Introduction: An Overview of Negotiation

Pruitt, Dean G.

doi:10.1016/b978-0-12-566250-5.50006-9

Cited by 129 publications

(264 citation statements)

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“…La primera de ellas es que las partes entiendan que sus intereses comunes exceden a sus intereses en confl icto, al menos en lo que se refi ere a ciertos problemas especifí-cos. Otra condición previa es que ambas partes crean que todas las partes implicadas realmente quieren llegar a un acuerdo, es decir, que piensan que llegar a un acuerdo es mejor que continuar con el confl icto (Ury et al 2003;Greenhalgh/Chapmann 1995;Pruitt 1981Pruitt , 1991.…”

Section: Negociación Y Riesgosunclassified

“…Pero si le doy poca, la negociación puede estancarse y llegar a un punto muerto". Por otro lado, tiene que presentarse como una persona fi able, manifestando que su verdadera intención es buscar un acuerdo que puedan aceptar ambas partes (Pruitt 1981). Aquí el dilema del negociador sería: "¿hasta qué punto puedo confi ar en la otra parte?…”

Section: La Negociación Desde La Perspectiva Comunicativaunclassified

“…Estos modelos prestan una gran atención al pensamiento económico intentando con ello asegurar que los negociadores pueden maximizar el valor propio, incluso a costa de la otra parte, si resulta necesario (Churchman 1995;Lewicki et al 2007;Pruitt 1981). Desde un punto de vista teórica las "elecciones racionales" y la "teoría de los juegos" representan dos puntos de partida excelentes con los que podemos describir y entender el proceso de negociación.…”

Section: Introductionunclassified

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Negociación y el manejo de riesgos

Grindsted¹

2017

HJLCB

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The article defends the position that it is the construction of interpersonal relations that determines the zone of possible agreements in a negotiation rather than 'economic' considerations. It is assumed that negotiation is a communicative activity that implies risk and that to be able to initiate negotiations it is a precondition that a certain degree of trust has been established between the parties. Two different ways of conceptualizing trust are described, and two e-mail negotiations that give empirical support to these conceptualizations are analyzed. One reaches a dead-lock, the other does not.

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Section: Negociación Y Riesgosunclassified

Section: La Negociación Desde La Perspectiva Comunicativaunclassified

Section: Introductionunclassified

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Negociación y el manejo de riesgos

Grindsted¹

2017

HJLCB

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“…Since the conflict, as a psychologically complex phenomenon, stands in the core of this process, numerous psychological processes are inherent to negotiation and mediation as amicable methods of dispute resolution. The new field of research was opened by Pruitt in 1981 with the examination of the psychological dimension of the negotiation process (Pruitt, 1981). This scientist suggested the model to approach negotiation based on learning, emotions and motivation.…”

Section: Psychological Aspect Of Negotiationmentioning

confidence: 99%

Psychological Issues in Family Mediation

Janićijević¹

2017

FU Law Pol

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“…3 Considering issues simultaneously is one of the keys for reaching integrative bargaining. See for instance Erickson et al (1974), Kelley (1966), Pruitt (1981) or Yukl et al (1976).…”

Section: Introductionmentioning

confidence: 99%

The Role of Information in Different Bargaining Protocols

2012

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We analyze a bargaining protocol recently proposed in the literature vis-à-vis unconstrained negotiation. This new mechanism extracts "gains from trade" inherent in the differing valuation of two parties towards various issues where conflict exists. We assess the role of incomplete vs. complete information in the efficiency achieved by this new mechanism and by unconstrained negotiation. We find that unconstrained negotiation does best under a situation of complete information where the valuations of both bargaining parties are common knowledge. Instead, the newly proposed mechanism does best in a situation with incomplete information. The sources of inefficiencies in each of the two cases arise from the different strategic use of the available information. _____________________________We thank

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Introduction: An Overview of Negotiation

Cited by 129 publications

References 0 publications

Negociación y el manejo de riesgos

Negociación y el manejo de riesgos

Psychological Issues in Family Mediation

The Role of Information in Different Bargaining Protocols

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