Negotiating with Your Nemesis

Negotiation Journal

Volumn 19, Issue 4, 2003, Pages 299-310

  Gray, Barbara ^a  

^a PENNSYLVANIA STATE UNIVERSITY   (United States)

Author keywords

[No Author keywords available]

Indexed keywords

EID: 0347931627     PISSN: 07484526     EISSN: None     Source Type: Journal    
DOI: 10.1023/A:1026038603583     Document Type: Review

References (15)

1. Adler, R. S., B. Rosen and E. M. Silverstein. 1998. Emotions in Negotiation: How to Manage Fear and Anger. Negotiation Journal, 14(2):161-179.
2. Athos, A.G. and J.J. Gabarro. 1978. Interpersonal Behavior. Englewood Cliffs, NJ: Prentice Hall.
3. Callister, R., B. Gray, M. Schweitzer, D. Gibson and J. Tang. 2003. Organizational Contexts and Outcomes of Anger Expressions in the Workplace. Paper to be presented at the International Association of Conflict Management Meeting, Sydney, Australia in June.
4. Fisher, R. and S. Brown. 1988. Getting Together: Building relationships as we negotiate. New York: Penguin Books.
5. Fisher, R., W. Ury and B. Patton. 1991. Getting to YES. New York: Penguin Books.
6. Frost, P. 2002. Toxic Emotions at Work: How compassionate managers handle pain and conflict. Boston: Harvard Business School Press.
7. Goleman, D. 1998. Working with Emotional Intelligence. New York: Bantam.
8. Harding, M. E. 1964. The I and the Not-I. Princeton, NJ: Princeton University Press.
9. Johnson, R. 1997. On the Teeter-Totter of Ego. Parabola, XXII, (2): 21-25.
10. Jung, C. J. 1963. Memories, Dreams and Reflections. Aniela Jaffe, Ed. New York: Pantheon Books.
11. Kelman, H.C. 1975. "Processes of Opinion Change." In R.O Carlson (Ed.), In communications and Public Opinion: A Public Opinion Quarterly Reader. New York: Praeger, 229-249.
12. Kolb, D. M. and J. Williams. 2000. The Shadow Negotiation: How women can master the hidden agendas that determine bargaining success. New York: Simon & Schuster.
13. Rogers, C.R. and Arson, R.E. 1984. "Active Listening." In D.A. Kolb, I.M. Rubin, J.M. McIntyre (Eds.), Organizational Psychology, 4th Ed. Englewood Cliffs, NJ: 255-266.
14. Zweig, C. and J. Abrams, (Eds.). 1991. Introduction: The shadow side of everyday life. In Meeting the Shadow. Los Angeles: Jeremy Tarcher, pp. xvii.
15. Zweig, C. and S. Wolfe. 1997. Romancing the Shadow. New York: Ballantine Books.