Pruitt / Warr Negotiation Behavior

1. Auflage 2013
ISBN: 978-1-4832-6620-6
Verlag: Elsevier Science & Techn.
Format: PDF
Kopierschutz: 1 - PDF Watermark

E-Book, Englisch, 278 Seiten, Web PDF

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.

Autoren/Hrsg.

Pruitt, Dean G.

Warr, Peter

Inhaltsverzeichnis

1;Front Cover;1
2;Negotiation Behavior;4
3;Copyright Page;5
4;Table of Contents;8
5;Dedication;6
6;Preface;12
7;Introduction: An Overview of Negotiation;16
7.1;The Nature of Opposed Interests;16
7.2;Other Approaches to Decision Where Interests Are Opposed;19
7.3;Significance of Negotiation;21
7.4;Research on Negotiation;25
7.5;The Concept of Issue;27
7.6;Basic Theoretical Ideas;30
8;Chapter 1. Demand Level and Concession Rate;34
8.1;Outcomes of Negotiation;35
8.2;Determinants of Demand Level and Concession Rate;36
8.3;A Demand/Concession Model;61
9;Chapter 2. Qualitative Features of Alternatives;72
9.1;The Mutually Prominent Alternative;72
9.2;Principles Underlying Prominence;76
9.3;Conditions Affecting the Principle of Prominence Employed;81
9.4;Choice among Equally Prominent Alternatives;83
9.5;Summary;85
10;Chapter 3. Competitive Behavior;86
10.1;The Credibility of Commitments;86
10.2;The Nature of Competitive Tactics;87
10.3;Reactions to the Other Party's Use of Competitive Tactics;96
10.4;Sources of Competitive Behavior;99
10.5;Power;102
10.6;Summary;103
11;Chapter 4. Coordination;106
11.1;Types of Coordinative Behavior;106
11.2;Sources of Coordinative Behavior;116
11.3;Stages of Negotiation;146
12;Chapter 5. Forms Taken by Integrative Agreements;152
12.1;Why Study Integrative Bargaining?;154
12.2;Joint Benefit;155
12.3;Types of Integrative Agreement;156
12.4;Unlinking;172
12.5;Reopener Agreements;175
12.6;Summary;177
13;Chapter 6. Antecedents of Integrative Agreements;178
13.1;Research Methodology;178
13.2;Simultaneous Consideration of the Issues;179
13.3;Search Models;181
13.4;The Impact of Bargaining Tactics;182
13.5;Determinants of What Tactics Will Be Used;196
13.6;The Flexible Rigidity Hypothesis;199
13.7;Stubbornness;204
13.8;The Bargainer as a Representative;209
13.9;The Barrier Effect;211
13.10;Summary;213
14;Chapter 7. Third-Party Intervention;215
14.1;Mediation;215
14.2;Arbitration;232
14.3;The Availability of Third-Party Services;234
15;Conclusions;242
15.1;A Final Word on Four Theoretical Issues;242
15.2;Some Possible Contributions Made by This Book;247
15.3;Remaining Theoretical Problems and Research Issues;249
16;References;252
17;Author Index;266
18;Subject Index;272