| Description |
416 pages : illustrations ; 24 cm |
| Contents |
Foreword / Harold Guetzkow -- Introduction and overview -- Social-psychological approaches to the study of negotiation / Daniel Druckman -- Part I. Objectives, incentives, and conflict -- Social motivation in settings of outcome interdependence / Charles G. McClintock -- Cognitive factors in interpersonal conflict / Berndt Brehmer and Kenneth R. Hammond -- Conflict of interest and value dissensus : two perspectives / Daniel Druckman, Richard Rozelle, Kathleen Zechmeister -- Part II. Processes, strategies, and outcomes -- The effectiveness of different offer strategies in bargaining / W. Clay Hamner and Gary A. Yukl -- The psychology of integrative bargaining / Dean G. Pruitt and Steven A. Lewis -- The role of debate in negotiation / Charles Walcott, P. Terrence Hopmann, Timothy D. King -- Measures of last resort : coercion and aggression in bargaining / James T. Tedeschi and Thomas V. Bonoma -- Part III. Influences : conditions, and background factors -- Effects of negotiators' personalities on negotiating behavior / Margaret G. Hermann and Nathan Kogan -- Face-saving and face-restoration in negotiation / Bert R. Brown -- The impact of external stresses and tensions on negotiations / P. Terrence Hopmann and Charles Walcott -- Part IV. Complex settings and processes -- Multiparty conferences / Knut Midgaard and Arild Underdal -- Complexity in international negotiation / Gilbert R. Winham -- Mediational mechanisms in interorganizational conflict / Louis W. Stern, Richard P. Bagozzi, Ruby Roy Dholakia -- Editor's conclusions : Where do we go from here? / Daniel Druckman |
| Analysis |
Negotiation Psychosocial aspects |
| Notes |
Includes bibliographies and indexes |
| Bibliography |
Includes bibliographies and indexes |
| Subject |
Negotiation.
|
| Author |
Druckman, Daniel, 1939-
|
| LC no. |
76058353 |
| ISBN |
0803908296 |
|
