By Roderick M Kramer, David Messick
Whereas such a lot stories in negotiation and clash administration have fascinated with cognitive facets, few have addressed the impression of social strategies and contexts at the negotiation approach. Addressing this desire, Roderick M Kramer and David M Messick have introduced jointly unique idea and learn from major students during this rising field.
A wide variety of subject matters is roofed together with: the function of team identity and responsibility on negotiator judgement and determination making; the significance of power-dependence kinfolk on negotiation; intergroup bargaining; coalitional dynamics in bargaining; social impression tactics in negotiation; cross-cultural views of negotiation; and the effect of social relationships on n
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Extra resources for Negotiation as a Social Process
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