Negotiation in Social ConflictOpen University Press, 1993 - 251 pages 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. |
Contents
INTRODUCTION | 1 |
The study of negotiation | 7 |
Suggestions for further reading | 13 |
Copyright | |
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Common terms and phrases
achieve anchoring and adjustment arbitration availability heuristic BATNA Bazerman Carnevale 1990 Chapter cognitive concede conflict constituents contending contentious tactics context cooperation demands develop discussion disputants Druckman dual concern model effect encourage example findings gain frame game of chicken goals Hence high other-concern hostile impact individuals interests involving Isen issues joint decision joint-concern Komorita Kressel likelihood limits logrolling loss frame matching mediator behavior mediator's mismatching mixed-motive settings motive multidimensional scaling negative relationships negotiation and mediation negotiation behavior negotiation teams negotiation theory noncooperation norms one's options other's outcomes party's perceived Podolny positive pressure principles priorities prisoner's dilemma problem solving procedural justice procedures processes produce Pruitt and Rubin Raiffa reach agreement reciprocity representatives resource dilemmas reward Rod and Mary role school board self-concern Social Psychology sometimes strategic misrepresentation struggle studies suggests teachers tend theory threats tiation tion tit-for-tat strategy trust undermatching usually win-win agreements win-win solutions