平装
Research Handbook on Gender and Negotiation
In this groundbreaking Research Handbook, leading international researchers analyse how negotiators’ gender shapes their behaviour and outcomes at the bargaining table, in both work and non-work contexts. World-class experts from the field of negotiation present cutting-edge research on gender and negotiation, highlighting controversies, and generating new questions for consideration. In so doing, this Research Handbook offers helpful insights to negotiators and forges a path for future research.
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Critical Acclaim
Contributors
内容
More Information
In this groundbreaking Research Handbook, leading international researchers analyse how negotiators’ gender shapes their behaviour and outcomes at the bargaining table, in both work and non-work contexts. World-class experts from the field of negotiation present cutting-edge research on gender and negotiation, highlighting controversies and generating new questions for consideration.
The Research Handbook offers helpful insights to negotiators and forges a path for future research. The Handbook initially highlights how gender shapes negotiation within close relationships and identifies informal social rules for how women and men are expected to negotiate, exploring the socialization patterns and historical contexts that produced these norms and the implications for women at the bargaining table. The contributors then discuss how underlying negotiation processes such as trust, emotion, communication and non-verbal behaviour are shaped by gender, as well as considering a number of pragmatic solutions to the obstacles women face as self-advocates.
Offering insights for both practitioners and researchers, this Research Handbook will be invaluable to teachers and, also, female professionals who want to understand how to get better outcomes from negotiation. It will also be required reading for HR professionals who wish to understand how and why organizational policies regarding negotiation can level the playing field.
The Research Handbook offers helpful insights to negotiators and forges a path for future research. The Handbook initially highlights how gender shapes negotiation within close relationships and identifies informal social rules for how women and men are expected to negotiate, exploring the socialization patterns and historical contexts that produced these norms and the implications for women at the bargaining table. The contributors then discuss how underlying negotiation processes such as trust, emotion, communication and non-verbal behaviour are shaped by gender, as well as considering a number of pragmatic solutions to the obstacles women face as self-advocates.
Offering insights for both practitioners and researchers, this Research Handbook will be invaluable to teachers and, also, female professionals who want to understand how to get better outcomes from negotiation. It will also be required reading for HR professionals who wish to understand how and why organizational policies regarding negotiation can level the playing field.
Critical Acclaim
‘This book is an excellent summary of the work and research done
到目前为止，它将成为一个很棒的参考，其非凡的知识收集到一个地方。此外，随着著作撰稿人概述的未来的明确研究议程，为下一代学者所绘制的经验工作的途径。像我们在该领域的许多人一样，我期待下一轮研究，可以将社会推向各个修复，并进入创造所需的结构性变化，因为编辑概述了一个更公平的社会。’
– Andrea Kupfer Schneider, Negotiation Journal
‘This book makes a fabulous contribution to our understanding of the role of gender in negotiations, highlighting the contextual and situational forces that influence the negotiation process. A wonderful exploration of the burgeoning research in this field and a call to action for future inquiry.’
- 美国卡内基·梅隆大学（Linda C. Babcock），美国
``本研究手册收集了跨学科的顶级学者的研究，以提供无与伦比的洞察力，从而阐明了性别在个人和专业谈判中的复杂作用。通过同时专注于社会背景，人际关系动态和谈判者的个人特征，研究手册为人们和机构可以做些什么来提高竞争环境，为未来的研究和建议提供了议程。这将是未来几年的首选资源。
– Laurie R. Weingart, Carnegie Mellon University, US
'谈判是在合作以创造价值和竞争声称其竞争之间平衡的行为。在许多谈判环境中，成为女性谈判者会增加平衡的第二维度。如果女性谈判者将性别刻板印象内化，那么她可能不太能够从事保护自己的利益和索赔价值所需的代理竞争行为。如果她拒绝性别刻板印象，她可能会面临强烈反对。本手册回顾了确定女性谈判者何时以及如何调整这些平衡的研究。”
- 美国西北大学珍妮·布雷特（Jeanne Brett）
到目前为止，它将成为一个很棒的参考，其非凡的知识收集到一个地方。此外，随着著作撰稿人概述的未来的明确研究议程，为下一代学者所绘制的经验工作的途径。像我们在该领域的许多人一样，我期待下一轮研究，可以将社会推向各个修复，并进入创造所需的结构性变化，因为编辑概述了一个更公平的社会。’
– Andrea Kupfer Schneider, Negotiation Journal
‘This book makes a fabulous contribution to our understanding of the role of gender in negotiations, highlighting the contextual and situational forces that influence the negotiation process. A wonderful exploration of the burgeoning research in this field and a call to action for future inquiry.’
- 美国卡内基·梅隆大学（Linda C. Babcock），美国
``本研究手册收集了跨学科的顶级学者的研究，以提供无与伦比的洞察力，从而阐明了性别在个人和专业谈判中的复杂作用。通过同时专注于社会背景，人际关系动态和谈判者的个人特征，研究手册为人们和机构可以做些什么来提高竞争环境，为未来的研究和建议提供了议程。这将是未来几年的首选资源。
– Laurie R. Weingart, Carnegie Mellon University, US
'谈判是在合作以创造价值和竞争声称其竞争之间平衡的行为。在许多谈判环境中，成为女性谈判者会增加平衡的第二维度。如果女性谈判者将性别刻板印象内化，那么她可能不太能够从事保护自己的利益和索赔价值所需的代理竞争行为。如果她拒绝性别刻板印象，她可能会面临强烈反对。本手册回顾了确定女性谈判者何时以及如何调整这些平衡的研究。”
- 美国西北大学珍妮·布雷特（Jeanne Brett）
Contributors
贡献者：E.T。Amanatullah，J.B。Bear，L。Berg，J.E。Bochantin，H.R。Bowles，T.H。Burns，A。Dickson，A.L。Elias，K.R。加拉格，学士加兹达格，硕士Haselhuhn，H。Jazaieri，J.A。肯尼迪，S。Kesebir，D.Kolb，L.J。Kray，C.T。库里克（S.Y.）Lee，M。Liu，学士利文斯顿（Livingston） Pittinsky, J. Qiu, L. Ramić-Mesihović, I.Y. Ren, S.W. Ryu, A. Šabanović, Z. Semnani-Azad, W. Shan, R. Sinha, A.F. Stuhlmacher, N.R. Toosi, C. Trombini, J. Wareham, L. Zervos
内容
内容：
Foreword
Linda Putnam
Introduction
1.势力范围:开箱性别不同ces in Negotiation
Mara Olekalns和Jessica A. Kennedy
Friends, Families, Work: Negotiating in Long-Term Relationships
2.让我们的朋友接近：通过性别和谈判的角色维护友谊
Kaitlyn R. Gallagher, Tatem H. Burns, and Alice F. Stuhlmacher
3.性别和配偶谈判
Beth Livingston and Seung Whan Ryu
4.性别，工作家庭谈判和照料野心
Julia Bear and Tod Pittinsky
5. “Superhero” Rhetoric versus Empathic Communication: How Male and Female First Responders Negotiate Work-Life
Jaime Bochantin and Ashleigh Dickson
Bounded Negotiations: Gendered Norms as Constraints
6. Deception in Negotiations: The Unique Role of Gender
Hooria Jazaieri and Laura J. Kray
7. Same-Sex Peer Norms: Implications for Gender Differences in Negotiation
Selin Kesebir，Sun Young Lee，Judy Qiu和Madan Pillutla
8.角色显着性和背景：示例PF协商二元性别组成
Alice F. Stuhlmacher and Lauren S. Zervos
9. Gender and Bargaining Power in Historical Context
艾莉森·埃里亚斯（Allison L. Elias）
幕后：基础过程中的性别差异
10.性别和信任
Michael P. Haselhun
11. Anger and Anxiety in Masculine-Stereotypic and Male-Dominated (MSMD) Negotiating Contexts: Affect and the Study of Gender in Negotiation
Chiara Trombini, Logan A. Berg, and Hannah Riley Bowles
12.无声的权力语言：混合性别谈判中非语言行为的人际动态
Justin D. Wareham and Jennifer R. Overbeck
13. Gender, Communication, and Negotiation
Meina Liu和Isabelle yi Ren
14.文化和种族如何在谈判中形成性别动态
Negin R. Toosi, Zhaleh Semnani-Azad, Wen Shan, Shira Mor, and Emily T. Amanatullah
更强大的自我倡导：尽管有干扰和挫折，但仍在持续
15.在波斯尼亚 - 黑塞哥维那谈判政治机构
Deborah M. Kolb, Leyla Ramic-Mesihovic, and Anida Sabanovic
16.以妇女为中心的谈判培训：针对性别问题的性别解决方案
Carol T. Kulik, Ruchi Sinha, and Mara Olekalns
17.“弹跳”是什么意思？定义韧性在性别和谈判中的作用
Brooke A. Gazdag
结论
18. Shifting Directions in Gender and Negotiation: From Understanding Women toward Understanding their Counterparts
杰西卡·肯尼迪（Jessica A. Kennedy）和马拉·奥尔卡恩（Mara Olekalns）
Index
Foreword
Linda Putnam
Introduction
1.势力范围:开箱性别不同ces in Negotiation
Mara Olekalns和Jessica A. Kennedy
Friends, Families, Work: Negotiating in Long-Term Relationships
2.让我们的朋友接近：通过性别和谈判的角色维护友谊
Kaitlyn R. Gallagher, Tatem H. Burns, and Alice F. Stuhlmacher
3.性别和配偶谈判
Beth Livingston and Seung Whan Ryu
4.性别，工作家庭谈判和照料野心
Julia Bear and Tod Pittinsky
5. “Superhero” Rhetoric versus Empathic Communication: How Male and Female First Responders Negotiate Work-Life
Jaime Bochantin and Ashleigh Dickson
Bounded Negotiations: Gendered Norms as Constraints
6. Deception in Negotiations: The Unique Role of Gender
Hooria Jazaieri and Laura J. Kray
7. Same-Sex Peer Norms: Implications for Gender Differences in Negotiation
Selin Kesebir，Sun Young Lee，Judy Qiu和Madan Pillutla
8.角色显着性和背景：示例PF协商二元性别组成
Alice F. Stuhlmacher and Lauren S. Zervos
9. Gender and Bargaining Power in Historical Context
艾莉森·埃里亚斯（Allison L. Elias）
幕后：基础过程中的性别差异
10.性别和信任
Michael P. Haselhun
11. Anger and Anxiety in Masculine-Stereotypic and Male-Dominated (MSMD) Negotiating Contexts: Affect and the Study of Gender in Negotiation
Chiara Trombini, Logan A. Berg, and Hannah Riley Bowles
12.无声的权力语言：混合性别谈判中非语言行为的人际动态
Justin D. Wareham and Jennifer R. Overbeck
13. Gender, Communication, and Negotiation
Meina Liu和Isabelle yi Ren
14.文化和种族如何在谈判中形成性别动态
Negin R. Toosi, Zhaleh Semnani-Azad, Wen Shan, Shira Mor, and Emily T. Amanatullah
更强大的自我倡导：尽管有干扰和挫折，但仍在持续
15.在波斯尼亚 - 黑塞哥维那谈判政治机构
Deborah M. Kolb, Leyla Ramic-Mesihovic, and Anida Sabanovic
16.以妇女为中心的谈判培训：针对性别问题的性别解决方案
Carol T. Kulik, Ruchi Sinha, and Mara Olekalns
17.“弹跳”是什么意思？定义韧性在性别和谈判中的作用
Brooke A. Gazdag
结论
18. Shifting Directions in Gender and Negotiation: From Understanding Women toward Understanding their Counterparts
杰西卡·肯尼迪（Jessica A. Kennedy）和马拉·奥尔卡恩（Mara Olekalns）
Index
