Originally published in 1977, this book deals with the social psychological factors which influence the process of bargaining. It examines the structure behind the process, by which it can be analysed and better understood. Particular attention is paid to the character of negotiations in which agreements are obtained.

part |2 pages

Part One: Social Psychological Approaches to Bargaining and Negotiation

chapter |46 pages

A. Definitions and Methods of Study

part |2 pages

Part Two: Interpersonal and Interparty Exchange: A Research Programme

chapter |111 pages

B. The Process of Negotiation