Negotiation in social conflict
Pruitt, Dean G. 1930-2024
Negotiation in social conflict / Dean G. Pruitt and Peter J. Carnevale , Reino Unido - Buckingham : Open University Press, 1997 - XIII, 251 p. - Mapping social psychology .
Incluye referencias bibliográficas: [204]-243 e índice
1. Introduction
2. Issues and outcomes in negotiation and related settings
3. Strategies and tactics in negotiation
4. Determinants of demands, concessions adn 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. Gropu processes in negotiation
11. Mediation
12. Choices among procedures in social conflict
13. Conclusions
978-0-335-09866-5
Psicología política
Libros
Negotiation in social conflict / Dean G. Pruitt and Peter J. Carnevale , Reino Unido - Buckingham : Open University Press, 1997 - XIII, 251 p. - Mapping social psychology .
Incluye referencias bibliográficas: [204]-243 e índice
1. Introduction
2. Issues and outcomes in negotiation and related settings
3. Strategies and tactics in negotiation
4. Determinants of demands, concessions adn 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. Gropu processes in negotiation
11. Mediation
12. Choices among procedures in social conflict
13. Conclusions
978-0-335-09866-5
Psicología política
Libros