Originally published in 1977, this book deals with the social psychological factors which influence the process of bargaining. It examines the structure behind the process, by which it can be analysed and better understood. Particular attention is paid to the character of negotiations in which agreements are obtained.
Table of Contents
Preface. Part 1: Social Psychological Approaches to Bargaining and Negotiation A. Definitions and Methods of Study 1. Definition of Bargaining and Related Terms 2. Approaches to Collective Bargaining 3. Experimental Approaches to the Study of Negotiation Groups B. A Critical Review of Experimental Studies Introduction 4. Intergroup Relations and Bargaining Behaviour 5. The Process of Bid and Counterbid 6. The Process of Formal Negotiation Part 2: Interpersonal and Interparty Exchange: A Research Programme A. The Outcomes of Experimental Negotiations Introduction 7. Strength of Case and Medium of Communication 8. The Impact of Formality: ‘Demy Ltd’ Negotiations 9. The Impact of Formality: Replication and Extension of ‘Demy Ltd’ Negotiations B. The Process of Negotiation Introduction 10. Conference Process Analysis 11. The Analysis of Experimental Negotiations Conducted via Different Systems of Communication 12. The Analysis of Stages in Real Life Negotiations 13. Stages in Negotiation: A Quasiprescriptive Model. References. Author Index. Subject Index.