Negotiation in social conflict / Dean G. Pruitt, Peter J. Carnevale.
Material type: TextSeries: Mapping social psychologyPublisher: Buckingham : Open University Press, 1993Description: xvii, 251 pages : illustrations ; 22 cmContent type:- text
- unmediated
- volume
- 0335098657
- 9780335098651
- 0335098665
- 9780335098668
- 302
- BF637.N4 P79 1993
Item type | Current library | Call number | Copy number | Status | Date due | Barcode | |
---|---|---|---|---|---|---|---|
Book | City Campus City Campus Main Collection | 302 PRU (Browse shelf(Opens below)) | 1 | Available | A288461B |
Includes bibliographical references (pages 204-236) and index.
Foreword -- Preface -- 1. Introduction -- 2. Issues and Outcomes in Negotiation and Related Settings -- 3. Strategies and Tactics in Negotiation -- 4. Determinants of Demands, Concessions and Contentious Behavior -- 5. Reactions to the Other Party's Behavior -- 6. Cognitive and Decision Processes in Negotiation -- 7. The Dual Concern Model and the Determinants of Problem Solving -- 8. Social Norms and Their Impact on Negotiation -- 9. Relationships Among the Negotiating Parties -- 10. Group Processes in Negotiation -- 11. Mediation -- 12. Choices Among Procedures in Social Conflict -- 13. Conclusions -- Bibliography -- Name Index -- Subject Index.
Machine converted from AACR2 source record.
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