Negotiation Theory Annotated Bibliography

Curhan, Jared R. and Hilary Anger Elfenbein and Noah Eisenkraft. “The Objective Value of Subjective Value: A Multi-Round Negotiation Study”. Journal of Applied Social Psychology, 40:3 (2010) 690-709.
This article describes a two-round negotiation study which indicates that positive feelings resulting from a negotiation can be economically rewarding in a second and future negotiations. Its focus is subjective value, the social, emotional, and perceptive outcomes from a negotiation.
Crosswhite, James. The Rhetoric of Reason. Madison: University of Wisconsin, 1996. Print.
Francesca Gino, Lamar Pierce. (2009, January). Robin Hood Under the Hood: Wealth-Based Discrimination in Illicit Customer Help.
This article discusses The Robin Hood Effect. This is an effect in negotiation that deals with envy and empathy in the opposer/negotiator. This article highlights various outside contributing factors that affect negotiations. These factors include wealth, social-status and reputations among the negotiators and have proven to affect the way people understand one another in negotiation practices.
Lu, S. “A Tentative Study of the Impoliteness Phenomenon in Computer-mediated Communication”. Cross Cultural Communication 6:1 (2010) 92-107.
This article examines politeness theory and the impoliteness phenomenon in computer-mediated communication in China. It only focuses on one particular study of synchronous private chat, but contains a discussion that supports the notion that negotiators are more inclined to engage in normatively inappropriate and competitive behaviors from behind a screen as opposed to with face-to-face communication.
Negotiation, P. o. (2009, January). Negotiation. Cambridge, Massachusetts, USA.
The negotiation study conducted at Harvard University produced an extensive array of journals and written materials that were very helpful for our research.
Negotiation, P. o. (2009, January). Break Down “Sacred” Barriers to Agreement. Negotiation. Cambridge, Massachusetts, USA.
This particular citation is linked to an article entitled, “Breakdown Sacred Barriers to Agreement.” This article referenced negotiation in the home and covered extensively existing negotiation issues in the Palestinian-Israeli conflict.
Nierenberg, G. I. (1995). The Art of Negotiating. Barnes and Noble.
This book covers a wide array of negotiation related topics. Of these topics is psychodrama; Nierenberg’s reference to outside hidden feelings, attitudes, frustrations, and emotions as a means of value in preparing for negotiation purposes.
Ramchurn, S. D. (2003). Persuasive Negotiation for Autonomous Agents: A Rhetorical Approach. University of Southampton, UK.
This study conducted by Sarvapali Ramchurn and his associates focuses on breaking down negotiation in a sort of mathematical evaluation. Employing mathematical formulas and a series of case studies, Ramchurn refers to negotiation in a scientific terms.
Thompson, Leigh and Janice Nadler. “Negotiating Via Information Technology: Theory and Application”. Journal of Social issues, 58:1 (2002) 109- 124.
This article takes a social-psychological approach to describe both theory and research of computer-mediated communications. It begins with an outline of the behaviors, relationships, and information exchange of negotiators who use e-mail and telephones. It continues with the discussion and conclusion of a five-year research program focused on negotiation behavior conducted via e-mail. The article ends by posing questions about different questions of skills that not under social-psychological investigation.