The big bang: The evolution of negotiation research

Academy of Management Executive

Volumn 18, Issue 3, 2004, Pages 113-117

  Thompson, Leigh ^a   Leonardelli, Geoffrey J ^b,c  

^a NORTHWESTERN UNIVERSITY   (United States)

^b UNIVERSITY OF TORONTO   (Canada)

^c OHIO STATE UNIVERSITY   (United States)

Author keywords

[No Author keywords available]

Indexed keywords

EID: 8344280325     PISSN: 10795545     EISSN: None     Source Type: Journal    
DOI: 10.5465/AME.2004.14776179     Document Type: Review

References (30)

1. Fisher, R., & Ury, W. 1981. Getting to Yes. Boston: Houghton Mifflin.
2. Ibid., 19.
3. Loewenstein, G. F., Thompson, L., & Bazerman, M. H. 1989. Social utility and decision making in interpersonal contexts. Journal of Personality and Social Psychology, 57(3): 426-441; McGinn, K. L., & Keros, A. T. 2002. Improvisation and the logic of exchange in socially embedded transactions. Administrative Science Quarterly, 47:442-473.
4. Loewenstein, G. F., Thompson, L., & Bazerman, M. H. 1989. Social utility and decision making in interpersonal contexts. Journal of Personality and Social Psychology, 57(3): 426-441; McGinn, K. L., & Keros, A. T. 2002. Improvisation and the logic of exchange in socially embedded transactions. Administrative Science Quarterly, 47:442-473.
5. Thompson, L., & DeHarpport, T. 1998. Relationships, good incompatibility, and communal orientation in negotiations. Basic and Applied Social Psychology, 20(1): 33-44.
6. Forgas, J. P. 1998. On being happy but mistaken: Mood effects on the fundamental attribution error. Journal of Personality and Social Psychology, 75: 318-331.
7. van Kleef, G. A., De Dreu, C. K. W., & Manstead, A. S. R. 2004. The interpersonal effects of anger and happiness in negotiations. Journal of Personality and Social Psychology, 86(1): 57-76.
8. Fisher, R., Ury, W., & Patton, B. 1991. Getting to Yes, 2nd ed. New York: Penguin: 29.
9. Ross, L., & Stillinger, C. 1991. Barriers to conflict resolution. Negotiation Journal, 7(4): 389-404.
10. Fisher & Ury, op. cit., 25.
11. Curhan, J. R., Neale, M. A., & Ross, L. 2004. Dynamic valuation: Preference change in the context of face-to-face negotiations. Working paper, Massachusetts Institute of Technology, Cambridge, MA.
12. Bazerman, M. H., & Neale, M. A. 1983. Heuristics in negotiation: Limitations to effective dispute resolution. In M. Bazerman & R. Lewicki (Eds.), Negotiating in organizations. Beverly Hills, CA: Sage: 51-67.
13. Fisher & Ury, op. cit., 57.
14. De Dreu, C. K. W. 2003. Time pressure and closing of the mind in negotiation. Organizational Behavior and Human Decision Processes, 91(2): 280-295.
15. Medvec, V. H., et al. 2004. Maximizing outcomes and maintaining relationships: Multiple equivalent offers in negotiations. Working paper, Northwestern University.
16. I b i d.
17. Froman, L. A., & Cohen, M. D. 1970. Compromise and log-roll: Comparing the efficiency of two bargaining processes. Behavioral Science, 30: 180-183.
18. Fisher & Ury, op. cit., 82, original italics included.
19. Babcock, L., et al. 1995. Biased judgments of fairness in bargaining. The American Economic Review, 85(5): 1337-1343.
20. Messick & Sentis. 1983; as cited in Bazerman, M. H., et al. 2000. Negotiation. Annual Review of Psychology, 51: 279-314.
21. Messick & Sentis. 1983; as cited in Bazerman, M. H., et al. 2000. Negotiation. Annual Review of Psychology, 51: 279-314.
22. Thompson, L., & Loewenstein, G. F. 1992. Egocentric interpretations of fairness and negotiation. Organizational Behavior and Human Decision Processes, 51:176-197.
23. Chen, Y., Mannix, E., & Okumura, T. 2003. The importance of who you meet: Effects of self- versus other-concerns among negotiators in the United States, the People's Republic of China, and Japan. Journal of Experimental Social Psychology, 39: 1-15.
24. For a review, see Neale, M. A., & Bazerman, M. H. 1991. Cognition and rationality in negotiation. New York: Free Press. See also Galinsky, Mussweiler, & Medvec, op. cit.
25. For a review, see Neale, M. A., & Bazerman, M. H. 1991. Cognition and rationality in negotiation. New York: Free Press. See also Galinsky, Mussweiler, & Medvec, op. cit.
26. Barry, B., & Friedman, R. 1998. Bargainer characteristics in distributive and integrative negotiation. Journal of Personality and Social Psychology, 74(2): 345-359.
27. Glick, S., & Croson, R. 2001. Reputations in negotiation. In S. Hoch & H. Kunreuther (Eds.), Wharton on decision making. New York: Wiley: 177-186.
28. Diekmann, K. A., Tenbrunsel, A. E., & Galinsky, A. D. 2003. From self-prediction to self-defeat: Behavioral forecasting and the effect of competitive expectations. Journal of Personality and Social Psychology, 85: 672-683.
29. Brett, J. M. 2001. Negotiating globally: How to negotiate deals, resolve disputes, and make decisions across cultural boundaries. San Francisco, CA: Jossey-Bass; Gelfand, M., & Brett, J. M. 2004. The handbook of culture and negotiation. Palo Alto, CA: Stanford University Press.
30. Brett, J. M. 2001. Negotiating globally: How to negotiate deals, resolve disputes, and make decisions across cultural boundaries. San Francisco, CA: Jossey-Bass; Gelfand, M., & Brett, J. M. 2004. The handbook of culture and negotiation. Palo Alto, CA: Stanford University Press.