The shadow negotiation and the interest-based approach at Kaiser Permanente

Negotiation Journal

Volumn 20, Issue 1, 2004, Pages 37-46

  Kolb, Deborah M ^a  

^a Simmons School of Management   (United States)

Author keywords

[No Author keywords available]

Indexed keywords

EID: 4444343254     PISSN: 07484526     EISSN: None     Source Type: Journal    
DOI: 10.1111/j.1571-9979.2004.00004.x     Document Type: Review

References (9)

1. Chesler, M. 2000. Problems and dilemmas of coalitions from varied perspectives. Presentation at the Center for Gender In Organizations, Simmons College Graduate School of Management, Boston, April 7, 2000.
2. Fisher, R., W. Ury, and B. Patton. 1991. Getting to YES: Negotiating agreement without giving in. 2nd edn. New York: Penguin.
3. Kolb, D.M. 2003. Staying in the game or changing it: An analysis of moves and turns in negotiation. Paper presented at "Critical Moments in Negotiation," a conference at the Program on Negotiation at Harvard Law School, Cambridge, MA, 14-15 November 2003.
4. Kolb, D.M. et al. 1994. When talk works: Profiles of mediators. San Francisco: Jossey-Bass.
5. Kolb, D.M. and J. Williams. 2000. The shadow negotiation. New York: Simon & Schuster.
6. -. and -. 2001. Breakthrough bargaining. Harvard Business Review February 2001.
7. -. and -. 2003. Everyday negotiation: Navigating the hidden agendas of bargaining. San Francisco: Jossey-Bass.
8. McKersie, R.B., S.C. Eaton, and T.A. Kochan. 2002. Interest-based negotiations at Kaiser Permanente. Draft case presented at "Transforming Labor-Management Relations: Interest-Based Negotiations (IBN) at Kaiser Permanente," Sloan School of Management, MIT, Cambridge, MA, 6 March 2003.
9. Walton, R. and R.B. McKersie. 1965. A behavioral theory of labor negotiations: An analysis of a social interaction. New York: McGraw Hill. Reprint edition published by ILR Press, Ithaca, NY, 1994.