Handbook of Principles of Organizational Behavior - Soltanieh ...

530 M. S USAN T AYLOR AND A SHLEY FIELBIG
Karambayya , R., Brett , J. M. , and Lytle, A. ( 1992 ). Effects of formal authority and experience
on third party roles, outcomes and perceptions of fairness. Academy of Management
Journal, 35 , 426–438 .
Kolb , D. ( 1986 ). Who are organizational third parties and what do they do? In
Bazerman , M. A. , Lewicki , R. A. , and Sheppard , B. H. (eds), Research on Negotiations in
Organizations, vol 1 , JAI : Greenwich CT , 207–228 .
Kolb , D. , and Sheppard , B. ( 1985 ). Do managers mediate or even arbitrate? Negotiation
Journal, 1 , 379–388 .
Kressel , K., and Pruitt , D. G. ( 1985 ). Themes in the mediation of social confl ict . Journal of
Social Issues, 41 , 179–198 .
Lax , D. A. , and Sebenius , J. K. ( 1986 ). The Manager as Negotiator. NY : Free Press .
Lewicki , R. J., and Sheppard , B. H. ( 1985 ). Choosing how to intervene . Journal of
Occupational Behavior, 6 , 49–64 .
Lim , R. G. , and Carnevale , P.J. ( 1990 ). Contingencies in the mediation of disputes . Journal
of Personality and Social Psychology, 58 , 259–272 .
Luthans, F., Hodgetts, R., and Rosenkrantz, L. (1988). Real Managers. New York: Harper Row.
Pruitt , D. G., Pierce , R. S., Zubeck , J. M. , McGillicuddy , N. B., Welton , G. L. ( 1991 ).
Determinants of short - term and long - term success in mediation . In Sorchel , S. and
Simpson , J. A. (eds), Conflict Between People and Peoples. Chicago : Nelson Hall .
Sheppard , B. H. ( 1984 ). Third party conflict intervention: A procedural framework . In
Research in Organizational Behavior, 6 , JAI Press, 141–190 .
Sheppard , B. H. ( 2004 ). Tonight without a fi ght . Broadcasting and Cable, October 4, p. 32.
Thomas , K. ( 1976 ). Conflict and confl ict management . In M. D. Dunnette’ s Handbook of
Industrial/Organizational Psychology (pp. 889–935 ). Chicago : Rand McNally .
Thompson , L., and Nadler , J. ( 2002 ). Negotiating via information technology: Theory and
application . Journal of Social Issues, 58 , 109–124 .
Ury , W. L. , Brett , J. M. , and Goldberg , S. J. ( 1988 ). Getting Disputes Resolved. San Francisco :
Jossey-Bass .
Wall , J. A. , and Blum , M. W. ( 1991 ). Negotiations . Journal of Management, 17 , 273–303 .
EXERCISES
Negotiating an apartment rental in a college town: an exercise stressing the
principles of and recommendations for collaborative negotiation
Introduction. This scenario asks you to adopt a collaborative negotiation style and start
to work negotiating your first off - campus apartment. To simplify things for first - time role
players, the negotiation involves one main issue – the price of renting/leasing an apartment.
The negotiation has two roles: (a) the owner landlord and (b) the student who is
a potential renter. You will be negotiating the cost of monthly rent as well as terms of
benefits/services for the lease. There is additional information you can use to leverage
your negotiation and obtain the best deal for your role. However, it is important that you
use your confidential role information to determine how attractive various offers made by
your partner are to you.