This is a preview of subscription content, log in via an institution to check access.
References
Almirol, E. B. (1981). “Chasing the elusive butterfly: Gossip and the pursuit of reputation.”Ethnicity 8: 293–304.
Arrow, K. J. (1973).Information and economic behavior. Stockholm: Federation of Swedish Industries.
Axelrod, R. (1983).The evolution of cooperation. New York: Basic Books.
Bach, B. W. (1983). “Rumor and gossip in organizations: A review and analysis.” Paper presented to the Applied Communication Division of the Speech Communication Association, Washington, D.C.
Bhide, A. andStevenson, H. H. (1990). “Why be honest if honesty doesn't pay?”Harvard Business Review, September–October: 121–129.
Blodgett, T. B. (1968). “Showdown on business bluffing.”Harvard Business Review, May–June: 162–171.
Carr, A. Z. (1968). “Is business bluffing ethical?”Harvard Business Review, January–February, 143–153.
Dawes, R. M., Van De Kragt, A. J. C., andOrbell, J. M. (1988). “Not me or thee but we: The importance of group identity in eliciting cooperation in dilemma situations: Experimental manipulations.Acta Psychologica 68: 83–97.
Deutsch, M. (1958). “Trust and suspicion.”Journal of Conflict Resolution 2(4): 265–279.
Festinger, L., Schacter, S., andBack, K. W. (1950).Social pressure in informal groups. New York: Harper.
Fisher, R. andUry, W. L. (1991).Getting to YES: Negotiating agreement without giving in. Boston: Houghton Mifflin.
Graham, J. L. andSano, Y. (1989).Smart bargaining: Doing business with the Japanese. New York: Harper and Row.
Kelley, H. H. andStahelski, A. J. (1970). “Social interaction basis of cooperators' and competitors' beliefs about others.”Journal of Personality and Social Psychology 16: 66–91.
Kochan, T., Katz, H., andMcKersie, R. (1986).The transformation of American industrial relations. New York: Basic Books.
Kramer, R. M. andBrewer, M. B. (1984). “Effects of group identity on resource use in a simulated commons dilemma.”Journal of Personality and Social Psychology 42: 487–496.
Lewicki, R. J. andLitterer, J. (1985).Negotiation. Homewood, Ill: Irwin.
Moffat, S. (1990). “Should you work for the Japanese?”Fortune 122(14): 107–120.
Newcomb, T. M. (1961).The acquaintance process. New York: Holt.
Pruitt, D. G. (1981).Negotiation behavior. New York: Academic Press.
Smith, K. K. andBerg, D. N. (1987).Paradoxes of group life. San Francisco: Jossey-Bass.
Williamson, O. E. (1985).The economic institutions of capitalism. New York: The Free Press.
Additional information
Debra L. Shapiro is Associate Professor of Management at the Kenan-Flagler Business School, University of North Carolina at Chapel Hill, Chapel Hill, N.C. 27599-3490.Blair H. Sheppard is Associate Professor of Organizational Behavior at the Fuqua School of Business, Duke University, Durham, N.C. 27706.Lisa Cheraskin is Manager of Management Development at Eli Lilly and Company, Lilly Corporate Center, Indianapolis, Ind. 46285.
We thank Jeff Rubin, Bill Breslin, and an anonymous reviewer for providing helpful comments on an earlier version of this article.
About this article
Cite this article
Shapiro, D.L., Sheppard, B.H. & Cheraskin, L. Business on a handshake. Negot J 8, 365–377 (1992). https://doi.org/10.1007/BF01000396
Published:
Issue Date:
DOI: https://doi.org/10.1007/BF01000396