The Social Psychology of Bargaining and Negotiation is popular PDF and ePub book, written by Jeffrey Z. Rubin in 2013-10-22, it is a fantastic choice for those who relish reading online the Social Science genre. Let's immerse ourselves in this engaging Social Science book by exploring the summary and details provided below. Remember, The Social Psychology of Bargaining and Negotiation can be Read Online from any device for your convenience.
The Social Psychology of Bargaining and Negotiation Book PDF Summary
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.
Detail Book of The Social Psychology of Bargaining and Negotiation PDF
- Author : Jeffrey Z. Rubin
- Release : 22 October 2013
- Publisher : Elsevier
- ISBN : 9781483289076
- Genre : Social Science
- Total Page : 372 pages
- Language : English
- PDF File Size : 8,9 Mb
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