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PRUITT, DEAN G. and CARNEVALE, PETER J. Negotiation in Social Conflict. Pacific Grove, CA: Brooks/Cole Publishing Co., 1993. Pp. xvii + 251. $19.00, paper
Negotiation in Social Conflict is a recent addition to the Mapping Social Psychology series published by Brooks/Cole Publishing Company and edited by Tony Manstead. This volume, and the series in general, is aimed at advanced undergraduate and graduate students. However, potential readers should note that this is not really a "textbook" per se. Rather, the book is a research-based look at the current state of knowledge in the area. As such, the volume should also appeal to academics working in any of the several fields concerned with negotiation and conflict resolution. In addition, practitioners should find this book very accessible and highly useful. The volume is well written, and material is presented in a very clear fashion. Terms are explained and numerous examples are provided throughout the text. Thus, anyone interested in or involved with negotiation and/or conflict resolution would do well to have this book on the required reading list.
There are 13 chapters in the text. The first 5 chapters examine the traditional literature in the area and serve to bring the reader "up to speed." An introductory chapter defines key terms and sets the stage for the remainder of the volume. Subsequent chapters focus on negotiation outcomes, strategies and tactics available, behaviors possible during negotiation, and potential reactions to those behaviors. These chapters are all...