01246nam a22002177a 450000500170000000800410001702000220005804000140008004100130009410000310010724500760013825700160021426000470023030000170027749000310029450000630032552005670038865000280095565500140098370000310099720251111103408.0251111s1997       ||||| |||| 00| 0 eng d  a978-0-335-09866-5  aCOPMbspa  aInglés1 aPruitt, Dean G.d1930-202410aNegotiation in social conflictc/ Dean G. Pruitt and Peter J. Carnevale  aReino Unido  aBuckinghamb: Open University Press,c1997  aXIII, 251 p.0 aMapping social psychology   aIncluye referencias bibliográficas: [204]-243 e índice  a1. 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. Conclusions17aPsicología política 4aPsiLibros  aCarnevale, Peter J. eaut.