FRONT COVER -- NEGOTIATION AND GROUPS -- COPYRIGHT PAGE -- CONTENTS -- LIST OF CONTRIBUTORS -- PREFACE -- GROUP PROCESS DIFFERS FROM DYADIC PROCESS -- GROUP STRUCTURES VARY -- DEMANDS OF INTEGRATIVE VERSUS DISTRIBUTIVE NEGOTIATION -- REFERENCES -- PART I: BROAD DYNAMICS OF NEGOTIATION IN GROUP CONTEXTS -- CHAPTER 1 WHEN ARE TEAMS AN ASSET IN NEGOTIATIONS AND WHEN ARE THEY A LIABILITY? -- INTRODUCTION -- EMPIRICAL TRUTH #1: TEAMS ARE BETTER THAN INDIVIDUALS AT SOLVING PROBLEMS -- WHY DO TEAMS HAVE AN ADVANTAGE IN MULTI-ISSUE NEGOTIATIONS WITH UNSHARED INFORMATION? -- ECONOMIC DECISION MAKING BY GROUPS AND INDIVIDUALS -- IMPLICATIONS FOR TEAM NEGOTIATIONS -- EMPIRICAL TRUTH #2: TEAMS ARE MORE SELF-INTERESTED THAN INDIVIDUALS -- WHY ARE GROUPS COMPETITIVE? -- DISPUTE RESOLUTION BY GROUPS AND INDIVIDUALS -- IMPLICATIONS FOR TEAM NEGOTIATIONS -- EMPIRICAL TRUTH #3: TEAMS ARE TRUSTED LESS AND ARE LESS TRUSTING THAN INDIVIDUALS -- IMPLICATIONS FOR TEAM NEGOTIATIONS -- HOW TO LEVERAGE THE POSITIVE EFFECTS OF TEAMS IN NEGOTIATION -- SUGGESTIONS FOR FUTURE RESEARCH -- NOTES -- REFERENCES -- CHAPTER 2 PHYSICAL DISTANCE IN INTRAGROUP AND INTERGROUP NEGOTIATIONS: IMPLICATIONS FOR NEGOTIATOR JUDGMENT AND BEHAVIOR -- PHYSICAL DISTANCE AND REDUCED SOCIAL CONNECTION -- PHYSICAL DISTANCE AND CONSTRUAL LEVEL THEORY -- AN INTEGRATED FRAMEWORK OF PHYSICAL DISTANCE -- PHYSICAL DISTANCE AND GROUP NEGOTIATION -- FUTURE DIRECTIONS -- CONCLUSION -- REFERENCES -- CHAPTER 3 BUILDING MULTICULTURALLY SHARED MENTAL MODELS (MSMM) IN MULTIPARTY NEGOTIATIONS: A THREE-STAGE PROCESS MODEL -- MULTICULTURALLY SHARED MENTAL MODELS (MSMM) IN MULTIPARTY NEGOTIATION -- THE DYNAMIC PROCESS OF EMERGENT MSMM IN MULTIPARTY NEGOTIATIONS -- DISCUSSION -- REFERENCES -- CHAPTER 4 GAMES GROUPS PLAY: MENTAL MODELS IN INTERGROUP CONFLICT AND NEGOTIATION -- MENTAL MODELS IN CONFLICT AND NEGOTIATION.

PERCEPTIONS OF OUTCOME INTERDEPENDENCE IN CONFLICT AND NEGOTIATION -- THE CONFLICT TEMPLATES MODEL -- PRACTICAL IMPLICATIONS AND FUTURE DIRECTIONS -- REFERENCES -- PART II: FOCUSED PROCESS DYNAMICS IN GROUP NEGOTIATION -- CHAPTER 5 STATUS CONFLICT IN NEGOTIATION -- WHAT IS STATUS CONFLICT? -- CONDITIONS THAT FACILITATE STATUS CONFLICT -- TYPES OF STATUS CONFLICT IN NEGOTIATION -- TYPE I: WITHIN-GROUP STATUS CONFLICT AND BETWEEN-GROUP NEGOTIATION -- EXISTING EMPIRICAL EVIDENCE -- TYPE II: WITHIN-GROUP STATUS CONFLICT AND WITHIN-GROUP NEGOTIATION -- TYPE III: BETWEEN-GROUP STATUS CONFLICT AND BETWEEN-GROUP NEGOTIATION -- CONCLUSION -- ACKNOWLEDGMENT -- REFERENCES -- CHAPTER 6 THE IMPACT OF IMPLICIT NEGOTIATION BELIEFS ON MOTIVATION AND COGNITION IN GROUP NEGOTIATION -- IMPLICIT BELIEFS AND CONFLICT RESOLUTION -- IMPLICIT NEGOTIATION BELIEFS AND TEAM CONFLICT -- IMPLICIT NEGOTIATION BELIEFS AND TEAM COMMUNICATION -- MANAGING IMPLICIT BELIEFS -- RESEARCH AGENDA -- CONCLUSION -- REFERENCES -- CHAPTER 7 BEYOND VALENCE: EFFECTS OF GROUP EMOTIONAL TONE ON GROUP NEGOTIATION BEHAVIORS AND OUTCOMES -- WHAT WE KNOW: VALENCE -- BEYOND VALENCE I: CERTAINTY/UNCERTAINTY -- BEYOND VALENCE II: ACTION TENDENCIES -- BEYOND VALENCE III: AMBIVALENCE -- GROUP SIZE AND GROUP EMOTIONAL TONE EFFECTS -- IMPLICATIONS FOR NEGOTIATIONS AND NEGOTIATORS -- CONCLUSIONS -- REFERENCES -- PART III: NEW DIRECTIONS IN RESEARCH ON NEGOTIATION AND GROUPS -- CHAPTER 8 MODELING GROUP NEGOTIATION: THREE COMPUTATIONAL APPROACHES THAT CAN INFORM BEHAVIORAL SCIENCES -- INTRODUCTION -- MODELS IN BEHAVIORAL SCIENCES VS. MACHINE LEARNING -- FIRST APPROACH: MARKOV MODELS OF SEQUENTIAL BEHAVIOR -- SECOND APPROACH: HIDDEN MARKOV MODELS OF SEQUENTIAL BEHAVIOR -- THIRD APPROACH: INVERSE REINFORCEMENT LEARNING OF GOALS AND MOTIVES.

THE PRACTICALITIES OF APPLYING MACHINE LEARNING MODELS TO NEGOTIATION RESEARCH -- CONCLUSION -- REFERENCES -- CHAPTER 9 NEGOTIATING WITHIN GROUPS: A PSYCHOPHYSIOLOGICAL APPROACH -- KEY CONCEPTS -- INTEGRATIVE AND DISTRIBUTIVE NEGOTIATIONS -- DISCUSSION AND IMPLICATIONS -- REFERENCES -- PART IV: SYNTHESIS AND IMPLICATIONS -- CONCLUDING REMARKS: SETTING THE SCENE: THE CALCULUS OF AGREEMENT IN GROUP NEGOTIATION -- FOUNDATIONS: THE CALCULUS OF AGREEMENT IN DYADS -- BEYOND DYADS: A TYPOLOGY OF GROUP NEGOTIATION -- THE CALCULUS OF AGREEMENT IN GROUP NEGOTIATION -- PREFERENCES IN GROUP NEGOTIATION -- PEOPLE IN GROUP NEGOTIATION -- PROCESSES IN GROUP NEGOTIATION -- PLACES IN GROUP NEGOTIATION -- CONCLUSIONS -- REFERENCES.