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Negotiation Behavior is a theoretical synthesis of what is known about negotiation as a general phenomenon. The principles presented are illustrated with examples of negotiation from many specific realms. A great deal of attention is devoted to the motives, perceptions, and other microprocesses underlying the behavior of negotiators and to the results of laboratory experiments on negotiation. Comprised of seven chapters, this book begins by defining negotiation and contrasting it with other forms of multiparty decision making, along with its significance and the nature of research on the subject. Two fundamental theoretical notions are presented: the strategic choice model and the goal/expectation hypothesis. Subsequent chapters focus on where bargainers place their demands as well as the strategies they use to foster their interests while moving toward agreement. The reader is introduced to key concepts such as demand level and concession rate, competitive tactics, and coordinative behavior, together with integrative agreements and third-party intervention in negotiation (mediation and arbitration). This monograph will be of value to practitioners in the fields of organizational and occupational psychology, social psychology, economics, industrial relations, and international relations.
Introduction: An Overview of Negotiation
The Nature of Opposed Interests
Other Approaches to Decision Where Interests Are Opposed
Significance of Negotiation
Research on Negotiation
The Concept of Issue
Basic Theoretical Ideas
1 Demand Level and Concession Rate
Outcomes of Negotiation
Determinants of Demand Level and Concession Rate
A Demand/Concession Model
2 Qualitative Features of Alternatives
The Mutually Prominent Alternative
Principles Underlying Prominence
Conditions Affecting the Prominence Principle Employed
Choice among Equally Prominent Alternatives
3 Competitive Behavior
The Credibility of Commitments
The Nature of Competitive Tactics
Reactions to the Other Party’s Use of Competitive Tactics
Sources of Competitive Behavior
Types of Coordinative Behavior
Sources of Coordinative Behavior
Stages of Negotiation
5 Forms Taken by Integrative Agreements
Why Study Integrative Bargaining?
Types of Integrative Agreement
6 Antecedents of Integrated Agreements
Simultaneous Consideration of the Issues
The Impact of Bargaining Tactics
Determinants of What Tactics Will Be Used
The Flexible Rigidity Hypothesis
The Bargainer as a Representative
The Barrier Effect
7 Third-Party Intervention
The Availability of Third-Party Services
A Final Word on Four Theoretical Issues
Some Possible Contributions Made by This Book
Remaining Theoretical Problems and Research Issues
- No. of pages:
- © Academic Press 1981
- 28th November 1981
- Academic Press
- eBook ISBN:
The University, Sheffield, U.K.
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