In this essay, we address why it is that people may not feel comfortable negotiating with friends. We hypothesize what the effects of friendship could be on the negotiation process and outcome, and propose also how a negotiation could impact a friendship. Finally, we suggest means for measuring this impact. This essay, based on of a discussion at the Hewlett conference, does not provide answers but instead proposes questions with the hope that these questions will provoke future research into these areas.

Beis
,
R. J.
 and
T. M.
Tripp
1996
.
Beyond revenge: “Getting even” and the need for revenge
. In
Trust in organizations: Frontiers of theory and research
, edited by
R. M.
Kramer
,
T. R.
Tyler
, et al. Thousand Oaks , Calif. :
Sage
.
Google Scholar
 
Byrne
,
D.
,
G. D.
Baskett
, and
L.
Hodges
1971
.
Behavioral indicators of interpersonal attraction
.
Journal of Applied Social Psychology
1
:
137
–
149
.
Google Scholar
 
Byrne
,
D.
 and
W.
Griffith
1973
.
Interpersonal attraction.
Annual Review of Psychology
1973:
317
–
336
.
Google Scholar
 
Lewicki
,
R. J.
 and
B. B.
Bunker
1995
.
Trust in relationships: A model of trust development and decline
. In
Conflict, cooperation, and justice
, edited by
B. B.
Bunker
 and
J. Z.
Rubin
. San Francisco :
Jossey‐Bass
.
Google Scholar
 
Lewicki
,
R. J.
 and
Lewicki
,
R. J.
1996
.
Developing and maintaining trust in work relationships
Trust in organizations: Frontiers of theory and research
, edited by
R. M.
Kramer
,
T. R.
, et al. Thousand Oaks , Calif. :
Sage
.
Google Scholar
Crossref
Search ADS
 
Moore
,
D. A.
,
T. R.
Kurtzberg
,
L. L.
Thompson
, and
M. W.
Morris
1999
.
Long and short routes to success in electronically mediated negotiations: Group affiliations and good vibrations
.
Organizational Behavior and Human Decision Processes
77
:
22
–
43
.
Google Scholar
Crossref
Search ADS
PubMed
 
Morris
,
M. W.
 and
A.
Drolet
1997
.
Rapport and dominance: Nonverbally mediated dyadic dynamics that affect value creation and value claiming in negotiation
. Unpublished manuscript. Graduate School of Business, Stanford University.
Google Scholar
 
Pruitt
,
D. G.
1981
.
Negotiation behavior
. Orlando , Fla. :
Academic Press
.
Google Scholar
 
Ross
,
W.
 and
J.
LaCroix
1997
.
Multiple meanings of trust in negotiation theory and research: A literature review and integrative model
.
The International Journal of Conflict Management
7
:
314
–
360
.
Google Scholar
 
This content is only available as a PDF.
© 1999 Plenum Publishing Corporation
1999
Plenum Publishing Corporation
This is an open-access article distributed under the terms of the Creative Commons Attribution 4.0 International (CC BY 4.0) license, which permits unrestricted use, distribution, and reproduction in any medium, provided the original work is properly cited. For a full description of the license, please visit https://creativecommons.org/licenses/by/4.0/legalcode.