The Social Psychology of Bargaining

Ian Morley, Geoffrey Stephenson (Autoren)

Buch | Softcover

318 Seiten

2017
Psychology Press Ltd (Verlag)
978-1-138-85551-9 (ISBN)

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Originally published in 1977, this book deals with the social psychological factors which influence the process of bargaining. It examines the structure behind the process, by which it can be analysed and better understood. Particular attention is paid to the character of negotiations in which agreements are obtained.

Ian Morley, Geoffrey Stephenson

Preface. Part 1: Social Psychological Approaches to Bargaining and Negotiation A. Definitions and Methods of Study 1. Definition of Bargaining and Related Terms 2. Approaches to Collective Bargaining 3. Experimental Approaches to the Study of Negotiation Groups B. A Critical Review of Experimental Studies Introduction 4. Intergroup Relations and Bargaining Behaviour 5. The Process of Bid and Counterbid 6. The Process of Formal Negotiation Part 2: Interpersonal and Interparty Exchange: A Research Programme A. The Outcomes of Experimental Negotiations Introduction 7. Strength of Case and Medium of Communication 8. The Impact of Formality: ‘Demy Ltd’ Negotiations 9. The Impact of Formality: Replication and Extension of ‘Demy Ltd’ Negotiations B. The Process of Negotiation Introduction 10. Conference Process Analysis 11. The Analysis of Experimental Negotiations Conducted via Different Systems of Communication 12. The Analysis of Stages in Real Life Negotiations 13. Stages in Negotiation: A Quasiprescriptive Model. References. Author Index. Subject Index.

Erscheinungsdatum	15.07.2017
Reihe/Serie	Psychology Library Editions: Social Psychology
Verlagsort	Hove
Sprache	englisch
Maße	156 x 234 mm
Gewicht	453 g
Themenwelt	Geisteswissenschaften ► Psychologie ► Allgemeine Psychologie
Themenwelt	Geisteswissenschaften ► Psychologie ► Sozialpsychologie
ISBN-10	1-138-85551-0 / 1138855510
ISBN-13	978-1-138-85551-9 / 9781138855519
Zustand	Neuware