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Pruitt, Dean G.,

Negotiation in social conflict / Dean G. Pruitt, Peter J. Carnevale. - xvii, 251 pages : illustrations ; 22 cm. - Mapping social psychology series . - Mapping social psychology. .

Includes bibliographical references (pages 204-236) and index.

Foreword -- Preface -- Introduction -- Issues and Outcomes in Negotiation and Related Settings -- Strategies and Tactics in Negotiation -- Determinants of Demands, Concessions and Contentious Behavior -- Reactions to the Other Party's Behavior -- 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 -- Group Processes in Negotiation -- Mediation -- Choices Among Procedures in Social Conflict -- Conclusions -- Bibliography -- Name Index -- Subject Index. 1. 2. 3. 4. 5. 6. 7. 8. 9. 10. 11. 12. 13.

ISBN: 0335098657 9780335098651 0335098665 9780335098668

LCCN: 93016972

Subjects--Topical Terms:
Negotiation
Social conflict

LC Class. No.: BF637.N4 / P79 1993

Dewey Class. No.: 302