Negotiation analysis
This book examines human capital investment, employment and bargaining at the level of the firm. It attempts the first summary of results that incorporates both human capital investment and employment decisions within firm - union bargaining models, emphasising investment in tea…
'Negotiation Theory and Research' will serve as a comprehensive overview of the topic with original contributions from leaders in social psychology and negotiation research. All topics covered in this volume are core to the understanding of the negotiation process.
Covers; inter alia; the role of group identification and accountability on negotiator judgement and decision making; the importance of power-dependence relations on negotiation; intergroup bargaining; social influence processes in negotiation; cross-cultural perspectives on nego…
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 theo…