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NCJRS Abstract

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NCJ Number: 97338 Find in a Library
Title: Negotiation Behavior
Author(s): D G Pruitt
Date Published: 1981
Page Count: 267
Sponsoring Agency: Academic Press, Inc
San Diego, CA 92101-4495
Sale Source: Academic Press, Inc
Promotions Manager
525 B. Street
Suite 1900
San Diego, CA 92101-4495
United States of America
Language: English
Country: United States of America
Annotation: This book presents a theoretical synthesis of what is known about negotiation as a general phenomenon.
Abstract: Examples of negotiation from many realms, including social psychology, economics, industrial relations, and international relations, illustrate negotiation principles. An overview defines negotiation and contrasts it with other forms of multiparty decisionmaking. The significance of negotiation is explored, and information is provided about the nature of research on this phenomenon. In addition, two fundamental theoretical notions are presented: the strategic choice model and the goal/expectation hypothesis. In a discussion of where bargainers place their demands, demand levels and concession rates are explored, as are the conditions that make one alternative more prominent than another. Strategies used by bargainers to promote their interests are described, including competitive tactics and coordinative behavior. Integrative bargaining is described as including the processes by which bargainers achieve mutually beneficial agreements; the antecedents of integrative agreements are also discussed. Finally, third-party intervention in negotiation through mediation and arbitration is described. Theoretical problems and research issues are also discussed. An author index, a subject index, and 302 references are included.
Index Term(s): Arbitration; International police activities; Mediation; Theory
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