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| Foreword | ||
| Preface | ||
| 1 | Introduction | 1 |
| 2 | Issues and Outcomes in Negotiation and Related Settings | 14 |
| 3 | Strategies and Tactics in Negotiation | 28 |
| 4 | Determinants of Demands, Concessions and Contentious Behavior | 49 |
| 5 | Reactions to the Other Party's Behavior | 64 |
| 6 | Cognitive and Decision Processes in Negotiation | 81 |
| 7 | The Dual Concern Model and the Determinants of Problem Solving | 104 |
| 8 | Social Norms and Their Impact on Negotiation | 119 |
| 9 | Relationships Among the Negotiating Parties | 130 |
| 10 | Group Processes in Negotiation | 152 |
| 11 | Mediation | 165 |
| 12 | Choices Among Procedures in Social Conflict | 183 |
| 13 | Conclusions | 193 |
| Bibliography | 204 | |
| Name Index | 237 | |
| Subject Index | 244 |
| Price | Condition | Delivery | Seller | Action |
| $99.99 | Digital |
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