000			02195cam a2200265 a 4500
020			_a0534206891 (pbk.)
020			_a9780534206895 (pbk.)
020			_a0335098665
020			_a9780335098668
020			_a0335098657 (pbk)
020			_a9780335098651 (pbk)
022			_a9780335098651
082			_aBF637.N4
100	1		_aPruitt, Dean G.
245	1	0	_aNegotiation in social conflict / _cDean G. Pruitt, Peter J. Carnevale.
264			_aOPEN UNIVERSITY PRESS _bMCGRAW HILL EDUCATION _c1993
300			_axvii, 251 p. : _bill. ;
490	1		_aMapping social psychology series
505	0		_aIntroduction -- Issues and Outcome in Negotiation and Related Settings -- Strategies and Tactics in Negotiation -- Determinants of Demands, Concessions and Contentious Behavior -- Reactions To The Other Party's Behavior -- Cognitive and Decision Processes in Negotiation -- The Dual Concern Model and the Determinants Problem Solving -- Social Norms and Their Impact on Negotiation -- Relationships Among THe Negotiating Parties -- Mediation -- Choices Among Procedures in Social Conflict -- Conclusions.
520			_aThis 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.
650		0	_aNegotiation.
650		0	_aSocial conflict.
700	1		_aCarnevale, Peter J.
942			_2lcc _cBK
999			_c13612 _d13612