Pruitt, Dean G.  1930-2024 <br/><br/>
Negotiation in social conflict 
/ Dean G. Pruitt and Peter J. Carnevale 
, Reino Unido 
 - Buckingham  : Open University Press,  1997 
 - XIII, 251 p. 
 - Mapping social psychology  .
<br/><br/> Incluye referencias bibliográficas: [204]-243 e índice 
<br/><br/> 1. Introduction<br/><br/>2. Issues and outcomes in negotiation and related settings<br/><br/>3. Strategies and tactics in negotiation<br/><br/>4. Determinants of demands, concessions adn contentious behavior<br/><br/>5. Reactions to the other party's behavior<br/><br/>6. Cognitive and decision processes in negotiation<br/><br/>7. The dual concern model and the determinants of problem solving<br/><br/>8. Social norms and their impact on negotiation<br/><br/>9. Relationships among the negotiating parties <br/><br/>10. Gropu processes in negotiation <br/><br/>11. Mediation<br/><br/>12. Choices among procedures in social conflict<br/><br/>13. Conclusions 
<br/><br/><label>ISBN: </label>978-0-335-09866-5 
<br/><br/><label>Subjects--Topical Terms: </label><br/>Psicología política
<br/><br/><label>Index Terms--Genre/Form: </label><br/>Libros