Negotiation In Social Conflict - Softcover

Pruitt, .

Softcover

ISBN 10: 0335098657 ISBN 13: 9780335098651

Publisher: Open University Press, 1993

Synopsis

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.

About this title

Synopsis:

This book 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 behaviors and the antecedents of these states.

About this edition

• Publisher: Open University Press
• Publication date: 1993
• ISBN 10: 0335098657
• ISBN 13: 9780335098651
• Binding: Paperback
• Number of pages: 270