MTU Library Catalogue

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Negotiation behavior / Dean G. Pruitt.

By: Pruitt, Dean G.
Material type: materialTypeLabelBookSeries: Organizational and occupational psychology.Publisher: New York : Academic Press, 1981Description: xii, 263 p. : ill. ; 24 cm.ISBN: 0125662505.Subject(s): Negotiation | Group decision makingDDC classification: 302.3
Contents:
Introduction: An overview of negotiation -- Demand level and concession rate -- Qualitative features of alternatives -- Competitive behavior -- Coordination -- Forms taken by integrative agreements -- Antecedents of integrated agreements -- Third-party intervention -- Conclusions.
Holdings
Item type Current library Call number Copy number Status Barcode
General lending MTU Bishopstown Library Store 302.3 (Browse shelf(Opens below)) 1 Available 00028142
Total holds: 0

Includes bibliographical references (pages 237-249) and indexes.

Introduction: An overview of negotiation -- Demand level and concession rate -- Qualitative features of alternatives -- Competitive behavior -- Coordination -- Forms taken by integrative agreements -- Antecedents of integrated agreements -- Third-party intervention -- Conclusions.