When "sacred" issues are at stake

Negotiation Journal

Volumn 24, Issue 1, 2008, Pages 113-117

  Bazerman, Max H ^a   Tenbrunsel, Ann ^b,c   Wade Benzoni, Kimberly ^d  

^a HARVARD BUSINESS SCHOOL   (United States)

^b Institute for Ethical Business Worldwide

^c UNIVERSITY OF NOTRE DAME   (United States)

^d DUKE UNIVERSITY   (United States)

Author keywords

[No Author keywords available]

Indexed keywords

EID: 38749105389     PISSN: 07484526     EISSN: 15719979     Source Type: Journal    
DOI: 10.1111/j.1571-9979.2007.00170.x     Document Type: Article

References (14)

1. Allred, K. G., J. S. Mallozzi, F. Matsui C. P. Raia. 1997. The influence of anger and compassion on negotiation performance. Organizational Behavior and Human Decision Processes 70 (3 175 187.
2. Baron, J. M. Spranca. 1997. Protected values. Organizational Behavior and Human Decision Processes 70 (1 1 16.
3. Fiske, A. P. E. Tetlock. 1997. Taboo trade-offs: Reactions to transactions that transgress spheres of justice. Political Psychology 18 : 255 297.
4. Hammond, J. S., R. L. Keeney H. Raiffa. 1999. Smart choices. Boston : Harvard Business School Press.
5. Janis, I. L. L. Mann. 1977. Decision making: A psychological analysis of conflict, choice and commitment. New York : Free Press.
6. Lax, D. A. J. K. Sebenius. 2006. 3-D negotiation: Powerful tools to change the game in your most important deals. Boston : Harvard Business School Press.
7. Malhotra, D. M. H. Bazerman. 2007. Negotiation genius. New York : Bantam Books.
8. Raiffa, H. 1982. The art and science of negotiation. Cambridge, MA : Harvard University Press.
9. Tenbrunsel, A. E., K. A. Wade-Benzoni, L. Plunkett Tost, V. H. Medvec, L. Thompson M. H. Bazerman. 2007. The reality and myth of sacred issues in ideologically-based negotiation. Working paper, Notre Dame University.
10. Tetlock, P. E. 1999. Coping with trade-offs: Psychological constraints and political implications. In Political reasoning and choice, edited by S. Lupia, M. McCubbins S. Popkin. Berkeley : University of California Press.
11. Tetlock, P. E., O. V. Kristel, S. B. Elson, M. C. Green J. S. Lerner. 2000. The psychology of the unthinkable: Taboo trade-offs, forbidden base rates, and heretical counterfactuals. Journal of Personality and Social Psychology 785 : 853 870.
12. Tetlock, P. E., R. Peterson J. Lerner. 1996. Revising the value pluralism model: Incorporating social content and context postulates. In The psychology of values: The Ontario symposium, vol. 8, edited by C. Deligman, J. Olson M. Zanna. Mahwah, NJ : Lawrence Erlbaum.
13. Thompson, L. R. Gonzalez. 1997. Environmental disputes: Competition for scarce resources and clashing of values. In Environment, ethics, and behavior, edited by M. Bazerman, D. Messick, A. Tenbrunsel K. Wade-Benzoni. San Francisco : New Lexington Press.
14. Wade-Benzoni, K. A., A. J. Hoffman, L. L. Thompson, D. Moore, J. Gillespie M. H. Bazerman. 2002. Contextualizing environmental negotiations: Uncovering barriers to efficient agreements. Academy of Management Review 27 : 41 57.