Negotiation in Social ConflictBrooks/Cole Publishing Company, 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 |
ISSUES AND OUTCOMES IN NEGOTIATION AND RELATED | 14 |
STRATEGIES AND TACTICS IN NEGOTIATION | 28 |
Copyright | |
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achieve anchoring and adjustment arbitration bargaining BATNA Bazerman Carnevale 1990 Chapter cognitive communication concede concessions constituents contending contentious tactics context cooperation demands develop discussion disputants Dora Druckman dual concern model effects encourage example findings game of chicken games of moves goals Hence hostile impact interests involve Isen issues joint decision Journal of Personality Komorita limits Lindskold logrolling loss frame matching mediator behavior mismatching mixed-motive settings motive multidimensional scaling negotiation and mediation negotiation behavior negotiation theory noncooperation norms one's options other's outcomes paradigm party's Personality and Social positional commitments pressure principles priorities prisoner's dilemma problem solving procedural justice procedures processes produce Pruitt and Rubin Raiffa reach agreement reciprocated representatives resource dilemmas reward school board self-concern social conflict Social Psychology sometimes strategic misrepresentation struggle studies suggests tend theory third party threats tion Touval trust underlying concerns usually win-win agreements win-win solutions Yukl Zartman