Negotiation Behavior

Negotiation Behavior is a theoretical synthesis of what is known about negotiation as a general phenomenon. The principles presented are illustrated with examples of negotiation from many specific realms. A great deal of attention is devoted to the motives, perceptions, and other microprocesses underlying the behavior of negotiators and to the results of laboratory experiments on negotiation. Comprised of seven chapters, this book begins by defining negotiation and contrasting it with other forms of multiparty decision making, along with its significance and the nature of research on the subject. Two fundamental theoretical notions are presented: the strategic choice model and the goal/expectation hypothesis. Subsequent chapters focus on where bargainers place their demands as well as the strategies they use to foster their interests while moving toward agreement. The reader is introduced to key concepts such as demand level and concession rate, competitive tactics, and coordinative behavior, together with integrative agreements and third-party intervention in negotiation (mediation and arbitration). This monograph will be of value to practitioners in the fields of organizational and occupational psychology, social psychology, economics, industrial relations, and international relations.

PrefaceIntroduction: An Overview of Negotiation The Nature of Opposed Interests Other Approaches to Decision Where Interests Are Opposed Significance of Negotiation Research on Negotiation The Concept of Issue Basic Theoretical Ideas1 Demand Level and Concession Rate Outcomes of Negotiation Determinants of Demand Level and Concession Rate A Demand/Concession Model2 Qualitative Features of Alternatives The Mutually Prominent Alternative Principles Underlying Prominence Conditions Affecting the Prominence Principle Employed Choice among Equally Prominent Alternatives Reaching Agreement Summary3 Competitive Behavior The Credibility of Commitments The Nature of Competitive Tactics Reactions to the Other Party's Use of Competitive Tactics Sources of Competitive Behavior Power Summary4 Coordination Types of Coordinative Behavior Sources of Coordinative Behavior Stages of Negotiation5 Forms Taken by Integrative Agreements Why Study Integrative Bargaining? Joint Benefit Types of Integrative Agreement Unlinking Reopener Agreements Summary6 Antecedents of Integrated Agreements Research Methodology Simultaneous Consideration of the Issues Search Models The Impact of Bargaining Tactics Determinants of What Tactics Will Be Used The Flexible Rigidity Hypothesis Stubborness The Bargainer as a Representative The Barrier Effect Summary7 Third-Party Intervention Mediation Arbitration The Availability of Third-Party ServicesConclusions A Final Word on Four Theoretical Issues Some Possible Contributions Made by This Book Remaining Theoretical Problems and Research IssuesReferencesAuthor IndexSubject Index