Negotiation as a Social Process

Negotiation as a Social Process

by Roderick M Kramer
     
 

While most studies in negotiation and conflict management have focused on cognitive aspects, few have addressed the impact of social processes and contexts on the negotiation process. Addressing this need, Roderick M Kramer and David M Messick have brought together original theory and research from leading scholars in this emerging field.

A wide range of

Overview

While most studies in negotiation and conflict management have focused on cognitive aspects, few have addressed the impact of social processes and contexts on the negotiation process. Addressing this need, Roderick M Kramer and David M Messick have brought together original theory and research from leading scholars in this emerging field.

A wide range of topics is covered including: the role of group identification and accountability on negotiator judgement and decision making; the importance of power-dependence relations on negotiation; intergroup bargaining; coalitional dynamics in bargaining; social influence processes in negotiation; cross-cultural perspectives of negotiation; and the impact of social relationships.

Editorial Reviews

Booknews
A collection of 14 studies emphasize the social dimensions of negotiation as a means of reducing the domination of the field by cognitive approaches. Among the topics are an information- processing perspective on the social context in negotiation, social factors that make freedom unattractive, the inseparability of relationships and negotiations in joint decision making, and fairness versus self-interest as asymmetric moral imperatives in ultimatum bargaining. The CiP data shows the subtitle New Trends in Theory and Research. Annotation c. Book News, Inc., Portland, OR (booknews.com)

Product Details

ISBN-13:
9780803957374
Publisher:
SAGE Publications
Publication date:
04/06/1995
Pages:
360
Product dimensions:
6.00(w) x 9.00(h) x (d)

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