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Bargaining and negotiation

  • Ian E. Morley
Chapter
Part of the Psychology for Professional Groups book series (PPG)

Abstract

According to Adam Smith, ‘Man is an animal that makes bargains — no dog exchanges bones with another.’ More generally, people exchange ideas. They negotiate, or confer, in an attempt to define or redefine the terms of their relationships.

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References

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Annotated reading

  1. Atkinson, G.M. (1975) The Effective Negotiator. London: Quest. One of the best of the ‘how to do it’ books, including a number of extremely interesting suggestions designed to help negotiators set objectives based firmly on the realities of the power position between the sides.Google Scholar
  2. Druckman, D. (ed.) (1977) Negotiations: Social psychological perspectives. Beverly Hills: Sage. Contains 13 chapters illustrating the kinds of problems psychologists take to be important in the study of negotiation. Some of the chapters are technical and require a background in psychology. Others may be read without detailed preparation.Google Scholar
  3. Lockhart, C. (1979) Bargaining in International Conflicts. New York: Columbia University Press. A clear and well-written statement of the processes of information interpretation, influence and decision-making as they occur in negotiation groups.Google Scholar
  4. Miron, M.S. and Goldstein, A.P. (1979) Hostage. Oxford: Pergamon Press. An extremely interesting account of the skills involved in ‘hostage negotiations’. In many respects the book is a manual to be used in training the police.Google Scholar
  5. Morley, I.E. (1980) Negotiation and Bargaining. In M. Argyle (ed.), Handbook of Social Skills, Volume 2. London: Methuen. Provides an account of negotiation skill. Discusses some of the psychological factors which promote success in negotiation. Readers may be interested in some of the other social skills outlined in Argyle’s book.Google Scholar
  6. Morley, I.E. and Stephenson, G.M. (1977) The Social Psychology of Bargaining. London: George Allen & Unwin. Provides a detailed review of laboratory research and a report of a programme of research designed to investigate Douglas’ ideas. Includes transcripts of actual cases.Google Scholar
  7. Stephenson, G.M. (1978) Negotiation and collective bargaining. In P.B. Warr (ed.), Psychology at Work (2nd edn). Harmondsworth: Penguin. A concise account which places negotiation for agreement in the context of a more general treatment of relations between groups.Google Scholar
  8. Stephenson, G.M. and Brotherton, C.J. (eds) (1979) Industrial Relations: A social psychological approach. Chichester: Wiley. A collection of 16 chapters reviewing the contribution of psychology to various aspects of industrial relations.Google Scholar

Copyright information

© The British Psychological Society 1982

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  • Ian E. Morley

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