Interests vs. positions: A critique of the distinction

Ancona, D. G., R. B. Friedman, and D. M. Kolb. 1991. The group and what happens on the way to ‘yes’.Negotiation Journal 7: 155–173.

Atleson, J. B. 1983.Values and assumptions in American labor law. Amherst: University of Massachusetts Press.

Avruch, K. and P. W. Black. 1990. Ideas of human nature in contemporary conflict resolution theory.Negotiation Journal 6: 221–228.

Bailey, F. G. 1969.Stratagems and spoils. Oxford: Basil Blackwell.

Ball-Rokeach, S. J. and I. Tallman. 1979. Social movements as moral confrontations: With special reference to civil rights. InUnderstanding human values, edited by M. Rokeach. New York: The Free Press.

Bar-Tal, D. and N. Geva. 1986. A cognitive basis of international conflicts. InPsychology of intergroup relations, edited by S. Worchel and W. G. Austin. 2nd ed. Chicago: Nelson-Hall.

Berger, P. L. and T. Luckmann. 1967.The social construction of reality. London: Penguin.

Bettinghaus, E. P. and M. J. Cody. 1994.Persuasive communication. 5th ed. Fort Worth: Harcourt Brace.

Bluestone, B. and I. Bluestone. 1992.Negotiating the future. New York: Basic Books.

Brehmer, B. and K. R. Hammond. 1977. Cognitive factors in interpersonal conflict. InNegotiations: Social-psychological perspectives, edited by D. Druckman. Beverly Hills: Sage.

Brown, L. D. and J. C. Brown. 1983. Organizational microcosms and ideological negotiation. InNegotiating in organizations, edited by M. H. Bazerman and R. J. Lewicki. Beverly Hills: Sage.

Brysk, A. 1995. Hearts and minds: Bringing symbolic politics back in.Polity 27: 559–585.

Cialdini, R. B. 1993.Influence: Science and practice. 3rd ed. New York: Harper Collins.

Douglas, A. 1962.Industrial peacemaking. New York: Columbia University Press.

Druckman, D., R. Rozelle, and K. Zechmeister. 1977. Conflict of interest and value dissensus: Two perspectives. InNegotiations: Social-psychological perspectives, edited by D. Druckman. Beverly Hills: Sage.

Druckman, D. and K. Zechmeister. 1970. Conflict of interest and value dissensus.Human Relations 23: 431–438.

———. and ———. 1973. Conflict of interest and value dissensus: Propositions in the sociology of conflict.Human Relations 26: 449–466.

Dunlop, J. T. 1984.Dispute resolution: Negotiation and consensus building. New York: Auburn House.

Elster, J. 1989.The cement of society. Cambridge: Cambridge University Press.

Fisher, R. and S. Brown. 1989.Getting together: Building a relationship that gets to YES. Boston: Houghton Mifflin.

Fisher, R. and W. L. Ury. 1981.Getting to YES: Negotiating agreement without giving in. Boston: Houghton Mifflin.

Fisher, R., W. L. Ury, and B. Patton. 1991.Getting to YES: Negotiating agreement without giving in. 2nd ed. New York: Penguin Books.

Frank, R. 1988.Passions within reason. New York: Norton.

Friedman, R. A. 1992. From theory to practice: Critical choices for mutual gains training.Negotiation Journal 8: 91–98.

Goffman, E. 1970.Strategic interaction. Oxford: Blackwell.

Gould, S. J. 1991.Bully for brontosaurus. New York: Norton.

Harré, R. 1979.Social being. Oxford: Blackwell.

Hunter, L. W. and R. B. McKersie. 1992. Can ‘mutual gains’ training change labor-management relationships?Negotiation Journal 8: 319–330.

Jensen, L. 1984. Negotiating strategic arms control.Journal of Conflict Resolution 28: 535–559.

Jönsson, C. 1991. Cognitive theory. InInternational negotiation, edited by V. A. Kremenyuk. San Francisco: Jossey-Bass.

Keough, C. M. 1992. Bargaining arguments and argumentative bargainers. InCommunication and negotiation, edited by L. L. Putnam and M. E. Roloff, Newbury Park, Calif.: Sage.

Kochan, T. A. and H. C. Katz. 1988.Collective bargaining and industrial relations. 2nd ed. Homewood, Ill.: Irwin.

Lau, R. R. 1990. Political motivation and political cognition. InHandbook of motivation and cognition, Vol. 2, edited by E. T. Higgins and R. M. Sorrentino. New York: The Guilford Press.

Lawler, E. J. and J. Yoon. 1993. Power and the emergence of commitment behaviour in negotiated exchange.American Sociological Review 58: 465–481.

Lax, D. A. and J. K. Sebenius. 1986.The manager as negotiator. New York: The Free Press.

Lewicki, R. J., J. A. Litterer, J. W. Minton, and D. M. Saunders. 1994.Negotiation. 2nd ed. Burr Ridge, Ill.: Irwin.

March, R. M. 1989.The Japanese negotiator. Tokyo: Kodansha International.

Matheson, P. 1972.Cardinal Contarini at Regensburg. Oxford: Clarendon Press.

McCullagh, C. B. 1991. How objective interests explain actions.Social Science Information 30: 29–54.

Mill, J. S. 1968.Utilitarianism, liberty, representative government. London: Dent. Originally published 1859–1863.

Morley, I. E. 1992. Intra-organizational bargaining. InEmployment relations, edited by J. F. Hartley and G. M. Stephenson. Oxford: Blackwell.

Neale, M. A. and M. H. Bazerman. 1991.Cognition and rationality in negotiation. New York: The Free Press.

Patchen, M. 1987. Strategies for eliciting cooperation from an adversary.Journal of Conflict Resolution 31: 164–185.

Pfeffer, J. 1992.Managing with power. Boston: Harvard Business School Press.

Pruitt, D. 1981.Negotiation behavior. New York: Academic Press.

Pruitt, D. and J. Z. Rubin. 1986.Social conflict: Escalation, stalemate, and settlement. New York: Random House.

Pruitt, D. G. and P. J. Carnevale. 1993.Negotiation in social conflict. Buckingham: Open University Press.

Pruitt, D. G. and S. A. Lewis. 1977. The psychology of integrative bargaining. InNegotiations: Social-psychological perspectives, edited by D. Druckman. Beverly Hills: Sage.

Putnam, L. L. 1994. Challenging the assumptions of traditional approaches to negotiation.Negotiation Journal 10: 337–346.

Putnam, L. L. and M. E. Roloff. 1992. Communication perspectives on negotiation. InCommunication and negotiation, edited by L. L. Putnam and M. E. Roloff. Newbury Park, Calif.: Sage.

Putnam, L. L. and S. R. Wilson. 1989. Argumentation and bargaining strategies as discriminators of integrative outcomes. InManaging conflict: An interdisciplinary approach, edited by M. A. Rahim. New York: Praeger.

Rojot, J. 1991.Negotiation: From theory to practice. London: Macmillan.

Roloff, M. E. and J. M. Jordan. 1992. Achieving negotiation goals: The ‘fruits and foibles’ of planning ahead. InCommunication and negotiation, edited by L. L. Putnam and M. E. Roloff. Newbury Park, Calif.: Sage.

Roloff, M. E., F. E. Tutzauer, and W. O. Dailey. 1989. The role of argumentation in distributive and integrative bargaining contexts: Seeking relative advantage but at what cost? InManaging conflict: An interdisciplinary approach, edited by M. A. Rahim. New York: Praeger.

Rothbart, M. 1993. Intergroup perception and social conflict. InConflict between people and groups, edited by S. Worchel and J. A. Simpson. Chicago: Nelson-Hall.

Rubin, J. Z. 1989. Some wise and mistaken assumptions about negotiation.Journal of Social Issues 45: 195–209.

Rubin, J. Z. and B. R. Brown. 1975.The social psychology of bargaining and negotiation. New York: Academic Press.

Sebenius, J. K. 1991. Negotiation analysis. InInternational negotiation, edited by V. A. Kremenyuk. San Francisco: Jossey-Bass.

Smyth, L. F. 1994. Intractable conflicts and the role of identity.Negotiation Journal 10: 311–321.

Snyder, C. R. and R. L. Higgins. 1990. Reality negotiation and excuse-making: President Reagan's 4 March 1987 Iran arms scandal speech and other literature. InThe Psychology of tactical communication, edited by M. J. Cody and M. L. McLaughlin. Clevedon: Multilingual Matters.

Swann, W. B., Jr. 1987. Identity negotiation: Where two roads meet.Journal of Personality and Social Psychology 53: 1038–1051.

Swanton, C. 1980. The concept of interests.Political Theory 8: 83–101.

Tajfel, H. and J. C. Turner. 1986. The social identity theory of intergroup behavior. InPsychology of intergroup relations, edited by S. Worchel and W. G. Austin. 2nd ed. Chicago: Nelson Hall.

Tutzauer, F. 1992. The communication of offers in dyadic bargaining. InCommunication and negotiation, edited by L. L. Putnam and M. E. Roloff. Newbury Park, Calif.: Sage.

Ury, W. L. 1991.Getting past no: Negotiating your way from confrontation to cooperation. New York: Bantam.

Ury, W. L., J. M. Brett, and S. B. Goldberg. 1988.Getting disputes resolved: Designing systems to cut the costs of conflict. San Francisco: Jossey-Bass.

Walcott, C., P. T. Hopmann, and T. D. King. 1977. The role of debate in negotiation. InNegotiations: Social-psychological perspectives, edited by D. Druckman. Beverly Hills: Sage.

Walton, R. E. and R. B. McKersie. 1991.A behavioral theory of labor negotiations. 2nd ed. Ithaca, N.Y.: ILR Press. Original edition New York: McGraw-Hill, 1965.

Weinberger, J. and D. C. McClelland. 1990. Cognitive versus traditional motivational models. InHandbook of motivation and cognition, Vol. 2, edited by E. T. Higgins and R. M. Sorrentino. New York: The Guilford Press.

Womack, D. F. 1990. Communication and negotiation. InApplied communication theory and research, edited by D. O'Hair and G. L. Kreps. Hillsdale, N.J.: Lawrence Erlbaum.

Young, J., C. J. Thomsen, E. Borgida, J. L. Sullivan, and J. H. Aldrich. 1991. When self-interest makes a difference: The role of construct accessibility in political reasoning.Journal of Experimental Social Psychology 27: 271–296.

Zechmeister, K. and D. Druckman. 1973. Determinants of resolving a conflict of interest.Journal of Conflict Resolution 17: 63–88.