Accession Number:

AD0685624

Title:

NEGOTIATION AS A FORM OF SOCIAL BEHAVIOR.

Descriptive Note:

Technical rept.,

Corporate Author:

STATE UNIV OF NEW YORK BUFFALO DEPT OF PSYCHOLOGY

Personal Author(s):

Report Date:

1968-10-28

Pagination or Media Count:

35.0

Abstract:

Two methods or decision rules can be distinguished which determine the nature of the agreement that is reached in negotiation 1 Pure bargaining, whereby each party makes concessions to the extent that the other party demonstrates its capacity and willingness to delay agreement and carry out threats, and 2 Mutual responsiveness, whereby each party makes concessions to the extent that the other party demonstrates a need for them. Stable relationships between two parties appear to be characterized by some mix of these two rules which prescribe the use of pure bargaining under some circumstances and mutual altrusim under others. Author

Subject Categories:

  • Psychology

Distribution Statement:

APPROVED FOR PUBLIC RELEASE