Negotiation in Social Conflict

Zusammenfassung Presents a research-based analysis of negotiation. This book examines the nature of negotiator strategies and tactics and their impact on the outcomes of negotiation. It also looks at the psychological states! the motives and perceptions! that determine negotiator behaviors and the antecedents of these states.

Table des matières

Issues and outcomes in negotiation and related settings
strategies and tactics in negotiation
determinants of demands, concessions and contentious behaviour
reactions to the other party's behaviour
cognitive and decision processes in negotiation
the dual concern model and the determinants of problem solving
social norms and their impact on negotiation
relationships among the negotiating parties
the group context of negotiation
mediation
choices among procedures in social conflict

Détails du produit

• Auteurs: Peter Carnevale, Peter J. Carnevale, PRUITT, Dean G. Pruitt, Dean G. Carnevale Pruitt
• Edition: Open University Press
• Langues: Anglais
• Format d'édition: Livre de poche
• Sortie: 16.01.1993
• EAN: 9780335098651
• ISBN: 978-0-335-09865-1
• Pages: 272
• Thème: UK Higher Education OUP Psychology
• Catégories: Sciences humaines, art, musique > Psychologie > Psychologie théorique; Sciences sociales, droit, économie > Sociologie