Abstract
This paper pursues a beginning, formal understanding of negotiation or bar? gaining as a naturally occurring phenomenon. The approach represents a depar? ture from usual studies c|f negotiation, which can be classified into two major groups. First, students of the criminal justice process have, especially in the last decade, subject "plea bargaining" to close scrutiny with respect to its status as an instrument of justice and its function as an aspect of courtroom decision making. Second, social psychologists have studied the influence of manipulable variables, such as attitudinal commitment, prior experience, and group and individual differ? ences, on outcomes of joint negotiations. What neither of these perspectives has explicitly addressed, however, is just how some discourse is organized so as to make its status as negotiation and bargaining a rational or accountable feature of the interaction.
Talk to us
Join us for a 30 min session where you can share your feedback and ask us any queries you have
Disclaimer: All third-party content on this website/platform is and will remain the property of their respective owners and is provided on "as is" basis without any warranties, express or implied. Use of third-party content does not indicate any affiliation, sponsorship with or endorsement by them. Any references to third-party content is to identify the corresponding services and shall be considered fair use under The CopyrightLaw.