Negotiation as a social process
by Kramer, Roderick M., (Roderick Moreland) Messick, David M.
A collection of 14 studies emphasizing 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 and more.
Read More ↓Title Statements
- Full title :Negotiation as a social process / editors, Roderick M. Kramer, David M. Messick.
Summary
A collection of 14 studies emphasizing 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 and more.
Read More ↓Edition Statements
- Publication Date:©1995.
Publication Statements
- Publisher(s):SAGE
- Place of Publication:Thousand Oaks, Calif
- Language:eng
- Publication Date:©1995.
The Physical Object
- Description:1 online resource (xi, 348 pages) : : illustrations
Edition Identifiers
- ISBN:9781483345369, 148334536X, 0803957378, 9780803957374, 0803957386, 9780803957381
- oclc:on1084304887
- LC Classification:BF637.N4
- Dewey Decimal:302.3
Table of Contents
Part I. Negotiator cognition in social contexts -- part II. The relational contexts of negotiation -- part III. Experimental explorations.
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