The Social Psychology of Bargaining and Negotiation
eBook - PDF

The Social Psychology of Bargaining and Negotiation

  1. 359 pages
  2. English
  3. PDF
  4. Available on iOS & Android
eBook - PDF

The Social Psychology of Bargaining and Negotiation

About this book

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.

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Yes, you can access The Social Psychology of Bargaining and Negotiation by Jeffrey Z. Rubin,Bert R. Brown in PDF and/or ePUB format, as well as other popular books in Social Sciences & Anthropology. We have over one million books available in our catalogue for you to explore.

Information

Publisher
Academic Press
Year
2013
Print ISBN
9780126012507
eBook ISBN
9781483289076
Topic
Social Sciences
Subtopic
Anthropology
Index
Social Sciences

Table of contents

  1. Front Cover
  2. The Social Psychology of Bargaining and Negotiation
  3. Copyright Page
  4. Table of Contents
  5. Preface
  6. Foreword
  7. Chapter 1. Introduction
  8. Chapter 2. The Bargaining Relationship
  9. Chapter 3. An Overview of Social Psychological Approaches to the Study of Bargaining
  10. Chapter 4. Social Components Of Bargaining Structure
  11. Chapter 5. Physical Components of Bargaining Structure
  12. Chapter 6. Issue Components of Bargaining Structure
  13. Chaptyer 7. Bargainers as Individuals
  14. Chapter 8. Interdependence
  15. Chapter 9. Social Influence and Influence Strategies
  16. Chapter 10. Afterthoughts
  17. Bibliography
  18. Author Index
  19. Subject Index