ABSTRACT
Contributors to this volume have collectively paved the way for a new revolution in the field of negotiation science. The Psychology of Negotiations in the 21st Century Workplace is a tour de force. The territory covered in the book is simply astounding, including such basic processes as fairness, trust, competition, and cooperation, to social structure and networks, to organizational learning and national culture—all of which capture part of the complex “elephant” that is negotiation. Each chapter draws on new and exciting theoretical and empirical developments from a wide variety of disciplines to inform key learning that can be distilled for managers, practitioners, and anyone who needs to manage interdependence with others in their daily lives. And, the authors have each grounded their theoretical, empirical, and practical discussions of negotiation in situ—in the particular features of the 21st century organizational landscape that invariably affect the process and outcomes of negotiations in this brave new negotiating world. Put simply, this volume exemplifies the science-practitioner model at its very best.
