Negotiation in social conflict / Dean G. Pruitt and Peter J. Carnevale
Material type:
TextLanguage: Inglés Series: Mapping social psychologyPublication details: Buckingham : Open University Press, 1997Description: XIII, 251 pISBN: - 978-0-335-09866-5
| Cover image | Item type | Current library | Home library | Collection | Shelving location | Call number | Materials specified | Vol info | URL | Copy number | Status | Notes | Date due | Barcode | Item holds | Item hold queue priority | Course reserves | |
|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|
| Prestable | Colegio Oficial de la Psicología de Madrid Sala general | 8890 (Browse shelf(Opens below)) | IMP | Available | 20958 |
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
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