Chapter 8. The Death and Rebirth of the Social Psychology of Negotiation

  1. Garth J. O. Fletcher and
  2. Margaret S. Clark
  1. Max H. Bazerman,
  2. Jared R. Curhan and
  3. Don A. Moore

Published Online: 13 DEC 2007

DOI: 10.1002/9780470998557.ch8

Blackwell Handbook of Social Psychology: Interpersonal Processes

Blackwell Handbook of Social Psychology: Interpersonal Processes

How to Cite

Bazerman, M. H., Curhan, J. R. and Moore, D. A. (2003) The Death and Rebirth of the Social Psychology of Negotiation, in Blackwell Handbook of Social Psychology: Interpersonal Processes (eds G. J. O. Fletcher and M. S. Clark), Blackwell Publishers Ltd, Malden, MA, USA. doi: 10.1002/9780470998557.ch8

Publication History

  1. Published Online: 13 DEC 2007
  2. Published Print: 1 JAN 2003

ISBN Information

Print ISBN: 9780631212287

Online ISBN: 9780470998557

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Keywords:

  • social psychology;
  • social cognitive movement;
  • negotiations;
  • psychological study;
  • demographic characteristics

Summary

This chapter contains sections titled:

  • Introduction

  • Social Relationships in Negotiation

  • Egocentrism in Negotiation

  • Attributions and Construal in Negotiation

  • Motivated Illusions and Negotiation

  • Out-of-control Behavior and Emotion in Negotiation

  • Conclusions