Negotiation in Social Conflict

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Brooks/Cole Publishing Company, Jan 1, 1993 - Psychology - 251 pages
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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.

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Contents

The study of negotiation
7
Negotiation as prisoners dilemma and chicken
24
Inaction and withdrawal
46
DETERMINANTS OF DEMANDS CONCESSIONS
49
REACTIONS TO THE OTHER PARTYS BEHAVIOR
64
COGNITIVE AND DECISION PROCESSES IN NEGOTIATION
81
THE DUAL CONCERN MODEL AND THE DETERMINANTS
104
SOCIAL NORMS AND THEIR IMPACT ON NEGOTIATION
119
RELATIONSHIPS AMONG THE NEGOTIATING PARTIES
130
GROUP PROCESSES IN NEGOTIATION
152
MEDIATION
165
CHOICES AMONG PROCEDURES IN SOCIAL CONFLICT
183
conclusions
193
Limitations of the dominant paradigm
194
NAME INDEX
237
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