Negotiation and Mediation
نویسندگان
چکیده
INTRODUCTION ..................................................................................... 532 Other Procedures for Dealing with Opposing Preferences ............................... 532 THE STUDY OF NEGOTIATION ................................................................ 533 ISSUES, LIMITS, AND OUTCOMES IN NEGOTIATION ................................. 535 The Nature of Issues ............................................................................. 535 Options, Limits, and Outcomes ................................................................ 535 Determinants of Limits ........................................................................... 537 MOTIVATION A D STRATEGY IN NEGOTIATION ...................................... 538 Strategic Choice ................................................................................... 538 Motivational Orientations ....................................................................... 539 The Dual Concern Model ....................................................................... 539 Research on Concession Making .............................................................. 543 Research on Contending ......................................................................... 548 Research on Problem Solving .................................................................. 550 Conclusions about Motivation and Strategy ................................................. 553 COGNITIVE PROCESSES IN NEGOTIATION ................................................ 553 Heuristics and Biases ............................................................................ 554 Schematic Information Processing ............................................................. 557 Perspective on the Cognitive Approach ...................................................... 559 MEDIATION ........................................................................................... 561 History and Literature ........................................................................... 561 Mediation Effectiveness .......................................................................... 562
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