TY  - BOOK
AU  - Pruitt,Dean G.
AU  - Carnevale, Peter J. 
TI  - Negotiation in social conflict
T2  - Mapping social psychology 
SN  - 978-0-335-09866-5
PY  - 1997///
CY  - Buckingham
PB  - : Open University Press
KW  - Psicología política
KW  - PsiLibros
N1  - Incluye referencias bibliográficas: [204]-243 e índice
N2  - 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
ER  -