Ann Tenbrunsel, ‘Moms.Com Role of Terry Schiller’, Teaching Material: DRRC, 1995
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 (Harvard Business School Press, 2006)
——, 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 (Harvard Business School Press, 2006)
——, 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 (Harvard Business School Press, 2006)
Denise Madigan, and Thomas Weeks, ‘HarborCo - General Information’, Harvard Program on Negotiation (PON), DRRC Version (Evanston), 1998
——, and Thomas Weeks, ‘HarborCo (DRRC Version) Confidential Instructions for the Environmental League Negotiator’, Harvard Program on Negotiation (PON), DRRC Version (Evanston), 1998
——, and Thomas Weeks, ‘HarborCo (DRRC Version) Confidential Instructions for the Federal DCR Negotiator’, Harvard Program on Negotiation (PON), DRRC Version (Evanston), 1998
——, and Thomas Weeks, ‘HarborCo (DRRC Version) Confidential Instructions for the Governor’s Negotiator’, Harvard Program on Negotiation (PON), DRRC Version (Evanston), 1998
——, and Thomas Weeks, ‘HarborCo (DRRC Version) Confidential Instructions for the HarborCo Negotiator’, Harvard Program on Negotiation (PON), DRRC Version (Evanston), 1998
——, and Thomas Weeks, ‘HarborCo (DRRC Version) Confidential Instructions for the Negotiator for Other Ports’, Harvard Program on Negotiation (PON), DRRC Version (Evanston), 1998
——, and Thomas Weeks, ‘HarborCo (DRRC Version) Confidential Instructions for the Union Negotiator’, Harvard Program on Negotiation (PON), DRRC Version (Evanston), 1998
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>
Leigh L. Thompson, ‘Distributive Negotiation: Slicing the Pie’, in The Mind and Heart of the Negotiator, 3rd ed., International ed (Pearson/Prentice Hall, 2005), pp. 106–75
——, ‘Win-Win Negotiation: Expanding the Pie’, in The Mind and Heart of the Negotiator, 5th ed., Pearson new international ed (Pearson Education, 2014), Pearson custom library
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>
——, ‘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>
Roy J. Lewicki, Alexander Hiam, and Karen Olander, ‘Ch.10: Conflict Reduction’, in Think before You Speak: The Complete Guide to Strategic Negotiation (J. Wiley, 1996)
——, 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 (J. Wiley, 1996)
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 (J. Wiley, 1996)
——, Alexander Hiam, and Karen Wise Olander, ‘Ch 7. Implementing a Collaborative Strategy’, in Think before You Speak: The Complete Guide to Strategic Negotiation (J. Wiley, 1996)
Thompson, Leigh L., ‘Preparation: What to Do before Negotiation’, in The Mind and Heart of the Negotiator, 3rd ed., International ed (Pearson/Prentice Hall, 2005), pp. 13–39 <https://contentstore.cla.co.uk/secure/link?id=66b8535d-8a2b-e811-80cd-005056af4099>
