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This document provides an overview of bargaining and negotiation as topics that are often neglected in organizational behavior courses. It summarizes that (1) negotiation occurs at three levels - interpersonal, intergroup, and interorganizational - and is an essential skill for managers, yet the literature is diverse and lacks conceptual integration. (2) It reviews growth in social psychology research on topics like attitude change and cooperation/competition that inform negotiation processes. (3) The purpo
- Author
- dedy saputra
- Language
- EN