Experimental Studies of Threats in Interpersonal Negotiations PDF Download
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Author:
Publisher: Ardent Media
ISBN:
Category :
Languages : en
Pages : 28
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Book Description
Author:
Publisher: Ardent Media
ISBN:
Category :
Languages : en
Pages : 28
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Book Description
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:
Publisher: Academic Press
ISBN: 0080567215
Category : Psychology
Languages : en
Pages : 367
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Book Description
Advances in Experimental Social Psychology
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: Nancy A. Burrell
Publisher: Routledge
ISBN: 1136514090
Category : Language Arts & Disciplines
Languages : en
Pages : 391
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Book Description
Managing Interpersonal Conflict is a systematic review of conflict research in legal, institutional and relational contexts. Each chapter represents a summary of the existing quantitative social science research using meta-analysis, with contexts ranging from jury selection to peer mediation to homophobia reduction. The contributors provide connections between cutting-edge scholarship about abstract theoretical arguments, the needs of instructional and training pedagogy, and practical applications of information. The meta-analysis approach produces a unique informational resource, offering answers to key research questions addressing conflict. This volume serves as an invaluable resource for studying conflict, mediation, negotiation and facilitation in coursework; implementing and planning training programs; designing interventions; creating workshops; and conducting studies of conflict.
Author: Dean G. Pruitt
Publisher: Academic Press
ISBN: 1483266206
Category : Psychology
Languages : en
Pages : 278
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Book Description
Negotiation Behavior is a theoretical synthesis of what is known about negotiation as a general phenomenon. The principles presented are illustrated with examples of negotiation from many specific realms. A great deal of attention is devoted to the motives, perceptions, and other microprocesses underlying the behavior of negotiators and to the results of laboratory experiments on negotiation. Comprised of seven chapters, this book begins by defining negotiation and contrasting it with other forms of multiparty decision making, along with its significance and the nature of research on the subject. Two fundamental theoretical notions are presented: the strategic choice model and the goal/expectation hypothesis. Subsequent chapters focus on where bargainers place their demands as well as the strategies they use to foster their interests while moving toward agreement. The reader is introduced to key concepts such as demand level and concession rate, competitive tactics, and coordinative behavior, together with integrative agreements and third-party intervention in negotiation (mediation and arbitration). This monograph will be of value to practitioners in the fields of organizational and occupational psychology, social psychology, economics, industrial relations, and international relations.
Author: Malcolm Warner
Publisher: Routledge
ISBN: 1135947570
Category : Business & Economics
Languages : en
Pages : 258
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Book Description
This volume adopts an interdisciplinary approach. The study of the workplace is approached from the standpoint of industrial sociology, industrial relations, industrial anthropology and other related disciplines. It includes contributions from economists and psychologists as well as from sociologists. The theoretical and practical issues raised, are, however, central to the sociological tradition of Marx and Weber in that they concern the meaning of human and social phenomena and their relevance to resolving questions of moment in industrial and industrializing societies.
Author: Louis G. Tornatzky
Publisher:
ISBN:
Category : Interpersonal relations
Languages : en
Pages : 162
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Book Description
Author: University of California, Los Angeles. Institute of Industrial Relations
Publisher:
ISBN:
Category : Industrial relations
Languages : en
Pages : 120
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Book Description
Author: Amos Lakos
Publisher: Routledge
ISBN: 0429722052
Category : Political Science
Languages : en
Pages : 542
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Book Description
The international system comprises a plurality of sovereign states often pursuing conflicting interests. One means of resolving or managing conflicts between those states is diplomatic bargaining or negotiation. In the last fifteen years, the study of negotiation has attracted researchers from various disciplines in the social sciences, and the vol
