Articles liés à Negotiation In Social Conflict

Negotiation In Social Conflict - Couverture souple

Pruitt, .

 
9780335098651: Negotiation In Social Conflict
Couverture souple
ISBN 10 : 0335098657 ISBN 13 : 9780335098651
Editeur : 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.

Les informations fournies dans la section « Synopsis » peuvent faire référence à une autre édition de ce titre.

Présentation de l'éditeur

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.

Les informations fournies dans la section « A propos du livre » peuvent faire référence à une autre édition de ce titre.

Éditeur
Open University Press
Date d'édition
1993
Langue
anglais
ISBN 10 
0335098657
ISBN 13 
9780335098651
Reliure
Broché
Numéro d'édition
1
Nombre de pages
270
Coordonnées du fabricant
non disponible
Personne responsable
non disponible