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... eds., Negotiation: Readings, Exercises, and Cases (Burr Ridge, IL: Richard D.
...... D. Barboza, ?Monsanto Visionary in a Cubicle,? New York Times, March 3, ...

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Notes CHAPTER ONE
1. C. Zinko, "Silicon Valley Companies Reward Workers With
Celebrations," San Francisco Chronicle, October 8, 1998, p. A17; A.
Kupfer, "The Real King of the Internet," Fortune, September 7, 1998, pp.
84-93; J. A. Byrne, "The Corporation of the Future," Business Week,
August 31, 1998; J. Flower, "The Cisco Mantra," Wired Magazine, 5 (March
1997).
2. M. Warner, "Organizational Behavior Revisited," Human Relations 47
(October 1994), pp. 1151-66.
3. L. E. Greiner, "A Recent History of Organizational Behavior," in
Organizational Behavior, S. Kerr, ed. (Columbus, OH: Grid, 1979), pp. 3-
14.
4. B. Schlender, "The Three Faces of Steve," Fortune, November 9, 1998,
pp. 96-104.
5. R. N. Stern and S. R. Barley, "Organizations as Social Systems:
Organization Theory's Neglected Mandate," Administrative Science
Quarterly 41 (1996), pp. 146-62; D. Katz and R. L. Kahn, The Social
Psychology of Organizations (New York: Wiley, 1966), chap. 2.
6. J. Pfeffer, New Directions for Organization Theory (New York: Oxford
University Press, 1997), pp. 7-9.
7. S. E. Zahn, "No Kudos for Chek Lap Kok Airport," World Trade 11
(October 1998), p. 32; "Best Laid Plans," Air Transport World, Fall 1998,
p. 8; "What Went Wrong?: Learning from the Foul-ups at Chek Lap Kok,"
Asiaweek, July 27, 1998, p. 1; J. J. Kosowatz, "Building a New Gateway to
China," Scientific American 277 (December 1997), pp. 102-11; S. T.
Martin, "Happier Landings for Hong Kong," St. Petersburg Times, June 26,
1997, p. E1; L. Woellert, "Hong Kong Outgrows Its Airport," Washington
Times, January 17, 1997, p. A14.
8. A. Etzioni, Modern Organizations, (Englewood Cliffs, NJ: Prentice-
Hall, 1964) p. 1.
9. P. R. Lawrence, "Historical Development of Organizational Behavior,"
in Handbook of Organizational Behavior, L. W. Lorsch, ed. (Englewood
Cliffs, NJ: Prentice Hall, 1987), pp. 1-9; D. S. Pugh, "Modern
Organizational Theory: A Psychological and Sociological Study,"
Psychological Bulletin 66 (1966), pp. 235-51. For a contrary view of the
role of practicality on OB research, see A. P. Brief and J. M. Dukerich,
"Theory in Organizational Behavior: Can It Be Useful?" Research in
Organizational Behavior 13 (1991), pp. 327-52.
10. M. S. Myers, Every Employee a Manager (New York: McGraw Hill, 1970).
11. R. Barner, "The New Millennium Workplace: Seven Changes that Will
Challenge Managers-and Workers," The Futurist 30 (March 1996), pp. 14-18.
12. L. Chong, "Cisco Now Making All the Connections," New Straits Times,
September 21, 1998; R. L. Brandt, "John Chambers-On the Future of
Communications and the Failure of Deregulation," Upside 10 (October
1998), pp. 122-33.
13. K. Ohlson, "Leadership in an Age of Mistrust," Industry Week,
February 2, 1998, pp. 36-46; M. F. R. Kets de Vries, "Charisma in Action:
The Transformational Abilities of Virgin's Richard Branson and ABB's
Percy Barnevik," Organizational Dynamics, 26 (Winter 1998), pp. 6-21; S.
Reed and A. Sains, "No More Boardrooms as Usual in Sweden?" Business
Week, February 2, 1998.
14. For a discussion of globalization in smaller firms, see P. Haapaniemi
and W. R. Hill, "Not Just For the Big Guys!" Chief Executive, September,
1998, pp. 62-73.
15. K. Doler, "Interview: Jeff Bezos, Founder and CEO of Amazon.com
Inc.," Upside 10 (September 1998), pp. 76-80; J. Littman, "Driven to
Succeed: The Yahoo Story," Upside 10 (September 1998), pp. 70-75.
16. V. Fung "Fast, Global, and Entrepreneurial: Supply Chain Management,
Hong Kong Style: An Interview with Victor Fung," Harvard Business Review
76 (September-October 1998), pp. 102-14; P. Engardio, "How Can Asia
Rebound from the Crisis?" Business Week, December 1, 1997.
17. K. L. Newman and S. D. Nollen, "Culture and Congruence: The Fit
between Management Practices and National Culture," Journal of
International Business Studies 27 (1996); pp. 753-78. Early warnings came
from A. R. Negandhi and B. D. Estafen, "A Research Model to Determine the
Applicability of American Management Knowhow in Different Cultures and/or
Environment," Academy of Management Journal 8 (1965), pp. 309-18.
18. P. R. Sparrow, "Reappraising Psychological Contracting: Lessons for
the Field of Human-Resource Development from Cross-Cultural and
Occupational Psychology Research," International Studies of Management &
Organization 28 (Spring 1998), pp. 30-63; R. Schuler and N. Rogovsky,
"Understanding Compensation Practice Variations across Firms: The Impact
of National Culture," Journal of International Business Studies 29
(1998), pp. 159-77.
19. Haapaniemi and Hill, "Not Just For the Big Guys!"
20. A. Siedsma, "Cultural Diversity in the Business Driver's Seat," San
Diego Business Journal, July 7, 1997, p. 17.
21. C. Bowman, "BLS Projections to 2006: A Summary," Monthly Labor
Review, November 1997, pp. 3-5.
22. D. Mangan, "Remember When . . . A Women Doctor was a Rarity?" Medical
Economics 75 (May 11, 1998), pp. 225-226; P. M. Flynn, J. D. Leeth, and
E. S. Levy, :"The Accounting Profession in Transition," CPA Journal 67
(May 1997), pp. 42-45.
23. B. Tulgan, Managing Generation X (Oxford: Capstone, 1996).
24. Most writers explicitly identify Generation-X as people born
immediately after the baby boom generation ended (1964) through to the
mid-1970s. This is also known as the "Baby Bust" generation because they
represent the period of low birth rates. B. Losyk, "Generation X: What
They Think and What They Plan to Do," The Futurist, 31 (March-April
1997), pp. 29-44.
25. J. A. Conger, "How Generational Shifts Will Transform Organizational
Life," in F. Hesselbein, M. Goldsmith and R. Beckhard, eds., The
Organization of the Future (San Francisco: Jossey-Bass, 1997), pp. 17-24.
26. D. C. Lau and J. K. Murnighan, "Demographic Diversity and Faultlines:
The Compositional Dynamics of Organizational Groups," Academy of
Management Review 23 (April 1998), pp. 325-40; G. Robinson and K.
Dechant, "Building a Business Case for Diversity," Academy of Management
Executive 11 (August 1997), pp. 21-31; J. R. W. Joplin and C. S. Daus,
"Challenges of Leading a Diverse Workforce," Academy of Management
Executive 11 (August 1997), pp. 32-47.
27. T. L. Sager, "Partnering-Diversity," Metropolitan Corporate Counsel,
July 1997, p. 26; see also M. J. Reid, "Profit Motivates Corporate
Diversity," San Francisco Examiner, March 15, 1998, p. W42.
28. S. D. Friedman, P. Christensen, J. DeGroot, "Work and Life: The
End of the Zero-Sum Game," Harvard Business Review 76 (November-December
1998), pp. 119-29.
29. J. King, "All Work, No Play? Gen X-ers: No Way," Computerworld, May
5, 1997, pp. 1-2.
30. "What Blacks Think of Corporate America," Fortune, July 6, 1998,
pp. 140-43.
31. P. Cappelli et al, Change at Work (New York: Oxford University Press,
1997); M. G. Evans, H. P. Gunz, and R. M. Jalland, "The Aftermath of
Downsizing: A Cautionary Tale of Restructuring and Careers," Business
Horizons 39 (March 1996), pp. 62-66; D. Yankelovich, "Got to Give to
Get," Mother Jones (July 1997), pp. 60-63; C. C. Heckscher, White-Collar
Blues: Management Loyalties in an Age of Corporate Restructuring (New
York: Basic Books, 1995).
32. A. E. Polivka, "Contingent and Alternative Work Arrangements,
Defined," Monthly Labor Review 119 (October 1996), pp. 3-10. For further
discussion of the meaning of contingent work, see S. Nollen and H. Axel,
Managing Contingent Workers (New York: AMACOM, 1996), pp. 4-9.
33. S. B. Gould, K. J. Weiner, and B. R. Levin, Free Agents: People and
Organizations Creating a New Working Community (San Francisco: Jossey-
Bass, 1997).
34. A. Dunkin, "Saying Adios to the Office," Business Week, October 12,
1998.
35. T. A. Stewart, "Gray Flannel Suit? Moi?" Fortune, March 16, 1998,
pp. 76-82.
36. A. Tergesen, "Making Stay-at-Homes Feel Welcome," Business Week,
October 12, 1998, pp. 155-57.
37. J. A. Challenger, "There Is No Future for the Workplace," Futurist 32
(October 1998), pp. 16-20; Dunkin, "Saying Adios to the Office";
A. Mahlon, "The Alternative Workplace: Changing Where and How People
Work," Harvard Business Review (May-June 1998), pp. 121-30.
38. J. Lipnack and J. Stamps, Virtual Teams: Reaching Across Space, Time,
and Organizations with Technology (New York: John Wiley, 1997), pp. 5-8;
D. J. Armstrong and P. Cole, "Managing Distances and Differences in
Geographically Distributed Work Groups," in S. E. Jackson and M. N.
Ruderman, eds., Diversity in Work Teams: Research Paradigms for a
Changing Workplace (Washington, DC: American Psychological Association,
1995), pp. 187-215.
39. W. C. Taylor, "At Verifone, It's a Dog's Life," in Handbook of the
Business Revolution (New York: Fast Company, 1997), pp. 12-17.
40. J. A. Byrne "The Corporation of the Future," Business Week, August
31, 1998, pp. 102-104.
41. W. J. Mitchell, "Do We Still Need Skyscrapers?" Scientific American,
277 (December 1997), pp. 112-13.
42. "Teamwork Grows ROOTS in China," Industry Week, October 19, 1998 pp.
26-27.
43. For several examples, see: R. S. Wellins, W. C. Byham, and G. R.
Dixon, Inside Teams (San Francisco: Jossey-Bass, 1994).
44. L. Rittenhouse, "Dennis W. Bakke-Empowering a Workforce with
Principles," Electricity Journal, January 1998, pp. 48-59.
45. L. Swick, "Team-Based Organization: The Fruits of Employee
Empowerment," Hospital Materiel Management Quarterly 19 (November 1997),
pp. 1-3.
46. G. Lawton, "Fighting Back Against the Bribery Culture," Chemistry and
Industry, December 7, 1998, p. 957; "Eastman Chemical Pleads Guilty to
Price Fixing," Chemical Eng