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Social psychology and training techniques for industrial negotiators
Author(s) -
Tysoe Maryon
Publication year - 1982
Publication title -
industrial relations journal
Language(s) - English
Resource type - Journals
SCImago Journal Rank - 0.525
H-Index - 3
eISSN - 1468-2338
pISSN - 0019-8692
DOI - 10.1111/j.1468-2338.1982.tb00396.x
Subject(s) - negotiation , psychology , social psychology , industrial and organizational psychology , psychological research , industrial relations , applied psychology , sociology , social science , management , economics
While it is accepted that social psychology has much to offer in the understanding of industrial relations problems and the development of negotiating skills, is there any hard social psychological evidence as to the usefulness of particular techniques of negotiation? In this article the author attempts to answer this question.