This Handbook combines a review of negotiation research with state-of-the-art commentary on the future of negotiation theory and research. -- Leading international scholars give insight into both the factors known to shape negotiation and the questions that we need to answer as we strive to...

Machine generated contents note: pt. 1 Planning it -- 1. Why negotiation is important in organisations -- Working positively with conflict -- Working in project and matrix organisations -- Working in cross-cultural situations -- Working in partnerships -- Win-lose is not an option -- 2. Getting...

section 1. Introduction -- section 2. Negotiators as fairness managers in the 21st century -- section 3. Negotiators as emotion managers in the 21st century -- section 4. Negotiators as social influence/group-sensitive managers in the 21st century -- section 5. Negotiators as organizational...