Negotiation as a Social Process Elizabeth Parsons In addition to Dussel and

In addition to Dussel and the editors

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Negotiation as a Social Process Elizabeth Parsons In addition to Dussel andWhile most studies in negotiation and conflict management have focused on cognitive aspects, few have addressed the impact of social processes and contexts on the negotiation process. Addressing this need, Roderick M Kramer and David M Messick have brought together original theory and research from leading scholars in this emerging field. A wide range of topics is covered including: the role of group identification and accountability on negotiator