Notes 557- J. Wall, Negotiations: Theory and Practice
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of Management17, 1991: 273-303. - C. Perrow, “Power in Organizational
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1986): 258-78. - Fisher, Ury, and Patton, Getting to Yes,2nd
ed. (New York: Penguin Books, 1991). - “Last offer” arbitration means that the arbi-
trator can choose only between the two last
offers of the parties. In the case of the base-
ball negotiations, it is the choice between the
last offer the team makes for the player’s
salary and the last offer the player makes to
play for that team. The arbitrator hears evi-
dence supporting each side’s offer and then
must pick. No splitting the difference is
allowed. - E. Glenn, D. Witmeyer, and K. Stephenson,
“Cultural Styles of Persuasion,” Journal of
Intercultural Relations,Fall 1997: 52-66. - L. Pye, “The China Trade: Making the Deal.”
In The Art of Business Negotiation
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Letterer, 1985.
Chapter 9
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Emerging Industry,” Journal of Business
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IL: Scott, Foresman, 1989). - D. Krueger, A. McCarthy, and T. Schoe-
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of Entrepreneurs,” Entrepreneurship: Theory
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7. S. Birley and D. Norburn, “The Top
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Performance,” Strategic Management Journal
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8. K. Andrews, The Concept of Corporate
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9. J. Katzenbach and D. Smith, ” The Discipline
of Teams,” Harvard Business Review,
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The Wall Street Journal,July 24, 2006: B1. - J. Menkes, Executive Intelligence: What All
Great Leaders Have (New York: Collins,
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agement Team Demography and Corporate
Strategic Change,” Academy of Management
Journal35, 1992: 91–121; K. Bantel and S.
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Team Make a Difference?” Strategic
Management Journal10, 1989: 107–124. - S. Finkelstein and D. Hambrick, “Top Man-
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Outcomes: The Moderating Role of Man-
agerial Discretion,” Administrative Science
Quarterly35, 1990: 484–503. - Kamm and Nurick, 1993.
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omist,August 7, 1993: 69. - K. Kumar, L. Michaelsen, and W. Watson,
“Cultural Diversity’s Impact on Interaction
Process and Performance Comparing Ho-
mogeneous and Diverse Task Groups,”
Academy of Management Journal36, 1993:
590–602. - “Melting Pot” 1993.
- “Melting Pot,” 1993.
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(Homewood, IL: Irwin, 1990). - J. Carey and J. Hamilton, “Gene Hunters Go
for the Big Score,” Business Week,August 16,
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- For in-depth treatments of the research on