A Social Psychological Approach to the Study of Negotiation

摘要

This paper is about research on negotiation. As a gross definition, a formal negotiation situation refers to an. occasion where one. or more representatives of two or more "parties" interact in an explicit attempt to reach a Jointly-acceptable position on one or more issues about which they are in disagreement. This' definition obviously includes situations of many kinds--in labor-management relations, in international affairs, in the activities of many political bodies and organizational groupings.