organizational capability : leveraging insights from organizational learning to improve negotiated results in the 21st century enterprise / Jonathan Hughes . . . [et al.] -- ch. 13. Great deal, terrible contract : the care for negotiator involvement in the contracting phase / Deepak Malhotra -- ch. 14. The "new" world of negotiations : interactions mediated by information technology / Ritu Agarwal, Siva Viswanathan, and Animesh Animesh -- Part VI. Commentaries -- chapter 15. Negotiating in a brave new world : challenges and opportunities for a field of negotiation science / Michele J. Gelfand and Ya'akov (Kobi) Gal -- chapter 16. Integrating negotiation research with team dynamics / Leigh Thompson, Erika Richardson, and Brian lucas -- chapter 17. Commentary and future directions for negotiations / Chia-Jung Tsay and Max H. Bazerman.