Negotiation in social conflict
Author(s)
Bibliographic Information
Negotiation in social conflict
（Mapping social psychology / series editor: Tony Manstead）
Open University Press, 1993
- : pbk
- : hbk
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Note
Bibliography: p. [204]-236
Includes indexes
Description and Table of Contents
- Volume
-
: pbk ISBN 9780335098651
Description
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.
Table of Contents
Issues and outcomes in negotiation and related settings
strategies and tactics in negotiation
determinants of demands, concessions and contentious behaviour
reactions to the other party's behaviour
cognitive and decision processes in negotiation
the dual concern model and the determinants of problem solving
social norms and their impact on negotiation
relationships among the negotiating parties
the group context of negotiation
mediation
choices among procedures in social conflict
- Volume
-
: hbk ISBN 9780335098668
Description
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.
Table of Contents
- Issues and outcomes in negotiation and related settings
- strategies and tactics in negotiation
- determinants of demands, concessions and contentious behaviour
- reactions to the other party's behaviour
- cognitive and decision processes in negotiation
- the dual concern model and the determinants of problem solving
- social norms and their impact on negotiation
- relationships among the negotiating parties
- the group context of negotiation
- mediation
- choices among procedures in social conflict.
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