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Negotiation As A Social Process by Roderick M. Kramer, David M. Messick, editors is a book available to read on EtoBox.

What is Negotiation As A Social Process about?

This is a valuable book. It is a rare combination of appreciation and criticism; it is an eloquent statement of conceptual advocacy. Negotiation as a Social Process attempts the difficult task of the needed reform of a successful field and it does so by example as well as precept.... Kramer and Messick have done their research colleagues a great service; let us hope that they make the most of it. --Robert L. Kahn, Professor Emeritus, The University of Michigan'Negotiation as a Social Process puts the ′social′ back in negotiation theory and research, where it belongs. Consisting of contributions by some of today′s leading negotiation researchers, this volume is a direct response to the undue emphasis placed in recent years on the role of cognition in negotiation. Just as one needs two hands to clap (unless you are a Zen Buddhist), one needs two or more sides to negotiate. This excellent collection explicitly addresses the social and relational context in which negotiations invariably occur and, in doing so, returns the discussion to its proper place.'--Jeff Rubin, Program on Negotiation, Harvard Law School In the past several years, negotiation and conflict management research has e

Author

Roderick M. Kramer, David M. Messick, editors

Publisher

SAGE Publications, Incorporated

Published

1995

Language

EN

ISBN

9780803957381

Subjects

Language Learning, Sociology, Psychology