Advertisement

Negotiation Journal

, Volume 7, Issue 4, pp 369–377 | Cite as

Did a “failed” negotiation really fail?

Reflections on the Arthur Andersen-Price Waterhouse Merger talks
  • Idalene F. Kesner
  • Debra L. Shapiro
In Practice
  • 68 Downloads

Keywords

Audit Firm Reward Structure Negotiation Journal Multilateral Negotiation Audit Client 
These keywords were added by machine and not by the authors. This process is experimental and the keywords may be updated as the learning algorithm improves.

Preview

Unable to display preview. Download preview PDF.

Unable to display preview. Download preview PDF.

References

  1. Ben-Yoav, O. andPruitt, D. G. (1984). “Accountability to constituents: A two-edged sword.”Organizational Behavior and Human Performance 34: 283–295.CrossRefGoogle Scholar
  2. Carnevale, P. J. D., Pruitt, D. G., andSeilheimer, S. D. (1981). “Looking and competing: Accountability and visual access in integrative bargaining.”Journal of Personality and Social Psychology 40: 111–120.CrossRefGoogle Scholar
  3. Carnevale, P. J. D. andConlon, D. E. (1988). “Time pressure and strategic choice in mediation.”Organizational Behavior and Human Decision Processes 42: 111–133.CrossRefGoogle Scholar
  4. Conlon, D. E. andFasolo, P. M. (1990). “Influence of speed of third-party intervention and outcome on negotiator and constituent fairness judgments.”Academy of Management Journal 33 (4): 833–846.CrossRefGoogle Scholar
  5. Fierman, J. (1991). “Deals of the year.”Fortune, January 28: 90–98.Google Scholar
  6. Koh, T. T. B. (1990). “The Paris conference on Cambodia: A multilateral negotiation that failed.”Negotiation Journal 6 (1): 81–88.CrossRefGoogle Scholar
  7. Mergers & Acquisitions. (1990). “Deals and Misdeals: A sampling of M&A hits and strike-outs in the 1980s.” March/April: 100–105.Google Scholar
  8. Mueller, D. C. (1985). “Mergers and market share.”Review of Economics and Statistics 47: 259–267.CrossRefGoogle Scholar
  9. Neale, M. A. andNorthcraft, G. B. (1991). “Behavioral negotiation theory: A framework for conceptualizing dyadic bargaining.” InResearch in Organizational Behavior, edited by L.L. Cummings and B.M. Staw, vol. 12: 147–190. Greenwich, Conn.: JAI Press.Google Scholar
  10. Oneal, M., Bremner, B., Levine, J. B., Vogel, T., Schiller, Z., andWoodruff, D. (1990). “The best and worst deals of the 80's: What we learned from all those mergers, acquisitions, and takeovers.”Business Week, January 15: 52–56.Google Scholar
  11. Porter, M. (1987). “From competitive advantage to corporate strategy.”Harvard Business Review, May–June: 43–59.Google Scholar
  12. Pruitt, D. G. (1981).Negotiation behavior. New York: Academic Press.Google Scholar
  13. Ravenscraft, D. J. andScherer, F. N. (1987).Mergers, sell-offs and economic efficiency. Washington, D.C.: The Brookings Institute.Google Scholar
  14. Shapiro, D. L., Drieghe, R., andBrett, J. M. (1985). “Mediator behavior and the outcome of mediation.”Journal of Social Issues 41 (2): 101–114.Google Scholar
  15. Staw, B. M. (1980). “Rationality and justification in organizational life.” InResearch in Organizational Behavior, edited by B.M. Staw and L.L. Cummings, vol. 2: 45–80. Greenwich, Conn.: JAI Press.Google Scholar
  16. ——. (1976). “Knee-deep in the big muddy: A study of escalatory commitment to a chosen course of action.”Organizational Behavior and Human Performance 16: 27–44.CrossRefGoogle Scholar
  17. Thompson, L. (1990). “Negotiation behavior and outcomes: Empirical evidence and theoretical issues.”Psychological Bulletin, 108: 515–532.CrossRefGoogle Scholar

Copyright information

© Plenum Publishing Corporation 1991

Authors and Affiliations

  • Idalene F. Kesner
  • Debra L. Shapiro

There are no affiliations available

Personalised recommendations