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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J. Lewicki, & B. H. ), Research on negotiation in organizations: Vol. 3. Handbook of negotiation research (pp. 307-332). Greenwich, CT: JAI. Kramer, R. , Pommerenke, P. , 8c Newton, E. (1993). The social context of negotiation: Effects of social identity and accountability on negotiator judgment and decision making. Journal of Conflict Resolution, 37, 633-656. Kruglanski, A. W. (1988). On the epistemology of conflicts: Toward a social cognitive analysis of conflict resolution. In W. Stroebe, A.

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