Korean Psychological Journal of Culture and Social Issues
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Psychology of negotiation : An overview
Korean Psychological Journal of Culture and Social Issues / Korean Psychological Journal of Culture and Social Issues, (P)1229-0661; (E)1229-0661
1995, v.2 no.1, pp.133-153
Jae-Ho Cha
(Department of Psychology, Seoul National University)
Cha,
J.
(1995). Psychology of negotiation : An overview. Korean Psychological Journal of Culture and Social Issues, 2(1), 133-153.
Abstract
The paper made an overview of the study of negotiation from psychological perspective. After comparing the concepts of bargaining and negotiation, the paper dealt with such problems as the history of psychological study of bargaining, experimental approach to bargaining, the variety of bargaining, psychology of negotiation, strategies and tactics of negotiation, and psychological and sociological antecedents of negotiation strategies.
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