Negotiation In Social Conflict

Presents a research-based analysis of negotiation. This book examines the nature of negotiator strategies and tactics and their impact on the outcomes of negotiation. It also looks at the psychological states, the motives and perceptions, that determine negotiator behaviors and the antecedents of th [...]
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Presents a research-based analysis of negotiation. This book examines the nature of negotiator strategies and tactics and their impact on the outcomes of negotiation. It also looks at the psychological states, the motives and perceptions, that determine negotiator behaviors and the antecedents of these states.