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“This is a valuable book. It is a rare combination of appreciation and criticism; it is an eloquent statement of conceptual advocacy. Negotiation as a Social Process attempts the difficult task of the needed reform of a successful field and it does so by example as well as precept…. Kramer and Messick have done their research colleagues a great service; let us hope that they make the most of it.” --Robert L. Kahn, Professor Emeritus, The University of Michigan “Negotiation as a Social Process puts the ‘social’ back in negotiation theory and research, where it belongs. Consisting of contributions by some of today's leading negotiation researchers, this volume is a direct response to the undue emphasis placed in recent years on the role of cognition ...

Structural Power and Emotional Processes in Negotiation: A Social Exchange Approach
Structural power and emotional processes in negotiation: A social exchange approach
Edward J.LawlerJeongkooYoon

When two individual actors negotiate repeatedly over time, some sort of M social relationship is likely to develop. Sometimes the relationship is remote, distant, and hostile; sometimes it is open, close, and friendly; most often it falls somewhere between these possibilities. The relationship that develops is likely to be contingent on the social context giving rise to negotiations in the first place, the strategic action people adopt in response to that context, and the results they produce jointly. In this chapter, we suggest how one part of the social context—the structurally based power of individual actors—affects the relationship developed in repeated explicit negotiations.

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