The Social Psychology Of Bargaining And Negotiation

Author : Jeffrey Z. Rubin,Bert R. Brown
Publisher : Elsevier
Page : 372 pages
File Size : 51,9 Mb
Release : 2013-10-22
Category : Social Science
ISBN : 9781483289076

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The Social Psychology of Bargaining and Negotiation by Jeffrey Z. Rubin,Bert R. Brown Pdf

The Social Psychology of Bargaining and Negotiation focuses on the integrative survey of work done in social psychology on the processes of negotiation and bargaining. The publication first takes a look at bargaining relationship, an overview of social psychological approaches to the study of bargaining, and the social components of bargaining structure. Discussions focus on the number of parties involved in the bargaining exchange, factors affecting bargaining effectiveness, structural and social psychological characteristics of bargaining relationships, and availability of third parties. The text then examines the issue components of bargaining structure and bargainers as individuals, including individual differences in personality and background, interpersonal orientation, issue incentive magnitude and reward structure, and intangible issues in bargaining. The book ponders on social influence and influence strategies and interdependence. Topics include motivational orientation, parameters of interdependence in bargaining, overall pattern of moves and countermoves, and appeals and demands. The publication is a valuable source of data for researchers interested in the social psychology of bargaining and negotiation.

Author : Ian Morley,Geoffrey Stephenson
Publisher : Psychology Press
Page : 314 pages
File Size : 42,9 Mb
Release : 2015-06-19
Category : Psychology
ISBN : 9781317518686

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The Social Psychology of Bargaining by Ian Morley,Geoffrey Stephenson Pdf

Originally published in 1977, this book deals with the social psychological factors which influence the process of bargaining. It examines the structure behind the process, by which it can be analysed and better understood. Particular attention is paid to the character of negotiations in which agreements are obtained.

Author : Ian E. Morley
Publisher : Unknown
Page : 317 pages
File Size : 55,5 Mb
Release : 2015
Category : Collective bargaining
ISBN : 1317518667

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The Social Psychology of Bargaining by Ian E. Morley Pdf

Author : Daniel Druckman
Publisher : SAGE Publications, Incorporated
Page : 424 pages
File Size : 51,6 Mb
Release : 1977
Category : Political Science
ISBN : UCAL:B4415172

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Negotiations by Daniel Druckman Pdf

'There's an excitement generated in these essays, as the authors seek to push toward the creation of new and alternative processes. Not content only to tie the "artificial" phenomena of the laboratory to the field, a number of the researchers are creating new phenomena in their own experiments and simulations. These social "inventions" portend policy applications to negotiation processes that are of significance to those practitioners working within a myriad of sites, from labor-management relations to international affairs.' -- Harold Guetzkow

Author : Leigh L. Thompson
Publisher : Psychology Press
Page : 299 pages
File Size : 49,6 Mb
Release : 2006-01-13
Category : Psychology
ISBN : 9781135423513

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Negotiation Theory and Research by Leigh L. Thompson Pdf

Negotiation is the most important skill anyone in the business world can have today, because people must continually negotiate their jobs, responsibilities, and opportunities. Yet very few people know strategies for maximizing their outcomes in everyday and in more formal business situations. This volume provides a comprehensive overview of this emerging topic through original contributions from leaders in social psychology and negotiation research. All topics covered are core to the understanding of the negotiation process and include: decision-making and judgment, emotion and negotiation, motivation, and game theory.

Author : Jennifer Overbeck,Elizabeth A. Mannix,Margaret Ann Neale
Publisher : Emerald Group Publishing
Page : 259 pages
File Size : 44,7 Mb
Release : 2011-06-09
Category : Business & Economics
ISBN : 9780857245601

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Negotiation in Groups by Jennifer Overbeck,Elizabeth A. Mannix,Margaret Ann Neale Pdf

Part of the "Research on Managing Groups and Teams" series, this title examines the particular challenges, opportunities, and dynamics that confront groups engaged in negotiation. It is of interest to readers and scholars from management, psychology, sociology, communications, law, political science, and public policy.

Author : Jacques Rojot
Publisher : Springer
Page : 239 pages
File Size : 45,7 Mb
Release : 2016-07-27
Category : Business & Economics
ISBN : 9781349114450

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Negotiation: From Theory to Practice by Jacques Rojot Pdf

Professor Rojot's work links the theory of negotiation to its more practical aspects and bridges the gap between theoretical work and 'how to' manuals. The theoretical analysis is rooted in the field of sociology in general and in the strategic analysis of organisations in particular. This sets it apart from most treatises on negotiation which tend to be based on social-psychology, political science or economics.

Author : Roderick M. Kramer,David Messick
Publisher : SAGE Publications
Page : 365 pages
File Size : 43,8 Mb
Release : 1995-04-06
Category : Language Arts & Disciplines
ISBN : 9781452246994

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Negotiation as a Social Process by Roderick M. Kramer,David Messick Pdf

This is a valuable book. It is a rare combination of appreciation and criticism; it is an eloquent statement of conceptual advocacy. Negotiation as a Social Process attempts the difficult task of the needed reform of a successful field and it does so by example as well as precept. . . . Kramer and Messick have done their research colleagues a great service; let us hope that they make the most of it. --Robert L. Kahn, Professor Emeritus, The University of Michigan "Negotiation as a Social Process puts the ′social′ back in negotiation theory and research, where it belongs. Consisting of contributions by some of today′s leading negotiation researchers, this volume is a direct response to the undue emphasis placed in recent years on the role of cognition in negotiation. Just as one needs two hands to clap (unless you are a Zen Buddhist), one needs two or more sides to negotiate. This excellent collection explicitly addresses the social and relational context in which negotiations invariably occur and, in doing so, returns the discussion to its proper place." --Jeff Rubin, Program on Negotiation, Harvard Law School In the past several years, negotiation and conflict management research has emerged as one of the most active and productive areas of research in organizational behavior. Although most research has focused on the cognitive aspects of negotiation, few address the impact of social processes and contexts on the negotiation process. Because negotiations always occur in the context of some preexisting social relationship between the negotiating parties, this neglect is unfortunate. Editors Rod Kramer and Dave Messick have brought together original theory and research from many of the leading scholars in this important and emerging area of negotiation research. Negotiation as a Social Process covers a wide range of topics, including the role of group identification and accountability on negotiator judgment 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 on negotiation, and the impact of social relationships on negotiation. Scholars, students, and professionals in organization, management, and communication studies will find Negotiation as a Social Process an important and thought-provoking volume.

Author : Leigh Thompson
Publisher : Pearson Higher Ed
Page : 433 pages
File Size : 53,7 Mb
Release : 2011-11-21
Category : Business & Economics
ISBN : 9780132997706

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The Mind and Heart of the Negotiator by Leigh Thompson Pdf

This is the eBook of the printed book and may not include any media, website access codes, or print supplements that may come packaged with the bound book. Delve into the mind and heart of the negotiator in order to enhance negotiation skills. The Mind and Heart of the Negotiator is dedicated to negotiators who want to improve their ability to negotiate–whether in multimillion-dollar business deals or personal interactions. This text provides an integrated view of what to do and what to avoid at the bargaining table, facilitated by an integration of theory, scientific research, and practical examples. This edition contains new examples and chapter-opening sections, as well as more than a hundred new scientific articles on negotiations.

Author : Barry M. Goldman,Debra L. Shapiro
Publisher : Routledge
Page : 590 pages
File Size : 44,6 Mb
Release : 2012-05-04
Category : Business & Economics
ISBN : 9781136483547

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The Psychology of Negotiations in the 21st Century Workplace by Barry M. Goldman,Debra L. Shapiro Pdf

The "litigation explosion" in the 21st century workplace means increasing costs and risks of lawsuits. Negotiation appears the attractive alternative to litigation. This new volume, with contributions from experts in psychology, management, and other disciplines, bridges the gap between management and negotiation research. Managers, students, and researchers interested in the field of negotiation will find this new book in SIOP’s Organizational Frontiers series of interest.

Author : W.F. Van Raaij,G.M. van Veldhoven,K.E. Wärneryd
Publisher : Springer Science & Business Media
Page : 673 pages
File Size : 40,8 Mb
Release : 2013-03-09
Category : Psychology
ISBN : 9789401577915

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Handbook of Economic Psychology by W.F. Van Raaij,G.M. van Veldhoven,K.E. Wärneryd Pdf

The idea to publish a Handbook of Economic Psychology came up as a natural consequence of a discussion concerning appropriate reading material for courses in economic psychology. The discussion took place a few years ago in the Department of Economic Psychology at Tilburg University, The Netherlands. It was noted that there was a surprising lack of collections of pertinent readings, to say nothing about the lack of textbooks in the English language. So the present editors, who had been involved in the discussion, decided to start working on a Handbook. The situation has changed quite a lot since then. There are now a number of books, internationally available in the English language, in economic psy chology or behavioral economics. The interest in this field of study is expanding quite impressively. The Journal of Economic Psychology is now (1988) in its ninth volume and many other journals are publishing articles in the field. The application of psychological theories and methods to economic prob lems or the study of economic experiences and behavior is variously referred to as economic psychology or behavioral economics. While in principle we do not want to overdo the differences between the two, we have a feeling that economic psychology has a slightly stronger flavor of psychology than behavioral economics which in its turn seems to be closer to economics. Psychologists tend to feel more at home in economic psychology, while economists seem to favor behavioral economics.

Author : Michele J. Gelfand,Jeanne M. Brett
Publisher : Stanford University Press
Page : 478 pages
File Size : 51,7 Mb
Release : 2004
Category : Business & Economics
ISBN : 9780804745864

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The Handbook of Negotiation and Culture by Michele J. Gelfand,Jeanne M. Brett Pdf

In the global marketplace, negotiation frequently takes place across cultural boundaries, yet negotiation theory has traditionally been grounded in Western culture. This book, which provides an in-depth review of the field of negotiation theory, expands current thinking to include cross-cultural perspectives. The contents of the book reflect the diversity of negotiation—research-negotiator cognition, motivation, emotion, communication, power and disputing, intergroup relationships, third parties, justice, technology, and social dilemmas—and provides new insight into negotiation theory, questioning assumptions, expanding constructs, and identifying limits not apparent from working exclusively within one culture. The book is organized in three sections and pairs chapters on negotiation theory with chapters on culture. The first part emphasizes psychological processes—cognition, motivation, and emotion. Part II examines the negotiation process. The third part emphasizes the social context of negotiation. A final chapter synthesizes the main themes of the book to illustrate how scholars and practitioners can capitalize on the synergy between culture and negotiation research.

Author : Dean G. Pruitt,Peter J. Carnevale
Publisher : Thomson Brooks/Cole
Page : 276 pages
File Size : 46,7 Mb
Release : 1993
Category : Language Arts & Disciplines
ISBN : UOM:39076001485023

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Negotiation in Social Conflict by Dean G. Pruitt,Peter J. Carnevale Pdf

This text presents a research-based analysis of negotiation. It examines the nature of negotiator strategies and tactics and their impact on the outcomes of negotiation. It also looks at the psychological states, the motives and perceptions, that determine negotiator behaviours and the antecedents of these states. Among the antecedents examined are the negotiator's role in his or her organization, conflict style, the other party's behaviour, the way the issues are framed, and various aspects of the relationship between the parties. Negotiation is viewed as one of several procedures available for dealing with social conflict, other examples being mediation, arbitration and independent action by the disputants. One of these alternative procedures, mediation, is discussed in depth, because of its close relationship to negotiation. There is also a chapter on choices among procedures, which helps understand how people enter and leave negotiation.

Author : Ralph A. Johnson
Publisher : SAGE
Page : 187 pages
File Size : 48,6 Mb
Release : 1993
Category : Language Arts & Disciplines
ISBN : 9780803940529

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Negotiation Basics by Ralph A. Johnson Pdf

"It is a very practical book aiming to describe various ways of negotiating. . . . The author's use of a conversational style makes for easy reading. . . . A useful and light book which serves as an introduction to the area." --Counselling at Work "Although the book's format makes it of particular interest to teachers thinking about a possible text to assign for a semester-length general course in negotiation, the average reader may also enjoy this blend of theoretical and practical perspectives." --Negotiation Journal How does negotiation work? What are the options and procedures for a thorough negotiation? What problems and deficiencies does one encounter in negotiation? How can skill-building be integrated for a successful negotiation? To answer these and other questions, Negotiation Basics presents both theoretical and practical perspectives that enable readers to develop the skills necessary for individual and group negotiating situations. Utilizing a unique theory-into-practice technique, each chapter introduces and discusses an essential negotiating concept--concepts that connect to a related skill, and integrates exercises throughout the chapters. Thus, each chapter provides readers with the opportunity to practice the newly acquired skills. Topics examined include steps necessary for goal building, role of information in negotiations, hidden and incidental "costs," popular strategies, role of the agent, and reasons why negotiations fail. This unique and illuminating volume is a welcome addition for business and management courses, service organizations, labor studies programs, education and communication departments, and conflict resolution programs.

Author : Margaret A. Neale,Thomas Z. Lys
Publisher : Basic Books
Page : 288 pages
File Size : 49,8 Mb
Release : 2015-07-14
Category : Business & Economics
ISBN : 9780465040636

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Getting (More of) What You Want by Margaret A. Neale,Thomas Z. Lys Pdf

Two top business professors offer up the only negotiation book you'll ever need Do you know what you want? How can you make sure you get it? Or rather, how can you convince others to give it to you? Almost every interaction involves negotiation, yet we often miss the cues that would allow us to make the most of these exchanges. In Getting (More of) What You Want, Margaret Neale and Thomas Lys draw on the latest advances in psychology and behavioral economics to provide new strategies for negotiation that take into account people's irrational biases as well as their rational behaviors. Whether you're shopping for a car, lobbying for a raise, or simply haggling over who takes out the trash, Getting (More of) What You Want shows how negotiations regularly leave significant value on the table-and how you can claim it.