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.