Negotiation Behavior (Organizational and Occupational Psychology)

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. Content: ORGANIZATIONAL AND OCCUPATIONAL PSYCHOLOGY , Page ii Front Matter , Page iii Copyright , Page iv Dedication , Page v Preface , Pages xi-xii Introduction: An Overview of Negotiation , Pages 1-17 1 - Demand Level and Concession Rate , Pages 19-55 2 - Qualitative Features of Alternatives , Pages 57-70 3 - Competitive Behavior , Pages 71-89 4 - Coordination , Pages 91-135 5 - Forms Taken by Integrative Agreements , Pages 137-162 6 - Antecedents of Integrative Agreements , Pages 163-200 7 - Third-Party Intervention , Pages 201-225 Conclusions , Pages 227-235 References , Pages 237-249 Author Index , Pages 251-256 Subject Index , Pages 257-263 Occupational psychology and occupational sociology textbook on negotiation behaviour and strategy in multi-party decision making and collective bargaining - discusses the definition, theoretical background (partic. Strategic choice model and goal-expectation hypothesis), related and experimental social research, bargaining demands, concessions, competitive tactics, coordination, integrative bargaining, integrated agreements, conciliation, arbitration, etc. Diagrams, graphs and references Dean G. Pruitt. Includes Indexes. Bibliography: P. 237-249.