01909nam 2200481 a 450 991079107830332120161219111807.01-4833-4536-X1-4522-4699-8(CKB)2550000001194184(EBL)1598298(MiAaPQ)EBC1598298(OCoLC)1007857970(StDuBDS)EDZ0000160001(EXLCZ)99255000000119418420130912d1995 fy| 0engur|||||||||||rdacontentrdamediardacarrierNegotiation as a social process[electronic resource] /editors, Roderick M. Kramer, David M. MessickThousand Oaks, Calif. ;London SAGEc19951 online resource (xi, 348 p.) illDescription based upon print version of record.1-322-42153-6 0-8039-5738-6 Includes bibliographical references and indexes.part I. Negotiator cognition in social contexts -- part II. The relational contexts of negotiation -- part III. Experimental explorations.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.NegotiationNegotiationSocial aspectsNegotiation.NegotiationSocial aspects.302.3Kramer Roderick M(Roderick Moreland),1950-117024Messick David M1493198StDuBDSStDuBDSBOOK9910791078303321Negotiation as a social process3716065UNINA