Negotiation Behavior

Negotiation Behavior

1st Edition - November 28, 1981

Write a review

  • Author: Dean G. Pruitt
  • eBook ISBN: 9781483266206

Purchase options

Purchase options
DRM-free (PDF)
Sales tax will be calculated at check-out

Institutional Subscription

Free Global Shipping
No minimum order


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.

Table of Contents

  • Preface

    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

    Reaching Agreement


    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



    4 Coordination

    Types of Coordinative Behavior

    Sources of Coordinative Behavior

    Stages of Negotiation

    5 Forms Taken by Integrative Agreements

    Why Study Integrative Bargaining?

    Joint Benefit

    Types of Integrative Agreement


    Reopener Agreements


    6 Antecedents of Integrated Agreements

    Research Methodology

    Simultaneous Consideration of the Issues

    Search Models

    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


    Author Index

    Subject Index

Product details

  • No. of pages: 278
  • Language: English
  • Copyright: © Academic Press 1981
  • Published: November 28, 1981
  • Imprint: Academic Press
  • eBook ISBN: 9781483266206

About the Author

Dean G. Pruitt

About the Editor

Peter Warr

Affiliations and Expertise

The University, Sheffield, U.K.

Ratings and Reviews

Write a review

There are currently no reviews for "Negotiation Behavior"