Can We negotiate and still be friends?

Terri Kurtzberg*, Victoria Husted Medvec

*Corresponding author for this work

Research output: Contribution to journalArticlepeer-review

20 Scopus citations

Abstract

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.

Original languageEnglish (US)
Pages (from-to)355-361
Number of pages7
JournalNegotiation Journal
Volume15
Issue number4
DOIs
StatePublished - Oct 1999

ASJC Scopus subject areas

  • Social Sciences(all)
  • Strategy and Management
  • Management of Technology and Innovation

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