The Social Psychology of Bargaining and Negotiation

Preface.Foreword.Introduction.The Bargaining Relationship:Structural and Social Psychological Characteristics of Bargaining Relationships.An Overview of Social Psychological Approaches to the Study of Bargaining:Some Major Bargaining Research Paradigms.Dependent Variables: Criteria of Bargaining Effectiveness.Independent Variables: Factors Affecting Bargaining Effectiveness.Social Components of Bargaining Structure:The Presence of Audiences.The Availability of Third Parties.The Number of Parties Involved in the Bargaining Exchange.Physical Components of Bargaining Structure:Location of the Bargaining: Site Neutrality and Openness.Physical Arrangements at the Site.The Availability and Use of Communication Channels.The Presence of Time Limits.Issue Components of Bargaining Structure:An Illustrative Aside.Intangible Issues in Bargaining.Issue Incentive Magnitude and Reward Structure.The Number of Issues at Stake, Their Format, Presentation and Prominence.Bargainers as Individuals:Interpersonal Orientation.Individual Differences in Background.Individual Differences in Personality.Interdependence:The Parameters of Interdependence in Bargaining.Motivational Orientation (MO) Power.Interpersonal Orientation (IO).The Interaction of MO and Power.The Interaction of MO and IOThe Interaction of Power and IOThe Interaction of MO, Power, and IOSocial Influence and Influence Strategies:The Language of Opening Moves.The Overall Pattern of Moves and Countermoves.Accompanying Appeals and Demands: Promises and Threats.Afterthoughts:Some Questions Suggestive of Future Research in Bargaining.Some General Recommendations.Each Chapter includes Concluding Comments.Bibliography.Author Index.Subject Index.