The Handbook of Negotiation and Culture

Michele J. Gelfand Jeanne M. Brett Editors

STANFORD BUSINESS BOOKS

The Handbook of Negotiation and Culture

The Handbook of Negotiation and Culture

Edited by miche le j. ge lfand and jeanne m. brett

Stanford Business Books
An imprint of Stanford University Press Stanford, California 2004

C Stanford University Press Stanford, California C 2004 by the Board of Trustees of the Leland Stanford, Jr., University. All rights reserved.

No part of this book may be reproduced or transmitted in any form or by any means, electronic or mechanical, including photocopying and recording, or in any information storage or retrieval system without the prior written permission of Stanford University Press. Printed in the United States of America on acid-free, archival-quality paper Library of Congress Cataloging-in-Publication Data The handbook of negotiation and culture / edited by Michele J. Gelfand and Jeanne M. Brett. p. cm. Includes bibliographical references and index. isbn 0-8047-4586-2 (cloth : alk. paper) 1. Negotiation. 2. Conflict management. 3. Negotiation—Cross-cultural studies. 4. Conflict management—Cross-cultural studies. I. Gelfand, Michele J. II. Brett, Jeanne M. bf637.n4 h365 2004 302.3—dc22 2003025169 Typeset by TechBooks in 10.5/12 Bembo Original printing 2004 Last figure below indicates year of this printing: 13 12 11 10 09 08 07 06 05 04

Contents

List of Tables and Figures Foreword Preface xi xv

ix

part one. basic psychological processes Introduction 3 1. The Evolution of Cognition and Biases in Negotiation Research: An Examination of Cognition, Social Perception, Motivation, and Emotion 7 Leigh Thompson, Margaret Neale, and Marwan Sinaceur 2. Cultural Differences and Cognitive Dynamics: Expanding the Cognitive Perspective on Negotiation 45 Michael W Morris and Michele J. Gelfand . 3. I