Wentworth
Institute of Technology
Negotiation as a Social Process.
While most studies in negotiation and conflict management have focused on cognitive aspects, few have addressed the impact of social processes and contexts on the negotiation process. Addressing this need, Roderick M Kramer and David M Messick have brought together original theory and research from...
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| Main Author: | |
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| Other Authors: | |
| Format: | Electronic eBook |
| Language: | English |
| Published: |
Thousand Oaks :
SAGE Publications,
1995.
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| Subjects: | |
| Online Access: |
Full text (Wentworth users only) |
| Local Note: | ProQuest Ebook Central |
| Summary: | While most studies in negotiation and conflict management have focused on cognitive aspects, few have addressed the impact of social processes and contexts on the negotiation process. Addressing this need, Roderick M Kramer and David M Messick have brought together original theory and research from leading scholars in this emerging field. A wide range of topics is covered including: the role of group identification and accountability on negotiator judgement and decision making; the importance of power-dependence relations on negotiation; intergroup bargaining; coalitional dynamics. |
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| Physical Description: | 1 online resource (365 pages) |
| Bibliography: | Includes bibliographical references and indexes. |
| ISBN: | 9781452246994 1452246998 0803957378 9780803957374 0803957386 9780803957381 9781483345369 148334536X |
| Access: | Legal Deposit; |
| Source of Description, Etc. Note: | Print version record. |
| Terms Governing Use and Reproduction Note: | Restricted: Printing from this resource is governed by The Legal Deposit Libraries (Non-Print Works) Regulations (UK) and UK copyright law currently in force. |