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Frontiers of Social Psychology
Negotiation Theory and Research
Negotiation is the most important skill anyone in the business world can have today, because people must continually negotiate their jobs, responsibilities, and opportunities. Yet very few people know strategies for maximizing their outcomes in everyday and in more formal business situations. This volume provides a comprehensive overview of this emerging topic through original contributions from leaders in social psychology and negotiation research. All topics covered are core to the understanding of the negotiation process and decision-making and judgment, emotion and negotiation, motivation, and game theory.
250 pages, Hardcover
First published October 1, 2005
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January 13, 2015
The book covers a lot of the research that exists in this field, but the research that has been done is in my opinion not very impressive. Another general problem I have with the book is that the authors much too rarely comment upon methodological issues in the research they cover - they'll frequently make grand conclusions based on just a few studies (often just one or two papers), the validity of which are completely unknown(/unknowable) given the coverage. A simple word search for 'sample size' in this book will yield you exactly zero hits. Occasionally big and wide-reaching conclusions (promoting further theorizing later on in the coverage) will be drawn from data/research which frankly quite obviously provides completely insufficient support for the conclusion being drawn.
Even when you feel inclined to trust the results of the research you'll often feel that it's not really telling you very much, because the authors mostly frame the findings in terms of 'it has been found that there's an effect', rather than 'the effect size was...'. Where effect sizes are mentioned, sample sizes aren't (and confidence intervals aren't mentioned either), so it's really hard to critically evaluate the coverage and the research results included without actually reading the papers in the references; which in a way makes reading the book a bit superfluous - why would you read a book if you need to read the papers the book 'covers' anyway in order to figure out if you can trust what the authors are telling you in the book?
There's some useful content in there, it's not like this stuff is all totally useless - some of the specific observations included are quite likely sound and important/useful to know about. Some chapters are better than others. But especially the second half of this book was a disappointing read.
Even when you feel inclined to trust the results of the research you'll often feel that it's not really telling you very much, because the authors mostly frame the findings in terms of 'it has been found that there's an effect', rather than 'the effect size was...'. Where effect sizes are mentioned, sample sizes aren't (and confidence intervals aren't mentioned either), so it's really hard to critically evaluate the coverage and the research results included without actually reading the papers in the references; which in a way makes reading the book a bit superfluous - why would you read a book if you need to read the papers the book 'covers' anyway in order to figure out if you can trust what the authors are telling you in the book?
There's some useful content in there, it's not like this stuff is all totally useless - some of the specific observations included are quite likely sound and important/useful to know about. Some chapters are better than others. But especially the second half of this book was a disappointing read.
Displaying 1 of 1 review