Bibliography for MSING024: Influence and Negotiations: Dr Sunny Lee BETA

1.

Thompson LL. Preparation: What to do before negotiation. In: The Mind and Heart of the Negotiator. 3rd ed., International ed. Pearson/Prentice Hall; 2005:13-39. https://contentstore.cla.co.uk/secure/link?id=66b8535d-8a2b-e811-80cd-005056af4099

2.

Leigh L. Thompson. Distributive negotiation: slicing the pie. In: The Mind and Heart of the Negotiator. 3rd ed., International ed. Pearson/Prentice Hall; 2005:106-175.

3.

Roy J. Lewicki, Alexander Hiam, Karen Wise Olander. Ch 6. Implementing a competitive strategy. In: Think before You Speak: The Complete Guide to Strategic Negotiation. J. Wiley; 1996.

4.

Leigh L. Thompson. Win-win negotiation: Expanding the pie. In: The Mind and Heart of the Negotiator. Vol Pearson custom library. 5th ed., Pearson new international ed. Pearson Education; 2014.

5.

Roy J. Lewicki, Alexander Hiam, Karen Wise Olander. Ch 7. Implementing a collaborative strategy. In: Think before You Speak: The Complete Guide to Strategic Negotiation. J. Wiley; 1996.

6.

Ann Tenbrunsel. Moms.com Role of Terry Schiller. Teaching Material: DRRC. Published online 1995.

7.

David A. Lax, James K Sebenius. Ch.5: Get all the interests right. In: 3-D Negotiation: Powerful Tools to Change the Game in Your Most Important Deals. Harvard Business School Press; 2006.

8.

Roy J.  Lewicki, Alexander Hiam, Karen Olander. Ch.10: Conflict reduction. In: Think before You Speak: The Complete Guide to Strategic Negotiation. J. Wiley; 1996.

9.

Roy J.  Lewicki, Alexander Hiam, Karen Olander. Ch.11: When and how to use third party help. In: Think before You Speak: The Complete Guide to Strategic Negotiation. J. Wiley; 1996.

10.

David A. Lax, James K. Sebenius. Ch 15. Think strategically, act opportunistically. In: 3-D Negotiation: Powerful Tools to Change the Game in Your Most Important Deals. Harvard Business School Press; 2006.

11.

Denise Madigan, Thomas Weeks. HarborCo - General Information. Harvard Program on Negotiation (PON), DRRC version. Published online 1998.

12.

Denise Madigan, Thomas Weeks. HarborCo (DRRC version) Confidential Instructions for the Federal DCR Negotiator. Harvard Program on Negotiation (PON), DRRC version. Published online 1998.

13.

Denise Madigan, Thomas Weeks. HarborCo (DRRC version) Confidential Instructions for the Environmental League Negotiator. Harvard Program on Negotiation (PON), DRRC version. Published online 1998.

14.

Denise Madigan, Thomas Weeks. HarborCo (DRRC version) Confidential Instructions for the Governor’s Negotiator. Harvard Program on Negotiation (PON), DRRC version. Published online 1998.

15.

Denise Madigan, Thomas Weeks. HarborCo (DRRC version) Confidential Instructions for the HarborCo Negotiator. Harvard Program on Negotiation (PON), DRRC version. Published online 1998.

16.

Denise Madigan, Thomas Weeks. HarborCo (DRRC version) Confidential Instructions for the Union Negotiator. Harvard Program on Negotiation (PON), DRRC version. Published online 1998.

17.

Denise Madigan, Thomas Weeks. HarborCo (DRRC version) Confidential Instructions for the Negotiator for Other Ports. Harvard Program on Negotiation (PON), DRRC version. Published online 1998.

18.

David A. Lax, James K Sebenius. Ch.4: Get all the parties right. In: 3-D Negotiation: Powerful Tools to Change the Game in Your Most Important Deals. Harvard Business School Press; 2006.

19.

Jeanne M. Brett. Negotiating group decisions. In: Negotiating Globally : How to Negotiate Deals, Resolve Disputes, and Make Decisions across Cultural Boundaries / Jeanne M. Brett. 2014. https://ucl.primo.exlibrisgroup.com/view/action/uresolver.do?operation=resolveService&package_service_id=14763767800004761&institutionId=4761&customerId=4760&VE=true

20.

Robert C. Cialdini. Reciprocation: The old give and take…and take. In: Influence: The Psychology of Persuasion. Rev. ed.; 1st Collins business essentials ed. Collins; 2007. https://learning.oreilly.com/library/view/influence/9780061899874/?sso_link=yes&sso_link_from=university-college-london

21.

Robert C. Cialdini. Liking: the friendly thief. In: Influence: The Psychology of Persuasion. Rev. ed.; 1st Collins business essentials ed. Collins; 2007. https://learning.oreilly.com/library/view/influence/9780061899874/?sso_link=yes&sso_link_from=university-college-london