Bibliografia

Principal

• Thompson, L. L. (1998). The mind and heart of the negotiator. Upper Saddle River: Prentice Hall. PS.142 THO*Min Monteiro, M. B. (2006, 6ª ed.). Conflito e negociação entre grupos. In J. Vala & M. B. Monteiro, Psicologia social (pp. 411-450). Lisboa: Fundação Calouste Gulbenkian. PS.110 Psi 2ª ed Gelfand, M. J., & Brett, J. M. (2004). The Handbook of Negotiation and Culture. Stanford, USA: Stanford University Press. (PS.142 Han & elearning) Fisher, R. & Ury, W. (2007). Getting to yes: Negotiating an agreement without giving in. London: Random House. PS.142 FIS*Get,1 De Dreu, C. K., & Gelfand, M. J. (2008) (Eds.). The psychology of conflict and conflict management in organizations. New York: Lawrence Erlbaum Associates. (PS.141 Psy,3):

Secundária

• Weingart, L. R., Olekalns, M., & Smith, P. L. (2004). Quantitative coding of negotiation behavior. International Negotiation, 9(3), 441-456. Weingart, L. R., & Olekalns, M. (2004). Communication processes in negotiation: Frequencies, sequences, and phases. In M. J. Gelfand & J. M. Brett (Eds.), The Handbook of Negotiation and Culture (pp. 143-157). Stanford, USA: Stanford University Press. (PS.142 Han & elearning) Thomson, L. L. Peterson, E. & Brodt, S. E. (1996). Team negotiation: An examination of integrative and distributive bargaining. Journal of Personality and Social Psychology, 60, 66-78. (e-learning) Singelis, T. M. (1994). The measurement of independent and interdependent self-construals. Personality and Social Psychology Bulletin, 20(5), 580-591. Salacuse, J. W. (1998). Ten ways that culture affects negotiating style: Some survey results. Negotiation Journal, 14(3), 221-240. Olekalns, M., & Adair, W.L. (2013) (Eds.). Handbook of research on negotiation. Cheltenham, UK: Edward Elgar. Morris, M. W., & Gelfand, M. J. (2004). Cultural differences and cognitive dynamics: Expanding the cognitive perspective on negotiation. In M. J. Gelfand & J. M. Brett (Eds.), The Handbook of Negotiation and Culture (pp. 45-72). Stanford, USA: Stanford University Press. (PS.142 Han) Moore, C. W. (1986). The mediation process: Practical strategies for resolving conflict. San Francisco: Jossey-Bass Publishers. Markus, H. R., & Kitayama, S. (1991). Culture and the self: Implications for cognition, emotion, and motivation. Psychological Review, 98(2), 224. Imai, L., & Gelfand, M. J. (2010). The culturally intelligent negotiator: The impact of cultural intelligence (CQ) on negotiation sequences and outcomes. Organizational Behavior and Human Decision Processes, 112(2), 83-98. Hall, L. (Ed.) (1993). Negotiation: Strategies for mutual gain - the basic seminar of the program on negotiation at Harvard Law School. Newbury Park: Sage Publications. PS.141 Neg,1 De Dreu, C. K., Weingart, L. R. & Kwon, S. (2000). Influence of social motives on integrative negotiation: A meta-analytic review and test of two theories. Journal of Personality and Social Psychology, 78, 889-905. Brett, J. & Kopelman, S. (2004). Cross-Cultural Perspectives on Cooperation in Social Dilemmas In M. J. Gelfand & J. M. Brett (Eds.), The Handbook of Negotiation and Culture (pp. 395-414). Stanford, USA: stanford University Press. (PS.142 Han) Bazerman, M. H. & Neale, M. A. (1992). Negotiating rationally. New York: Free Press. (PS.142 BAZ*Neg) Bar-Tal, D. (2007). Sociopsychological foundations of intractable conflicts. American Behavioral Scientist, 50(11), 1430-1453. Ang, S., Van Dyne, L., Koh, C., Ng, K. Y., Templer, K. J., Tay, C., & Chandrasekar, N. A. (2007). Cultural intelligence: Its measurement and effects on cultural judgment and decision making, cultural adaptation and task performance. Management and organization review, 3(3), 335-371. Ang, S., Van Dyne, L., & Koh, C. (2006). Personality correlates of the four-factor model of cultural intelligence. Group & Organization Management, 31(1), 100-123. (Classes 7 to 12) Allison, S. T. & Messick, D. M. (1990). Social decision heuristics in the use of shared resources. Journal of Behavioral Decision Making, 3, 195-204. Adair, W. L., & Brett, J. M. (2004). Culture and negotiation processes. In M. J. Gelfand & J. M. Brett (Eds.), The Handbook of Negotiation and Culture (pp. 158-176). Stanford, USA: Stanford University Press. (PS.142 Han):