Negotiation Behavior is popular PDF and ePub book, written by Dean G. Pruitt in 2013-09-11, it is a fantastic choice for those who relish reading online the Psychology genre. Let's immerse ourselves in this engaging Psychology book by exploring the summary and details provided below. Remember, Negotiation Behavior can be Read Online from any device for your convenience.
Negotiation Behavior Book PDF Summary
Negotiation Behavior is a theoretical synthesis of what is known about negotiation as a general phenomenon. The principles presented are illustrated with examples of negotiation from many specific realms. A great deal of attention is devoted to the motives, perceptions, and other microprocesses underlying the behavior of negotiators and to the results of laboratory experiments on negotiation. Comprised of seven chapters, this book begins by defining negotiation and contrasting it with other forms of multiparty decision making, along with its significance and the nature of research on the subject. Two fundamental theoretical notions are presented: the strategic choice model and the goal/expectation hypothesis. Subsequent chapters focus on where bargainers place their demands as well as the strategies they use to foster their interests while moving toward agreement. The reader is introduced to key concepts such as demand level and concession rate, competitive tactics, and coordinative behavior, together with integrative agreements and third-party intervention in negotiation (mediation and arbitration). This monograph will be of value to practitioners in the fields of organizational and occupational psychology, social psychology, economics, industrial relations, and international relations.
Detail Book of Negotiation Behavior PDF
- Author : Dean G. Pruitt
- Release : 11 September 2013
- Publisher : Academic Press
- ISBN : 9781483266206
- Genre : Psychology
- Total Page : 278 pages
- Language : English
- PDF File Size : 19,8 Mb
If you're still pondering over how to secure a PDF or EPUB version of the book Negotiation Behavior by Dean G. Pruitt, don't worry! All you have to do is click the 'Get Book' buttons below to kick off your Download or Read Online journey. Just a friendly reminder: we don't upload or host the files ourselves.
