01462nam a22002657a 4500999001700000005001700017008004100034020002200075040001400097041001300111100003800124245007600162257001600238260004700254300001700301490003100318500006300349520056700412650003400979655002101013700003801034942001301072996001501085952009601100  c71450d7145020251111103408.0251111s1997       ||||| |||| 00| 0 eng d  a978-0-335-09866-5  aCOPMbspa  aInglés1 931531aPruitt, Dean G.d1930-202410aNegotiation in social conflictc/ Dean G. Pruitt and Peter J. Carnevale  aReino Unido  aBuckinghamb: 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. Conclusions1798407aPsicología política 4aPsiLibros931532  aCarnevale, Peter J. eaut.931533  2ddccIMP  aPRÉSTAMO  00102ddc3IMP4070aCOPMbCOPMcGENd2025-11-11l0o8890p20958r2025-11-11 00:00:00yPRE