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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...
| Clasificación: | Libro Electrónico |
|---|---|
| Autor principal: | |
| Otros Autores: | |
| Formato: | Electrónico eBook |
| Idioma: | Inglés |
| Publicado: |
Thousand Oaks :
SAGE Publications,
1995.
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| Temas: | |
| Acceso en línea: | Texto completo |
MARC
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| 100 | 1 | |a Kramer, Roderick M. |q (Roderick Moreland), |d 1950- |1 https://id.oclc.org/worldcat/entity/E39PBJw93VmwJJh8d773RGcdcP | |
| 245 | 1 | 0 | |a Negotiation as a Social Process. |
| 260 | |a Thousand Oaks : |b SAGE Publications, |c 1995. | ||
| 300 | |a 1 online resource (365 pages) | ||
| 336 | |a text |b txt |2 rdacontent | ||
| 337 | |a computer |b c |2 rdamedia | ||
| 338 | |a online resource |b cr |2 rdacarrier | ||
| 505 | 0 | |a Cover; Contents; Preface; Acknowledgments; Part I -- Negotiator Cognition in Social Contexts; Chapter 1 -- Social Context in Negotiation: An Information-Processing Perspective; Chapter 2 -- Networks and Collective Scripts: Paying Attention to Structure in Bargaining Theory; Chapter 3 -- Let's Make Some New Rules: Social Factors That Make Freedom Unattractive; Chapter 4 -- Regression to the Mean, Expectation Inflation, and the Winner's Curse in Organizational Contexts; Chapter 5 -- In Dubious Battle: Heightened Accountability, Dysphoric Cognition, and Self-Defeating Bargaining Behavior. | |
| 505 | 8 | |a Part II -- The Relational Contexts of NegotiationChapter 6 -- Multiparty Negotiation in Its Social Context; Chapter 7 -- Structural Power and Emotional Processes in Negotiation: A Social Exchange Approach; Chapter 8 -- Joint Decision Making: The Inseparability of Relationships and Negotiation; Chapter 9 -- The Conflict-Competent Organization: A Research Agenda for Emerging Organizational Challenges; Part III -- Experimental Explorations; Chapter 10 -- Time of Decision, Ethical Obligation, and Causal Illusion: Temporal Cues and Social Heuristics in the Prisoner's Dilemma. | |
| 505 | 8 | |a Chapter 11 -- Fairness versus Self-interest: Asymmetric Moral Imperatives in Ultimatum BargainingChapter 12 -- Social Context in Tacit Bargaining Games: Consequences for Perceptions of Affinity and Cooperative Behavior; Chapter 13 -- Why Ultimatums Fail: Social Identity and Moralistic Aggression in Coercive Bargaining; Chapter 14 -- Property, Culture, and Negotiation; Author Index; Subject Index; About the Contributors. | |
| 520 | |a 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. | ||
| 588 | 0 | |a Print version record. | |
| 504 | |a Includes bibliographical references and indexes. | ||
| 506 | 1 | |a Legal Deposit; |c Only available on premises controlled by the deposit library and to one user at any one time; |e The Legal Deposit Libraries (Non-Print Works) Regulations (UK). |5 WlAbNL | |
| 540 | |a Restricted: Printing from this resource is governed by The Legal Deposit Libraries (Non-Print Works) Regulations (UK) and UK copyright law currently in force. |5 WlAbNL | ||
| 590 | |a ProQuest Ebook Central |b Ebook Central Academic Complete | ||
| 650 | 0 | |a Negotiation |x Social aspects. | |
| 650 | 0 | |a Negotiation. | |
| 650 | 2 | |a Negotiating | |
| 650 | 6 | |a Négociations. | |
| 650 | 6 | |a Négociations |x Aspect social. | |
| 650 | 7 | |a PSYCHOLOGY |x Social Psychology. |2 bisacsh | |
| 650 | 7 | |a Negotiation |2 fast | |
| 650 | 7 | |a Negotiation |x Social aspects |2 fast | |
| 650 | 7 | |a Sozialpsychologie |2 gnd | |
| 650 | 7 | |a Verhandlung |2 gnd | |
| 650 | 7 | |a Verhandlungsführung |2 gnd | |
| 650 | 7 | |a Kognitiver Prozess |2 gnd | |
| 650 | 7 | |a Sozialer Prozess |2 gnd | |
| 650 | 7 | |a Verhandlungstheorie |2 gnd | |
| 650 | 1 | 7 | |a Onderhandelen. |2 gtt |
| 650 | 1 | 7 | |a Sociale aspecten. |2 gtt |
| 650 | 7 | |a Négociations. |2 ram | |
| 650 | 7 | |a Aspect social. |2 rasuqam | |
| 650 | 1 | 7 | |a Négociation. |2 rasuqam |
| 650 | 7 | |a Processus cognitif. |2 rasuqam | |
| 650 | 7 | |a Relations sociales. |2 rasuqam | |
| 700 | 1 | |a Messick, David M. | |
| 776 | 0 | 8 | |i Print version: |a Kramer, Roderick M. |t Negotiation as a Social Process. |d Thousand Oaks : SAGE Publications, ©1995 |z 9780803957381 |
| 856 | 4 | 0 | |u https://ebookcentral.uam.elogim.com/lib/uam-ebooks/detail.action?docID=1598298 |z Texto completo |
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