THE PSYCHOLOGY OF NEGOTIATION AND MEDIATION

PsychologyTHE PSYCHOLOGY OF NEGOTIATION AND MEDIATION

Michael J. Gelfand, C. Ashley Fulmer, and Laura Severance

Social conflict – competition over resources, ideas, and interests among people who are independent- is ubiquitous. Conflict occurs within individuals, as well as between individuals, groups, departments, organizations and nations. It occurs among bees, ants and other insect communities. And chimpanzees, among others. Whether it is concerning where to go on vacation among spouses, division of tasks in organizations, ownership of land internationally, or feeding behavior among primates (Aureli & Waal, 2000) understanding, predicting, and managing conflict are arguably among the most important challenges facing the globe.

THE PSYCHOLOGY OF NEGOTIATION AND MEDIATION

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