Summary
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The organization of this handbook illustrates what Mnookin and Ross considered inherent to a full understanding of the negotiation of conflicts, namely an interdisciplinary approach. It also mimics the Mnookin and Ross emphasis on both external and internal factors as important sources of influence when negotiating conflicts. Mnooking and Ross defined external factors as including organizational, institutional, and structural factors, including but not limited to, policies, restrictions on the flow of information, constituencies, politics, leadership priorities and styles. This handbook explores this category of influences under the heading Contextual Frames (part II). Factors labeled Internal Dynamics in this handbook (part III) encompass two types of factors defined by Mnookin and Ross, namely: (1) logically based, strategic factors including negotiator efforts to make the most of short- and long-term gains, and (2) psychological factors such as cognitive and motivational frames inherent in interactive and social processes. (excerpt)
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