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Book Cover
Author Pruitt, Dean G.

Title Negotiation in social conflict / Dean G. Pruitt, Peter J. Carnevale
Published Pacific Grove, Calif. : Brooks/Cole Pub. Co., 1993


Location Call no. Vol. Availability
 W'PONDS  158.5 Pru/Nis  AVAILABLE
Description xvii, 251 pages : illustrations ; 22 cm
Series Mapping social psychology series
Mapping social psychology.
Contents Ch.1 Introduction -- Ch 2. Issues and outcomes in negotiation and related settings -- Ch. 3 Strategies and tactics in negotiation -- Ch 4. Determinants of demands, concessions and contentious behavior -- Ch. 5 Reactions to the other party's behavior -- Ch 6. Cognitive and decision processes in negotiation -- Ch. 7 The dual concern model and the determinants of problem solving -- Ch. 8 Social norms and their impact on negotiation -- Ch. 9 Relationships among the negotiating parties -- Ch. 10 Group processes in negotiation -- Ch. 11 Mediation -- Ch. 12 Choices among procedures in social conflict
Summary This text presents a research-based analysis of negotiation. It examines the nature of negotiator strategies and tactics and their impact on the outcomes of negotiation. It also looks at the psychological states, the motives and perceptions, that determine negotiator behaviours and the antecedents of these states. Among the antecedents examined are the negotiator's role in his or her organization, conflict style, the other party's behaviour, the way the issues are framed, and various aspects of the relationship between the parties. Negotiation is viewed as one of several procedures available for dealing with social conflict, other examples being mediation, arbitration and independent action by the disputants. One of these alternative procedures, mediation, is discussed in depth, because of its close relationship to negotiation. There is also a chapter on choices among procedures, which helps understand how people enter and leave negotiation
Analysis Negotiation
Social conflict
Bibliography Includes bibliographical references (pages [204]-236) and indexes
Subject Conflict management.
Group decision making.
Interpersonal conflict.
Social conflict.
Author Carnevale, Peter J.
LC no. 93016972
ISBN 0335098657
0534206891 (paperback)