Can We negotiate and still be friends?

Negotiation Journal

Volumn 15, Issue 4, 1999, Pages 355-361

  Kurtzberg, Terri ^a   Medvec, Victoria Husted ^a  

^a NORTHWESTERN UNIVERSITY   (United States)

Author keywords

[No Author keywords available]

Indexed keywords

EID: 4043104050     PISSN: 07484526     EISSN: None     Source Type: Journal    
DOI: 10.1111/j.1571-9979.1999.tb00733.x     Document Type: Article

References (9)

1. Beis, R. J. and T. M. Tripp. 1996. Beyond revenge: "Getting even" and the need for revenge. In Trust in organizations: Frontiers of theory and research, edited by R. M. Kramer, T. R. Tyler, et al. Thousand Oaks, Calif.: Sage.
2. Byrne, D., G. D. Baskett, and L. Hodges. 1971. Behavioral indicators of interpersonal attraction. Journal of Applied Social Psychology 1: 137-149.
3. Byrne, D. and W. Griffith. 1973. Interpersonal attraction. Annual Review of Psychology 1973: 317-336.
4. Lewicki, R. J. and B. B. Bunker. 1995. Trust in relationships: A model of trust development and decline. In Conflict, cooperation, and justice, edited by B. B. Bunker and J. Z. Rubin. San Francisco: Jossey-Bass.
5. _. and _. 1996. Developing and maintaining trust in work relationships. Trust in organizations: Frontiers of theory and research, edited by R. M. Kramer, T. R. Tyler, et al. Thousand Oaks, Calif.: Sage.
6. Moore, D. A., T. R. Kurtzberg, L. L. Thompson, and M. W. Morris. 1999. Long and short routes to success in electronically mediated negotiations: Group affiliations and good vibrations. Organizational Behavior and Human Decision Processes 77: 22-43.
7. Morris, M. W. and A. Drolet. 1997. Rapport and dominance: Nonverbally mediated dyadic dynamics that affect value creation and value claiming in negotiation. Unpublished manuscript. Graduate School of Business, Stanford University.
8. Pruitt, D. G. 1981. Negotiation behavior. Orlando, Fla.: Academic Press.
9. Ross, W. and J. LaCroix. 1997. Multiple meanings of trust in negotiation theory and research: A literature review and integrative model. The International Journal of Conflict Management 7: 314-360.