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...

Descripción completa

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
Tabla de Contenidos:
  • 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.
  • 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.
  • 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.

Ejemplares similares