[1]
L. L. Thompson, ‘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, 2005, pp. 13–39. Available: 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.Upper Saddle River, N.J.: Pearson/Prentice Hall, 2005, pp. 106–75.
[3]
Roy J. Lewicki, Alexander Hiam, and Karen Wise Olander, ‘Ch 6. Implementing a competitive strategy’, in Think before you speak: the complete guide to strategic negotiation, New York: J. Wiley, 1996.
[4]
Leigh L. Thompson, ‘Win-win negotiation: Expanding the pie’, in The mind and heart of the negotiator, 5th ed., Pearson new international ed.Harlow: Pearson Education, 2014.
[5]
Roy J. Lewicki, Alexander Hiam, and Karen Wise Olander, ‘Ch 7. Implementing a collaborative strategy’, in Think before you speak: the complete guide to strategic negotiation, New York: J. Wiley, 1996.
[6]
Ann Tenbrunsel, ‘Moms.com Role of Terry Schiller’, Teaching Material: DRRC, 1995.
[7]
David A. Lax and 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, Boston, Mass: Harvard Business School Press, 2006.
[8]
Roy J.  Lewicki, Alexander Hiam, and Karen Olander, ‘Ch.10: Conflict reduction’, in Think before you speak: the complete guide to strategic negotiation, New York: J. Wiley, 1996.
[9]
Roy J.  Lewicki, Alexander Hiam, and Karen Olander, ‘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, 1996.
[10]
David A. Lax and James K. Sebenius, ‘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, 2006.
[11]
Denise Madigan and Thomas Weeks, ‘HarborCo - General Information’, Harvard Program on Negotiation (PON), DRRC version, 1998.
[12]
Denise Madigan and Thomas Weeks, ‘HarborCo (DRRC version) Confidential Instructions for the Federal DCR Negotiator’, Harvard Program on Negotiation (PON), DRRC version, 1998.
[13]
Denise Madigan and Thomas Weeks, ‘HarborCo (DRRC version) Confidential Instructions for the Environmental League Negotiator’, Harvard Program on Negotiation (PON), DRRC version, 1998.
[14]
Denise Madigan and Thomas Weeks, ‘HarborCo (DRRC version) Confidential Instructions for the Governor’s Negotiator’, Harvard Program on Negotiation (PON), DRRC version, 1998.
[15]
Denise Madigan and Thomas Weeks, ‘HarborCo (DRRC version) Confidential Instructions for the HarborCo Negotiator’, Harvard Program on Negotiation (PON), DRRC version, 1998.
[16]
Denise Madigan and Thomas Weeks, ‘HarborCo (DRRC version) Confidential Instructions for the Union Negotiator’, Harvard Program on Negotiation (PON), DRRC version, 1998.
[17]
Denise Madigan and Thomas Weeks, ‘HarborCo (DRRC version) Confidential Instructions for the Negotiator for Other Ports’, Harvard Program on Negotiation (PON), DRRC version, 1998.
[18]
David A. Lax and 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, Boston, Mass: 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. Available: 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.New York: Collins, 2007. Available: 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.New York: Collins, 2007. Available: https://learning.oreilly.com/library/view/influence/9780061899874/?sso_link=yes&sso_link_from=university-college-london