TY  - BOOK
AU  - Pruitt,Dean G.
AU  - Carnevale,Peter J.
TI  - Negotiation in social conflict
T2  - Mapping social psychology series
SN  - 0335098657
AV  - BF637.N4 P79 1993
U1  - 302 
PY  - 1993///
CY  - Buckingham
PB  - Open University Press
KW  - Negotiation
KW  - Social conflict
N1  - 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
ER  -