The Social Psychology of Bargaining and Negotiation PDF
By:Jeffrey Z. Rubin,Bert R. Brown
Published on 2013-10-22 by Elsevier
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.
This Book was ranked at 20 by Google Books for keyword Negotiation.
Book ID of The Social Psychology of Bargaining and Negotiation's Books is wWhaBQAAQBAJ, Book which was written byJeffrey Z. Rubin,Bert R. Brownhave ETAG "gy2HEzP6Las"
Book which was published by Elsevier since 2013-10-22 have ISBNs, ISBN 13 Code is 9781483289076 and ISBN 10 Code is 1483289079
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Book which have "359 Pages" is Printed at BOOK under CategorySocial Science
Book was written in en
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