Negotiation As a Social Process (Paperback)

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Product Overview

While most studies in negotiation and conflict management have focused on cognitive aspects, few have addressed the impact of social processes and contexts on the negotiation process. Addressing this need, Roderick M Kramer and David M Messick have brought together original theory and research from leading scholars in this emerging field.

A wide range of topics is covered including: the role of group identification and accountability on negotiator judgement and decision making; the importance of power-dependence relations on negotiation; intergroup bargaining; coalitional dynamics in bargaining; social influence processes in negotiation; cross-cultural perspectives of negotiation; and the impact of social relationships on n

Specifications

Publisher Sage Pubns
Mfg Part# 9780803957381
SKU 33671415
Format Paperback
ISBN10 0803957386
Release Date 4/10/2007
Product Attributes
Book Format Paperback
Number of Pages 0360
Publisher Sage Publications (CA)
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$80.11 + $2.75 shipping
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