Negotiation: Behavioral Perspectives

TitleNegotiation: Behavioral Perspectives
Publication TypeJournal Article
Year of Publication1983
AuthorsSusskind, L, Rubin, J
JournalAmerican Behavioral Scientist

Dealing with the topic of negotiation, this issue discusses experimental social psychological studies on negotiating behavior, the ways that power is used in negotiation, consequences and considerations involved in choosing a negotiating strategy, mediation, the cognitive constraints to negotiation, and similarities and differences between negotiation in public and private sectors.