Negotiation Behavior PDF
By:Dean G. Pruitt
Published on 2013-09-11 by Academic Press
Negotiation Behavior is a theoretical synthesis of what is known about negotiation as a general phenomenon. The principles presented are illustrated with examples of negotiation from many specific realms. A great deal of attention is devoted to the motives, perceptions, and other microprocesses underlying the behavior of negotiators and to the results of laboratory experiments on negotiation. Comprised of seven chapters, this book begins by defining negotiation and contrasting it with other forms of multiparty decision making, along with its significance and the nature of research on the subject. Two fundamental theoretical notions are presented: the strategic choice model and the goal/expectation hypothesis. Subsequent chapters focus on where bargainers place their demands as well as the strategies they use to foster their interests while moving toward agreement. The reader is introduced to key concepts such as demand level and concession rate, competitive tactics, and coordinative behavior, together with integrative agreements and third-party intervention in negotiation (mediation and arbitration). This monograph will be of value to practitioners in the fields of organizational and occupational psychology, social psychology, economics, industrial relations, and international relations.
This Book was ranked at 18 by Google Books for keyword Negotiation.
Book ID of Negotiation Behavior's Books is WvFFBQAAQBAJ, Book which was written byDean G. Pruitthave ETAG "tytJS6sTKlo"
Book which was published by Academic Press since 2013-09-11 have ISBNs, ISBN 13 Code is 9781483266206 and ISBN 10 Code is 1483266206
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Book which have "278 Pages" is Printed at BOOK under CategoryPsychology
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