Pruitt, Dean G. 1930-2024 creator Carnevale, Peter J. aut. text PsiLibros Buckingham : Open University Press 1997 monographic eng Ing lés

print

XIII, 251 p. 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 / Dean G. Pruitt and Peter J. Carnevale Incluye referencias bibliográficas: [204]-243 e índice Psicología política 978-0-335-09866-5 COPM 251111 20251111103408.0 spa