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Record Nr. |
UNINA9910821529703321 |
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Titolo |
Negotiation as a social process / / editors, Roderick M. Kramer, David M. Messick |
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Pubbl/distr/stampa |
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Thousand Oaks, Calif. ; ; London, : SAGE, c1995 |
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ISBN |
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1-4833-4536-X |
1-4522-4699-8 |
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Edizione |
[1st ed.] |
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Descrizione fisica |
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1 online resource (xi, 348 p.) : ill |
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Altri autori (Persone) |
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KramerRoderick M <1950-> (Roderick Moreland) |
MessickDavid M |
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Disciplina |
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Soggetti |
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Negotiation |
Negotiation - Social aspects |
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Lingua di pubblicazione |
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Formato |
Materiale a stampa |
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Livello bibliografico |
Monografia |
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Note generali |
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Description based upon print version of record. |
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Nota di bibliografia |
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Includes bibliographical references and indexes. |
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Nota di contenuto |
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part I. Negotiator cognition in social contexts -- part II. The relational contexts of negotiation -- part III. Experimental explorations. |
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Sommario/riassunto |
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A collection of 14 studies emphasizing the social dimensions of negotiation as a means of reducing the domination of the field by cognitive approaches. Among the topics are an information-processing perspective on the social context in negotiation, social factors that make freedom unattractive and more. |
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