By Roderick M Kramer, David Messick
ISBN-10: 0803957378
ISBN-13: 9780803957374
Whereas such a lot experiences in negotiation and clash administration have excited by cognitive facets, few have addressed the influence of social methods and contexts at the negotiation approach. Addressing this desire, Roderick M Kramer and David M Messick have introduced jointly unique concept and study from top students during this rising field.
A wide variety of issues is roofed together with: the function of staff identity and responsibility on negotiator judgement and choice making; the significance of power-dependence kinfolk on negotiation; intergroup bargaining; coalitional dynamics in bargaining; social impact procedures in negotiation; cross-cultural views of negotiation; and the impression of social relationships on n
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Example text
Personal relationships. Hillsdale, NJ: Lawrence Erlbaum. , 8c Kruglanski, A. W. (1988). Conflict as a cognitive schema: Toward a social cognitive analysis of conflict and conflict termination. In W. Stroebe, A. W. Kruglanski, D. Bar-Tal, 8c M. ), The social psychology ofintergroup conflict. New York: Springer-Verlag. , 8c Glaser, R. (1968). Increasing team proficiency through training: 8 (AIR E 16/68FR). Springfield, VA: Clearinghouse for Federal Scientific & Technical Information. Kramer, R. M.
In negotiation, both individual and group situation awareness are important. Group situation awareness involves several key elements (Wellens, 1993). A holistic image is formed based on a perception of the current situation. This image is projected into the future, and several units of time, referred to as zones, are considered in the development of an understanding of individual decision making. These zones are subjective interpretations of reality in the context of some temporal cue. An immediate zone includes the environmental factors requiring immediate attention.
Darley, J. , Fleming, J. , Hilton, J. , 8c Swann, W. B. (1988). Dispelling negative expectancies: The impact of interaction goals and target characteristics on the expectancy confirmation process. Journal of Experimental Social Psychology, 24, 19-36. Devine, P. , Sedikides, C, 8t Furhman, R. W. (1989). Goals in social information processing: A case of anticipated interaction. Journal of Personality and Social Psychology, 56, 680-690. Endsley, M. (1988). Situation awareness global assessment techniques (SAGAT).
Negotiation as a Social Process by Roderick M Kramer, David Messick
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