The Social Psychology of Bargaining and Negotiation focuses on the integrative survey of work done in social psychology on the processes of negotiation and barg

Originally published in 1977, this book deals with the social psychological factors which influence the process of bargaining. It examines the structure behind

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 th

Negotiation is the most important skill anyone in the business world can have today, because people must continually negotiate their jobs, responsibilities, and

In the global marketplace, negotiation frequently takes place across cultural boundaries, yet negotiation theory has traditionally been grounded in Western cult