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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Produktdetaljer
ISBN
9781483289076
Publisert
2016
Utgiver
Vendor
Academic Press
Språk
Product language
Engelsk
Format
Product format
Digital bok
Forfatter