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.
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Negotiation In Social Conflict
Edité par
Open University Press, 1993
ISBN 10 : 0335098657
ISBN 13 : 9780335098651
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Negotiation in Social Conflict
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McGraw-Hill Education, 1993
ISBN 10 : 0335098657
ISBN 13 : 9780335098651
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Image d'archives
Negotiation in Social Conflict
Edité par
McGraw-Hill Education, 1993
ISBN 10 : 0335098657
ISBN 13 : 9780335098651
Ancien ou d'occasion
Couverture souple
Vendeur : Better World Books Ltd, Dunfermline, Royaume-Uni
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Etat : Very Good. Ships from the UK. Former library book; may include library markings. Used book that is in excellent condition. May show signs of wear or have minor defects. N° de réf. du vendeur 8459077-6
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Negotiation in Social Conflict
Edité par
Open University Press, 1993
ISBN 10 : 0335098657
ISBN 13 : 9780335098651
Ancien ou d'occasion
Couverture souple
Vendeur : Anybook.com, Lincoln, Royaume-Uni
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Negotiation in Social Conflict
Edité par
Open University Press, 1997
ISBN 10 : 0335098657
ISBN 13 : 9780335098651
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Couverture souple
Vendeur : Anybook.com, Lincoln, Royaume-Uni
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Etat : Fair. This is an ex-library book and may have the usual library/used-book markings inside.This book has soft covers. Book contains pencil markings. In fair condition, suitable as a study copy. Please note the Image in this listing is a stock photo and may not match the covers of the actual item,500grams, ISBN:9780335098651. N° de réf. du vendeur 3703687
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Negotiation In Social Conflict
Edité par
Open University Press, 1993
ISBN 10 : 0335098657
ISBN 13 : 9780335098651
Ancien ou d'occasion
Couverture souple
Vendeur : De Boeken van Wouter, Amsterdam, NEDER, Pays-Bas
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Please note: below is a general description of how we classify our condition types. If you would like a closer look or have any specific questions, please feel free to send us a message, and we will gladly check it for you. Condition descriptions: UsedlikeNew: Barely any signs of use, almost like new. UsedGood: May show some light signs of use, such as slight discoloration or a name written on the front endpaper, but generally no markings or notes in the text. UsedAcceptable: Book in acceptable condition. May show signs of use, such as some discoloration, reading creases in the spine, underlining, notes, slight dirt on edges, dog-eared pages, or a bent spine. New: Book is new. Z 53-13 150118. N° de réf. du vendeur 9780335098651
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NEGOTIATION IN SOCIAL CONFLICT
Edité par
Open University Press, Buckingham, 1993
ISBN 10 : 0335098657
ISBN 13 : 9780335098651
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Soft cover
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Soft cover. Etat : Good. 1st Edition. 251pp Mapping Social Psychology Series. N° de réf. du vendeur 096834
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Negotiation In Social Conflict
Edité par
Open University Press, 1993
ISBN 10 : 0335098657
ISBN 13 : 9780335098651
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Vendeur : SHIMEDIA, Orient, NY, Etats-Unis
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Negotiation in Social Conflict
Edité par
Taylor & Francis Group, 1993
ISBN 10 : 0335098657
ISBN 13 : 9780335098651
Neuf
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Vendeur : Majestic Books, Hounslow, Royaume-Uni
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Etat : New. pp. 272. N° de réf. du vendeur 3262772
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