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The Social Psychology of Bargaining and Negotiation focuses on the integrative survey of work done in social psychology on the processes of negotiation and bargaining. The publication first takes a look at bargaining relationship, an overview of social psychological approaches to the study of bargaining, and the social components of bargaining structure. Discussions focus on the number of parties involved in the bargaining exchange, factors affecting bargaining effectiveness, structural and social psychological characteristics of bargaining relationships, and availability of third parties. The text then examines the issue components of bargaining structure and bargainers as individuals, including individual differences in personality and background, interpersonal orientation, issue incentive magnitude and reward structure, and intangible issues in bargaining. The book ponders on social influence and influence strategies and interdependence. Topics include motivational orientation, parameters of interdependence in bargaining, overall pattern of moves and countermoves, and appeals and demands. The publication is a valuable source of data for researchers interested in the social psychology of bargaining and negotiation.
Analyzing the structure and growth of major theoretical research programs in the sociological study of group processes, this book considers such topics as exchange processes and network structures, bargaining and conflict, status characteristics and status organizing processes, social interaction, and legitimation processes.
Communicating Revenge in Interpersonal Relationships explores how and why people take revenge on others in modern social life. Stephen M. Yoshimura and Susan D. Boon draw from research across academic disciplines to show the times and places at which revenge occurs, the types of acts that people engage in, and the psychological and social effects revenge can have on both receivers and avengers in various interpersonal relationship contexts, including romantic relationships, professional relationships, families, and friendships. The authors also review various methods of conducting empirical research on revenge, provide a theoretical account to explain why revenge occurs when it does, and discuss ethical and philosophical issues surrounding its practice.
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The international system comprises a plurality of sovereign states often pursuing conflicting interests. One means of resolving or managing conflicts between those states is diplomatic bargaining or negotiation. In the last fifteen years, the study of negotiation has attracted researchers from various disciplines in the social sciences, and the vol
Publishes original critical reviews of the significant literature and current developments in psychology.