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

Ann Tenbrunsel (1995) ‘Moms.com Role of Terry Schiller’, Teaching Material: DRRC [Preprint].

David A. Lax and James K. Sebenius (2006) ‘Ch 15. Think strategically, act opportunistically’, in 3-D negotiation: powerful tools to change the game in your most important deals. Boston, Mass: Harvard Business School Press.

David A. Lax and James K Sebenius (2006a) ‘Ch.4: Get all the parties right’, in 3-D negotiation: powerful tools to change the game in your most important deals. Boston, Mass: Harvard Business School Press.

David A. Lax and James K Sebenius (2006b) ‘Ch.5: Get all the interests right’, in 3-D negotiation: powerful tools to change the game in your most important deals. Boston, Mass: Harvard Business School Press.

Denise Madigan and Thomas Weeks (1998a) ‘HarborCo - General Information’, Harvard Program on Negotiation (PON), DRRC version [Preprint].

Denise Madigan and Thomas Weeks (1998b) ‘HarborCo (DRRC version) Confidential Instructions for the Environmental League Negotiator’, Harvard Program on Negotiation (PON), DRRC version [Preprint].

Denise Madigan and Thomas Weeks (1998c) ‘HarborCo (DRRC version) Confidential Instructions for the Federal DCR Negotiator’, Harvard Program on Negotiation (PON), DRRC version [Preprint].

Denise Madigan and Thomas Weeks (1998d) ‘HarborCo (DRRC version) Confidential Instructions for the Governor’s Negotiator’, Harvard Program on Negotiation (PON), DRRC version [Preprint].

Denise Madigan and Thomas Weeks (1998e) ‘HarborCo (DRRC version) Confidential Instructions for the HarborCo Negotiator’, Harvard Program on Negotiation (PON), DRRC version [Preprint].

Denise Madigan and Thomas Weeks (1998f) ‘HarborCo (DRRC version) Confidential Instructions for the Negotiator for Other Ports’, Harvard Program on Negotiation (PON), DRRC version [Preprint].

Denise Madigan and Thomas Weeks (1998g) ‘HarborCo (DRRC version) Confidential Instructions for the Union Negotiator’, Harvard Program on Negotiation (PON), DRRC version [Preprint].

Jeanne M. Brett (2014) ‘Negotiating group decisions’, in Negotiating globally : how to negotiate deals, resolve disputes, and make decisions across cultural boundaries / Jeanne M. Brett. Available at: https://ucl.primo.exlibrisgroup.com/view/action/uresolver.do?operation=resolveService&package_service_id=14763767800004761&institutionId=4761&customerId=4760&VE=true.

Leigh L. Thompson (2005) ‘Distributive negotiation: slicing the pie’, in The mind and heart of the negotiator. 3rd ed., International ed. Upper Saddle River, N.J.: Pearson/Prentice Hall, pp. 106–75.

Leigh L. Thompson (2014) ‘Win-win negotiation: Expanding the pie’, in The mind and heart of the negotiator. 5th ed., Pearson new international ed. Harlow: Pearson Education.

Robert C. Cialdini (2007a) ‘Liking: the friendly thief’, in Influence: the psychology of persuasion. Rev. ed.; 1st Collins business essentials ed. New York: Collins. Available at: https://learning.oreilly.com/library/view/influence/9780061899874/?sso_link=yes&sso_link_from=university-college-london.

Robert C. Cialdini (2007b) ‘Reciprocation: The old give and take…and take’, in Influence: the psychology of persuasion. Rev. ed.; 1st Collins business essentials ed. New York: Collins. Available at: https://learning.oreilly.com/library/view/influence/9780061899874/?sso_link=yes&sso_link_from=university-college-london.

Roy J.  Lewicki, Alexander Hiam and Karen Olander (1996a) ‘Ch.10: Conflict reduction’, in Think before you speak: the complete guide to strategic negotiation. New York: J. Wiley.

Roy J.  Lewicki, Alexander Hiam and Karen Olander (1996b) ‘Ch.11: When and how to use third party help’, in Think before you speak: the complete guide to strategic negotiation. New York: J. Wiley.

Roy J. Lewicki, Alexander Hiam and Karen Wise Olander (1996a) ‘Ch 6. Implementing a competitive strategy’, in Think before you speak: the complete guide to strategic negotiation. New York: J. Wiley.

Roy J. Lewicki, Alexander Hiam and Karen Wise Olander (1996b) ‘Ch 7. Implementing a collaborative strategy’, in Think before you speak: the complete guide to strategic negotiation. New York: J. Wiley.

Thompson, L.L. (2005) ‘Preparation: What to do before negotiation’, in The mind and heart of the negotiator. 3rd ed., International ed. Upper Saddle River, N.J.: Pearson/Prentice Hall, pp. 13–39. Available at: https://contentstore.cla.co.uk/secure/link?id=66b8535d-8a2b-e811-80cd-005056af4099.