The Social Psychology of Bargaining and Negotiation PDF Download
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Author: Jeffrey Z. Rubin
Publisher: Elsevier
ISBN: 1483289079
Category : Social Science
Languages : en
Pages : 372
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Book Description
The Social Psychology of Bargaining and Negotiation focuses on the integrative survey of work done in social psychology on the processes of negotiation and bargaining. The publication first takes a look at bargaining relationship, an overview of social psychological approaches to the study of bargaining, and the social components of bargaining structure. Discussions focus on the number of parties involved in the bargaining exchange, factors affecting bargaining effectiveness, structural and social psychological characteristics of bargaining relationships, and availability of third parties. The text then examines the issue components of bargaining structure and bargainers as individuals, including individual differences in personality and background, interpersonal orientation, issue incentive magnitude and reward structure, and intangible issues in bargaining. The book ponders on social influence and influence strategies and interdependence. Topics include motivational orientation, parameters of interdependence in bargaining, overall pattern of moves and countermoves, and appeals and demands. The publication is a valuable source of data for researchers interested in the social psychology of bargaining and negotiation.
Author: Jeffrey Z. Rubin
Publisher: Elsevier
ISBN: 1483289079
Category : Social Science
Languages : en
Pages : 372
Get Book Here
Book Description
The Social Psychology of Bargaining and Negotiation focuses on the integrative survey of work done in social psychology on the processes of negotiation and bargaining. The publication first takes a look at bargaining relationship, an overview of social psychological approaches to the study of bargaining, and the social components of bargaining structure. Discussions focus on the number of parties involved in the bargaining exchange, factors affecting bargaining effectiveness, structural and social psychological characteristics of bargaining relationships, and availability of third parties. The text then examines the issue components of bargaining structure and bargainers as individuals, including individual differences in personality and background, interpersonal orientation, issue incentive magnitude and reward structure, and intangible issues in bargaining. The book ponders on social influence and influence strategies and interdependence. Topics include motivational orientation, parameters of interdependence in bargaining, overall pattern of moves and countermoves, and appeals and demands. The publication is a valuable source of data for researchers interested in the social psychology of bargaining and negotiation.
Author: Ian Morley
Publisher: Psychology Press
ISBN: 1317518675
Category : Psychology
Languages : en
Pages : 311
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Book Description
Originally published in 1977, this book deals with the social psychological factors which influence the process of bargaining. It examines the structure behind the process, by which it can be analysed and better understood. Particular attention is paid to the character of negotiations in which agreements are obtained.
Author: Roderick M. Kramer
Publisher: SAGE
ISBN: 0803957386
Category : Language Arts & Disciplines
Languages : en
Pages : 365
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Book Description
A collection of 14 studies emphasizing the social dimensions of negotiation as a means of reducing the domination of the field by cognitive approaches. Among the topics are an information-processing perspective on the social context in negotiation, social factors that make freedom unattractive and more.
Author: Ian Morley
Publisher: Psychology Press
ISBN: 1317518683
Category : Psychology
Languages : en
Pages : 318
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Book Description
Originally published in 1977, this book deals with the social psychological factors which influence the process of bargaining. It examines the structure behind the process, by which it can be analysed and better understood. Particular attention is paid to the character of negotiations in which agreements are obtained.
Author: Samuel B. Bacharach
Publisher:
ISBN:
Category : Business & Economics
Languages : en
Pages : 280
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Book Description
Toward a political theory of organizations; Form of power; Content of power; Authority structure and coalition formation; Interest group versus coalition politics; Conflict as bargaining; Theory of bargaining tactics; Coercion in intraorganizational bargaining; Influence networks and decision making.
Author: Michele J. Gelfand
Publisher: Stanford University Press
ISBN: 0804745862
Category : Business & Economics
Languages : en
Pages : 478
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Book Description
In the global marketplace, negotiation frequently takes place across cultural boundaries, yet negotiation theory has traditionally been grounded in Western culture. This book, which provides an in-depth review of the field of negotiation theory, expands current thinking to include cross-cultural perspectives. The contents of the book reflect the diversity of negotiation—research-negotiator cognition, motivation, emotion, communication, power and disputing, intergroup relationships, third parties, justice, technology, and social dilemmas—and provides new insight into negotiation theory, questioning assumptions, expanding constructs, and identifying limits not apparent from working exclusively within one culture. The book is organized in three sections and pairs chapters on negotiation theory with chapters on culture. The first part emphasizes psychological processes—cognition, motivation, and emotion. Part II examines the negotiation process. The third part emphasizes the social context of negotiation. A final chapter synthesizes the main themes of the book to illustrate how scholars and practitioners can capitalize on the synergy between culture and negotiation research.
Author: W.F. Van Raaij
Publisher: Springer Science & Business Media
ISBN: 9401577919
Category : Psychology
Languages : en
Pages : 673
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Book Description
The idea to publish a Handbook of Economic Psychology came up as a natural consequence of a discussion concerning appropriate reading material for courses in economic psychology. The discussion took place a few years ago in the Department of Economic Psychology at Tilburg University, The Netherlands. It was noted that there was a surprising lack of collections of pertinent readings, to say nothing about the lack of textbooks in the English language. So the present editors, who had been involved in the discussion, decided to start working on a Handbook. The situation has changed quite a lot since then. There are now a number of books, internationally available in the English language, in economic psy chology or behavioral economics. The interest in this field of study is expanding quite impressively. The Journal of Economic Psychology is now (1988) in its ninth volume and many other journals are publishing articles in the field. The application of psychological theories and methods to economic prob lems or the study of economic experiences and behavior is variously referred to as economic psychology or behavioral economics. While in principle we do not want to overdo the differences between the two, we have a feeling that economic psychology has a slightly stronger flavor of psychology than behavioral economics which in its turn seems to be closer to economics. Psychologists tend to feel more at home in economic psychology, while economists seem to favor behavioral economics.
Author: Leigh L. Thompson
Publisher: Psychology Press
ISBN: 1135423520
Category : Psychology
Languages : en
Pages : 250
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Book Description
Negotiation is the most important skill anyone in the business world can have today, because people must continually negotiate their jobs, responsibilities, and opportunities. Yet very few people know strategies for maximizing their outcomes in everyday and in more formal business situations. This volume provides a comprehensive overview of this emerging topic through original contributions from leaders in social psychology and negotiation research. All topics covered are core to the understanding of the negotiation process and include: decision-making and judgment, emotion and negotiation, motivation, and game theory.
Author: Daniel Druckman
Publisher: SAGE Publications, Incorporated
ISBN:
Category : Language Arts & Disciplines
Languages : en
Pages : 426
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Book Description
'There's an excitement generated in these essays, as the authors seek to push toward the creation of new and alternative processes. Not content only to tie the "artificial" phenomena of the laboratory to the field, a number of the researchers are creating new phenomena in their own experiments and simulations. These social "inventions" portend policy applications to negotiation processes that are of significance to those practitioners working within a myriad of sites, from labor-management relations to international affairs.' -- Harold Guetzkow
Author: P. B. Paulus
Publisher: Springer Science & Business Media
ISBN: 1461255783
Category : Psychology
Languages : en
Pages : 357
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Book Description
Research on groups has been a major focus of concern among psychologists and sociologists for many years. The study of groups certainly deserves a central role in these disciplines since much of our behavior occurs in groups and many important social phenomena involve groups. Issues such as leadership, conformity, group decision-making, group task performance, and coalition formation have had a long history of research. However, recently a number of other areas of research have blossomed that provide interesting new perspectives on group processes (e.g., social impact). In addition, topics of research have developed outside the commonly ac cepted domain of group dynamics (e.g., self-disclosure) which seem to be concerned with rather basic group processes. Basic Group Processes was designed to bring together in one volume a repre sentative sample of the broad range of work currently being done in the area of groups. Some of the chapters provide a review of the literature while others focus more specifically on current programs of research. All, however, provide new insights into basic group processes and a number provide broad integrative schemes. All of the authors were asked to emphasize theoretical issues rather than a detailed presenta tion of research. Basic Group Processes suggests that research on groups is a lively enterprise and forging interesting new theoretical and empirical directions.
