01372nam a22002537a 4500 71450 71450 20251111103408.0 251111s1997 ||||| |||| 00| 0 eng d 978-0-335-09866-5 COPM spa Inglés 31531 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 8407 Psicología política PsiLibros 31532 Carnevale, Peter J. aut. 31533 ddc IMP PRÉSTAMO 0 0 ddc IMP 0 0 COPM COPM GEN 2025-11-11 0 8890 20958 2025-11-11 00:00:00 PRE