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TitlesDecision MakersAbout Format |
Read more
This page lists all the works referred to in the 'Read more' links in this title, along with other works that may be of interest to readers.
For books, the 'buy now' link will take you to the relevant product page at amazon.co.uk.
For articles, the link will take you to the site where the article can be found. Some are free to view, some are free for members to view, and some are available on a pay-for-download basis.
1 Overview |
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No references |
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2 Preparing to negotiate |
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| Goals | Essentials of negotiation | Roy Lewicki, David Saunders and John Minton | book | buy now |
| Know your BATNA | Getting to Yes | Roger Fisher, William Ury and Bruce Patton | book | buy now |
| Negotiation Styles | Negotiation: Strategies for Mutual Gain | Lavinia Hall (ed) | book | buy now |
| Gender differences | Models of the self | Susan E. Cross and Laura Madson | article | view |
| This source is an article from the Psychological Bulletin, which can be searched at the site found through this link. | ||||
| Cultural differences | Negotiating Globally | Jeanne M. Brett | book | buy now |
| Body language | Telling Lies | Paul Ekman | book | buy now |
3 Co-operative tactics |
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| Difficult problems, not difficult people | The Team That Wasn't | Suzy Wetlaufer | article in book | buy now |
| The reference for this section is an article in the book Harvard Business Review on Negotiation and Conflict Resolution. | ||||
| Building a common reality | Overcoming Group Warfare | Robert R. Blake and Jane S. Mouton | article in book | buy now |
| The reference for this section is an article in the book Harvard Business Review on Negotiation and Conflict Resolution. | ||||
| Persuasion | Influence | Robert B. Cialdini | book | buy now |
4 Aggressive tactics |
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| Consistency traps | Influence | Robert B. Cialdini | book | buy now |
5 Negotiation psychology |
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| Gains and losses | Choices, Values and Frames | Daniel Kahneman and Amos Tversky (eds) | book | buy now |
| Sunk costs | Judgment in Managerial Decision Making | Max H. Bazerman | book | buy now |
6 Closure |
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| Managing difference | Management of Difference | Warren H. Schmidt and Robert Tannenbaum | article in book | buy now |
| Negotiation as a strategic skill | Turning Negotiation into a Corporate Capability | Danny Ertel | article in book | buy now |
| The reference for this section is an article in the book Harvard Business Review on Negotiation and Conflict Resolution. | ||||
| Preparing for the future | Betting on the future: the virtues of contingent contracts | Max H. Bazerman and James J. Gillespie | article | hbr |
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