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010   $a1-4833-4536-X
010   $a1-4522-4699-8
035   $a(CKB)2550000001194184
035   $a(EBL)1598298
035   $a(MiAaPQ)EBC1598298
035   $a(OCoLC)1007857970
035   $a(StDuBDS)EDZ0000160001
035   $a(EXLCZ)992550000001194184
100   $a20130912d1995      fy|         0
101 0 $aeng
135   $aur|||||||||||
181   $2rdacontent
182   $2rdamedia
183   $2rdacarrier
200 00$aNegotiation as a social process /$feditors, Roderick M. Kramer, David M. Messick
205   $a1st ed.
210   $aThousand Oaks, Calif. ;$aLondon $cSAGE$dc1995
215   $a1 online resource (xi, 348 p.) $cill
300   $aDescription based upon print version of record.
311   $a1-322-42153-6 
311   $a0-8039-5738-6 
320   $aIncludes bibliographical references and indexes.
327   $apart I. Negotiator cognition in social contexts -- part II. The relational contexts of negotiation -- part III. Experimental explorations.
330 8 $aA 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.
606   $aNegotiation
606   $aNegotiation$xSocial aspects
615  0$aNegotiation.
615  0$aNegotiation$xSocial aspects.
676   $a302.3
701   $aKramer$b Roderick M$g(Roderick Moreland),$f1950-$0117024
701   $aMessick$b David M$01633376
801  0$bStDuBDS
801  1$bStDuBDS
906   $aBOOK
912   $a9910821529703321
996   $aNegotiation as a social process$94109464
997   $aUNINA