Negotiation As A Social Process,Used

Negotiation As A Social Process,Used

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SKU: SONG0803957386
Brand: SAGE Publications, Inc
Condition: Used
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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 powerdependence relations on negotiation; intergroup bargaining; coalitional dynamics in bargaining; social influence processes in negotiation; crosscultural perspectives of negotiation; and the impact of social relationships on n

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