Almirol
,
E. B.
(
1981
). “
Chasing the elusive butterfly: Gossip and the pursuit of reputation
.
Ethnicity
,
8
:
293
304
.
Arrow
,
K. J.
(
1973
).
Information and economic behavior
. Stockholm :
Federation of Swedish Industries
.
Axelrod
,
R.
(
1983
).
The evolution of cooperation
. New York :
Basic Books
.
Bach
,
B. W.
(
1983
). “
Rumor and gossip in organizations: A review and analysis
.
Paper presented to the Applied Communication Division of the Speech Communication Association, Washington, DC
.
Bhide
,
A.
and
Stevenson
,
H. H.
(
1990
). “
Why be honest if honesty doesn't pay
Harvard Business Review
, September‐October:
121
129
.
Blodgett
,
T. B.
(
1968
). “
Showdown on business bluffing
.
Harvard Business Review
, May‐June:
162
171
.
Carr
,
A. Z.
(
1968
). “
Is business bluffing ethical
Harvard Business Review
, January‐February,
143
153
.
Dawes
,
R. M.
,
Van De Kragt
,
A. J. C
, and
Orbell
,
J. M.
(
1988
). “
Not me or thee but we: The importance of group identity in eliciting cooperation in dilemma situations: Experimental manipulations
.
Acta Psychologica
68
:
83
97
.
Deutsch
,
M.
(
1958
). “
Trust and suspicion
.
Journal of Conflict Resolution
,
2
(
4
):
265
279
.
Festinger
,
L.
,
Schacter
,
S.
, and
Back
,
K. W.
(
1950
).
Social pressure in informal groups
. New York :
Harper
.
Fisher
,
R.
and
Ury
,
W. L.
(
1991
).
Getting to YES: Negotiating agreement without giving in
. Boston :
Houghton Mifflin
.
Graham
,
J. L.
and
Sano
,
Y.
(
1989
).
Smart bargaining: Doing business with the Japanese
. New York :
Harper and Row
.
Kelley
,
H. H.
and
Stahelski
,
A. J.
(
1970
). “
Social interaction basis of cooperators' and competitors' beliefs about others
.
Journal of Personality and Social Psychology
16
:
66
91
.
Kochan
,
T.
,
Katz
,
H.
, and
McKersie
,
R.
(
1986
).
The transformation of American industrial relations
. New York :
Basic Books
.
Kramer
,
R. M.
and
Brewer
,
M. B.
(
1984
). “
Effects of group identity on resource use in a simulated commons dilemma
.
Journal of Personality and Social Psychology
42
:
487
496
.
Lewicki
,
R. J.
, and
Litterer
,
J.
(
1985
).
Negotiation
. Homewood , Ill :
Irwin
.
Moffat
,
S.
(
1990
). “
Should you work for the Japanese
Fortune
122
(
14
):
107
120
.
Newcomb
,
T. M.
(
1961
).
The acquaintance process
. New York :
Holt
.
Pruitt
,
D. G.
, (
1981
).
Negotiation behavior
. New York :
Academic Press
.
Smith
,
K. K.
and
Berg
,
D. N.
(
1987
).
Paradoxes of group life
. San Francisco :
Jossey‐Bass
.
Williamson
,
O. E.
(
1985
).
The economic institutions of capitalism
. New York :
The Free Press
.
This content is only available as a PDF.
This is an open-access article distributed under the terms of the Creative Commons Attribution-NonCommercial 4.0 International License, which permits unrestricted use, distribution, and reproduction in any medium, provided the use is non-commercial and the original work is properly cited. For a full description of the license, please visit https://creativecommons.org/licenses/by-nc/4.0.

Article PDF first page preview

First page of Business on a Handshake