Negotiation in social conflict:
Gespeichert in:
| Hauptverfasser: | , |
|---|---|
| Format: | Buch |
| Sprache: | English |
| Veröffentlicht: |
Buckingham
Open Univ. Press
2001
|
| Ausgabe: | 1. publ., reprint. |
| Schriftenreihe: | Mapping social psychology
|
| Schlagworte: | |
| Online-Zugang: | Inhaltsverzeichnis Klappentext |
| Beschreibung: | Hier auch später ersch., unveränd. Nachdr. |
| Beschreibung: | XVII, 251 S. graph. Darst. |
| ISBN: | 0335098657 0335098665 |
Internformat
MARC
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Datensatz im Suchindex
| _version_ | 1804128461143408640 |
|---|---|
| adam_text | CONTENTS
FOREWORD
Xl
PREFACE XV
1 INTRODUCTION I
The nature and importance of negotiation
г
Strategies in negotiation
3
Alternatives to negotiation
4
The study of negotiation
7
Overview of the chapters
12
Suggestions for further reading
13
2
ISSUES AND OUTCOMES IN NEGOTIATION AND RELATED
SETTINGS
14
Issues, options and divergence of interest
14
Outcomes in negotiation
16
Negotiation in mixed-motive settings
18
Games of moves
18
Negotiation as prisoner s dilemma and chicken
24
Summary and implications
26
Suggestions for further reading
г6
3
STRATEGIES AND TACTICS IN NEGOTIATION
28
Concession making
28
Contending
30
Problem solving
36
Inaction and withdrawal
46
Summary and implications
47
Suggestions for further reading
48
4
DETERMINANTS OF DEMANDS, CONCESSIONS AND
CONTENTIOUS BEHAVIOR
49
Goals, limits and demands
50
Determinants of goals and limits
54
Other determinants of demands and concessions
56
Determinants of contentious behavior
60
Summary and implications
61
Suggestions for further reading
63
5
REACTIONS TO THE OTHER PARTY S BEHAVIOR
6ą
The negotiation cycle
64
Matching of contending and problem solving
67
Matching and mismatching in games of moves
68
Conditions that counteract undermatching
70
The tit-for-tat strategy
72
Summary and implications
78
Suggestions for further reading
79
6
COGNITIVE AND DECISION PROCESSES IN NEGOTIATION
8
1
The rational negotiator
83
Cognitive effects and processes
83
A sad ending?
100
Summary and implications
101
Suggestions for further reading
102
7
THE DUAL CONCERN MODEL AND THE DETERMINANTS OF
PROBLEM SOLVING IO4
The dual concern model and conflict style
105
Conditions that affect the dual concerns
107
Experimental tests of the dual concern model
109
Additional sources of joint-concern and problem
solving
112
The perceived feasibility perspective
114
Summary and implications
116
Suggestions for further reading
117
8
SOCIAL NORMS AND THEIR IMPACT ON NEGOTIATION 11
9
Norms and social conflict
120
Norms and negotiation
121
Variations of the equality rule
122
Fairness principles and prominent solutions
123
Multiple
principles
124
A
critique of principled negotiation
125
Overcoming principle-based rigidity
126
Norm enforcement
127
Summary and implications
129
Suggestions for further reading
129
9
RELATIONSHIPS AMONG THE NEGOTIATING PARTIES
13О
Power
130
Trust
133
Positive and negative relationships
135
Sources of relationships
139
Overcoming negative relationships
145
Summary and implications
150
Suggestions for further reading
151
10
GROUP PROCESSES IN NEGOTIATION 1
52
The role of the representative
154
Negotiation teams
160
Summary and implications
163
Suggestions for further reading
164
11 MEDIATION 1
65
Contractual versus emergent mediation
166
Strategies and tactics of mediation
169
Determinants of mediator behavior
171
Effectiveness of mediation
174
Effectiveness of mediator behavior
176
Current areas of research
178
A happy ending
180
Summary and implications
181
Suggestions for further reading
182
12
CHOICES AMONG PROCEDURES IN SOCIAL CONFLICT 1
83
Designing dispute resolution systems
184
Preferences among procedures
187
Summary and implications
191
Suggestions for further reading
192
13
CONCLUSIONS I93
Overview of current theory and research
193
Limitations
of the dominant paradigm
194
Prospects for future research
197
Morley s critique: Room for a new view
202
Summary and implications
203
Suggestions for further reading
203
BIBLIOGRAPHY
2O4
NAME INDEX
237
SUBJECT INDEX
244
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. Among the antecedents examined are the negotiator s
role in his or her organization, conflict style, the other party s
behavior, the way the issues are framed, and various aspects of
the relationship between the parties.
|
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| discipline | Psychologie |
| edition | 1. publ., reprint. |
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| id | DE-604.BV013650939 |
| illustrated | Illustrated |
| indexdate | 2024-07-09T18:49:36Z |
| institution | BVB |
| isbn | 0335098657 0335098665 |
| language | English |
| oai_aleph_id | oai:aleph.bib-bvb.de:BVB01-009326838 |
| oclc_num | 249069461 |
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| owner_facet | DE-29 DE-19 DE-BY-UBM DE-739 |
| physical | XVII, 251 S. graph. Darst. |
| publishDate | 2001 |
| publishDateSearch | 2001 |
| publishDateSort | 2001 |
| publisher | Open Univ. Press |
| record_format | marc |
| series2 | Mapping social psychology |
| spelling | Pruitt, Dean G. 1930- Verfasser (DE-588)133431606 aut Negotiation in social conflict Dean G. Pruitt and Peter J. Carnevale 1. publ., reprint. Buckingham Open Univ. Press 2001 XVII, 251 S. graph. Darst. txt rdacontent n rdamedia nc rdacarrier Mapping social psychology Hier auch später ersch., unveränd. Nachdr. Verhandlung (DE-588)4062875-9 gnd rswk-swf Sozialer Konflikt (DE-588)4055747-9 gnd rswk-swf Verhandlung (DE-588)4062875-9 s Sozialer Konflikt (DE-588)4055747-9 s DE-604 Carnevale, Peter J. Verfasser aut Digitalisierung UB Passau application/pdf http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=009326838&sequence=000003&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA Inhaltsverzeichnis Digitalisierung UB Passau application/pdf http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=009326838&sequence=000004&line_number=0002&func_code=DB_RECORDS&service_type=MEDIA Klappentext |
| spellingShingle | Pruitt, Dean G. 1930- Carnevale, Peter J. Negotiation in social conflict Verhandlung (DE-588)4062875-9 gnd Sozialer Konflikt (DE-588)4055747-9 gnd |
| subject_GND | (DE-588)4062875-9 (DE-588)4055747-9 |
| title | Negotiation in social conflict |
| title_auth | Negotiation in social conflict |
| title_exact_search | Negotiation in social conflict |
| title_full | Negotiation in social conflict Dean G. Pruitt and Peter J. Carnevale |
| title_fullStr | Negotiation in social conflict Dean G. Pruitt and Peter J. Carnevale |
| title_full_unstemmed | Negotiation in social conflict Dean G. Pruitt and Peter J. Carnevale |
| title_short | Negotiation in social conflict |
| title_sort | negotiation in social conflict |
| topic | Verhandlung (DE-588)4062875-9 gnd Sozialer Konflikt (DE-588)4055747-9 gnd |
| topic_facet | Verhandlung Sozialer Konflikt |
| url | http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=009326838&sequence=000003&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=009326838&sequence=000004&line_number=0002&func_code=DB_RECORDS&service_type=MEDIA |
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