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Replications and Refinements

Visibility and Negotiating Flexibility

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Pages 117-120 | Received 15 Mar 1995, Published online: 01 Jul 2010

References

  • Brown , B. 1977 . “ Face-saving and face-restoration in negotiation ” . In Negotiations: Social-psychological perspectives , Edited by: Druckman , D. 275 – 299 . Beverly Hills : Sage .
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  • Druckman , D. 1973 . Human factors in international negotiations: Social-psychological aspects of international conflict , Beverly Hills : Sage . (Sage Professional Paper in International Studies 02–020)
  • Druckman , D. 1993 . The situational levers of negotiating flexibility . Journal of Conflict Resolution , 37 : 236 – 276 .
  • Holst , J. J. September 1993 . Reflections on the making of a tenuous peace, or the transformation of images of the Middle-East conflict , September , New York City : Columbia University . Unpublished paper presented to the School of International and Public Affairs
  • Organ , D. W. 1971 . Some variables affecting boundary role behavior . Sociometry , 34 : 524 – 537 .
  • Pruitt , D. G. , Carnevale , P. J. , Forcey , B. and Van Slyck , M. 1986 . Gender effects in negotiation: Constituent surveillance and contentious behavior . Journal of Experimental Social Psychology , 5 : 43 – 60 .
  • Walton , R. E. and McKersie , R. B. 1965 . A behavioral theory of labor negotiation: An analysis of a social interaction system , New York : McGraw-Hill .

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