Foreword / Harold Guetzkow -- Introduction And Overview -- Social-psychological Approaches To The Study Of Negotiation / Daniel Druckman -- Part I. Objectives, Incentives, And Conflict -- Social Motivation In Settings Of Outcome Interdependence / Charles G. Mcclintock -- Cognitive Factors In Interpersonal Conflict / Berndt Brehmer And Kenneth R. Hammond -- Conflict Of Interest And Value Dissensus : Two Perspectives / Daniel Druckman, Richard Rozelle, Kathleen Zechmeister -- Part Ii. Processes, Strategies, And Outcomes -- The Effectiveness Of Different Offer Strategies In Bargaining / W. Clay Hamner And Gary A. Yukl -- The Psychology Of Integrative Bargaining / Dean G. Pruitt And Steven A. Lewis -- The Role Of Debate In Negotiation / Charles Walcott, P. Terrence Hopmann, Timothy D. King -- Measures Of Last Resort : Coercion And Aggression In Bargaining / James T. Tedeschi And Thomas V. Bonoma -- Part Iii. Influences : Conditions, And Background Factors -- Effects Of Negotiators' Personalities On Negotiating Behavior / Margaret G. Hermann And Nathan Kogan -- Face-saving And Face-restoration In Negotiation / Bert R. Brown -- The Impact Of External Stresses And Tensions On Negotiations / P. Terrence Hopmann And Charles Walcott -- Part Iv. Complex Settings And Processes -- Multiparty Conferences / Knut Midgaard And Arild Underdal -- Complexity In International Negotiation / Gilbert R. Winham -- Mediational Mechanisms In Interorganizational Conflict / Louis W. Stern, Richard P. Bagozzi, Ruby Roy Dholakia -- Editor's Conclusions : Where Do We Go From Here? / Daniel Druckman. Edited By Daniel Druckman. Includes Bibliographies And Indexes.

Druckman, Daniel, 1939-

Beverly Hills: Sage Publications

Pine Forge Press

Corwin Press

UMI

United States, United States of America

Beverly Hills [u.a.]: Sage, 1977

Ann Arbor MI, 1996

1, 1977

Includes bibliographies and indexes.

Includes bibliographies and indexes.
6

2023-06-28