MARC record from Internet Archive

LEADER: 03869cam 2200673 a 4500
001 ocm27813924
003 OCoLC
005 20200615213730.0
008 930311s1993 caua b 001 0 eng
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019 $a27989292
020 $a0534206891$q(pbk.)
020 $a9780534206895$q(pbk.)
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035 $a(OCoLC)27813924$z(OCoLC)27989292
050 00 $aBF637.N4$bP79 1993
082 00 $a158/.5$220
084 $a77.63$2bcl
100 1 $aPruitt, Dean G.
245 10 $aNegotiation in social conflict /$cDean G. Pruitt, Peter J. Carnevale.
260 $aPacific Grove, Calif. :$bBrooks/Cole Pub. Co.,$c1993.
300 $axvii, 251 pages :$billustrations ;$c22 cm.
336 $atext$btxt$2rdacontent
337 $aunmediated$bn$2rdamedia
338 $avolume$bnc$2rdacarrier
490 1 $aMapping social psychology series
504 $aIncludes bibliographical references (pages 204-236) and indexes.
505 0 $aIntroduction -- Issues and Outcome in Negotiation and Related Settings -- Strategies and Tactics in Negotiation -- Determinants of Demands, Concessions and Contentious Behavior -- Reactions To The Other Party's Behavior -- Cognitive and Decision Processes in Negotiation -- The Dual Concern Model and the Determinants Problem Solving -- Social Norms and Their Impact on Negotiation -- Relationships Among THe Negotiating Parties -- Mediation -- Choices Among Procedures in Social Conflict -- Conclusions.
520 $aThis 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.
650 0 $aNegotiation.
650 0 $aSocial conflict.
650 7 $aNegotiation.$2fast$0(OCoLC)fst01035551
650 7 $aSocial conflict.$2fast$0(OCoLC)fst01122378
650 7 $aGestion des conflits.$2ram
650 7 $aNégociations.$2ram
650 4 $aNegociación.
650 4 $aConflicto social.
653 0 $aNegotiation
653 0 $aSocial conflict
700 1 $aCarnevale, Peter J.
776 08 $iOnline version:$aPruitt, Dean G.$tNegotiation in social conflict.$dPacific Grove, Calif. : Brooks/Cole Pub. Co., 1993$w(OCoLC)741525557
830 0 $aMapping social psychology.
856 41 $3Table of contents$uhttp://www.gbv.de/dms/bowker/toc/9780534206895.pdf$aV:DE-601;Bowker
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938 $aBaker and Taylor$bBTCP$n93016972
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948 $hHELD BY P4A - 392 OTHER HOLDINGS