Negotiation as a Social Process.

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...

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Detalles Bibliográficos
Clasificación:Libro Electrónico
Autor principal: Kramer, Roderick M. (Roderick Moreland), 1950-
Otros Autores: Messick, David M.
Formato: Electrónico eBook
Idioma:Inglés
Publicado: Thousand Oaks : SAGE Publications, 1995.
Temas:
Negotiation > Social aspects.
Negotiation.
Negotiating
Négociations.
Négociations > Aspect social.
PSYCHOLOGY > Social Psychology.
Negotiation
Negotiation > Social aspects
Sozialpsychologie
Verhandlung
Verhandlungsführung
Kognitiver Prozess
Sozialer Prozess
Verhandlungstheorie
Onderhandelen.
Sociale aspecten.
Aspect social.
Négociation.
Processus cognitif.
Relations sociales.
Acceso en línea:Texto completo
Descripción
Sumario: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.
Descripción Física:1 online resource (365 pages)
Bibliografía:Includes bibliographical references and indexes.
ISBN:9781452246994
1452246998
0803957378
9780803957374
0803957386
9780803957381
9781483345369
148334536X
Acceso:Legal Deposit;

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