Distinguishing best and strategic practices: A framework for managing the dilemma between creating and claiming value

Negotiation Journal

Volumn 16, Issue 4, 2000, Pages 387-397

  Allred, Keith G ^a  

^a HARVARD UNIVERSITY   (United States)

Author keywords

[No Author keywords available]

Indexed keywords

EID: 0034363590     PISSN: 07484526     EISSN: None     Source Type: Journal    
DOI: 10.1111/j.1571-9979.2000.tb00766.x     Document Type: Article

References (21)

1. Allred, K.G. 2000a. Anger and retaliation in conflict: The role of attributions. In The handbook of conflict resolution: Theory and practice, edited by M. Deutsch and P.T. Coleman. San Francisco: Jossey-Bass.
2. Allred, K.G. 2000b. Distinguishing best and strategic practices: A model of prescriptive advice for managing the dilemma between claiming and creating value. Presented at the annual conference of the International Association of Conflict Management, St. Louis, Mo., 20 June 2000.
3. Bazerman, M.H. and M.A. Neale 1992. Negotiating rationally. New York: The Free Press.
4. Fisher, R., W. Ury, and B. Patton 1991. Getting to YES: Negotiating agreement without giving in. 2nd ed. New York: Penguin.
5. Folger, R. and R. Cropanzano. 1998. Organizational justice and human resource management. Thousand Oaks, Calif: Sage.
6. Greenhalgh, L. and R.M. Kramer. 1990. Strategic choice in conflicts: The importance of relationships. In Organizations and nation-states: New perspectives on conflict and cooperation, edited by R.L. Kahn and M.N. Zald. San Francisco: Jossey-Bass.
7. Kelley, H.H. 1966. A classroom study of the dilemmas in interpersonal negotiation. In Close relationships, edited by K. Archibald. San Francisco: Freeman.
8. Kramer, R.M. and D.M. Messick. 1995. Negotiation as a social process. Thousand Oaks, Calif.: Sage.
9. Lax, D. A. and J.K. Sebenius. 1986. The manager as negotiator. New York: The Free Press.
10. Lewicki, R. J., D.M. Saunders, and J.W. Minton. 1999. Negotiation. 3rd ed. Boston: Irwin McGraw-Hill.
11. Lind, E. A. and T.R. Tyler. 1988. The social psychology of procedural justice. New York: Plenum.
12. Mnookin, R H., S.R. Peppet, and A.S. Tulumello. 2000. Beyond winning: Negotiating to create value in deals and disputes. Cambridge, Mass.: Harvard University Press.
13. Pruitt, D. G. 1981. Negotiation behavior. New York: Academic Press.
14. Rackham, N. 1980. The behavior of successful negotiators. Republished in Negotiation: Readings, exercises, and cases, edited by R. J. Lewicki, D. M. Saunders and J. W. Minton, 1999.
15. Rackham, N. 1980. The behavior of successful negotiators. Republished in Negotiation: Readings, exercises, and cases, edited by R. J. Lewicki, D. M. Saunders and J. W. Minton, 1999.
16. Rahim, M. A and R.A. Magner. 1995. Confirmatory factor analysis of the styles of handling interpersonal conflict. Journal of Applied Psychology 80: 122-132.
17. Ross, L. and R. E. Nisbett. 1991. The person and the situation. New York: McGraw-Hill.
18. Rubin, J.Z., D.G. Pruitt, and S.H. Kim. 1994. Social conflict. 2nd ed. New York: McGraw-Hill.
19. Savage, G. T., J.D. Blair, and R.L. Sorenson. 1989. Consider both relationships and substance when negotiating strategically. Academy of Management Executive 3: 37-47.
20. Thomas, K. W. 1992. Conflict and negotiation processes in organizations. In Handbook of industrial and organizational psychology, edited by M.D. Dunnette and L. M. Hough. 2nd ed. Palo Alto, Calif.: Consulting Psychologists Press.
21. Walton, R. E. and R. B. McKersie. 1966. Behavioral dilemmas in mixed-motive decision making. Behavioral Sciences. (May 1966): 370-384.