1
L. L. Thompson, in The mind and heart of the negotiator, Pearson/Prentice Hall, Upper Saddle River, N.J., 3rd ed., International ed., 2005, pp. 13–39.
2
Leigh L. Thompson, in The mind and heart of the negotiator, Pearson/Prentice Hall, Upper Saddle River, N.J., 3rd ed., International ed., 2005, pp. 106–75.
3
Roy J. Lewicki, Alexander Hiam and Karen Wise Olander, in Think before you speak: the complete guide to strategic negotiation, J. Wiley, New York, 1996.
4
Leigh L. Thompson, in The mind and heart of the negotiator, Pearson Education, Harlow, 5th ed., Pearson new international ed., 2014, vol. Pearson custom library.
5
Roy J. Lewicki, Alexander Hiam and Karen Wise Olander, in Think before you speak: the complete guide to strategic negotiation, J. Wiley, New York, 1996.
6
Ann Tenbrunsel, Teaching Material: DRRC.
7
David A. Lax and James K Sebenius, in 3-D negotiation: powerful tools to change the game in your most important deals, Harvard Business School Press, Boston, Mass, 2006.
8
Roy J.  Lewicki, Alexander Hiam and Karen Olander, in Think before you speak: the complete guide to strategic negotiation, J. Wiley, New York, 1996.
9
Roy J.  Lewicki, Alexander Hiam and Karen Olander, in Think before you speak: the complete guide to strategic negotiation, J. Wiley, New York, 1996.
10
David A. Lax and James K. Sebenius, in 3-D negotiation: powerful tools to change the game in your most important deals, Harvard Business School Press, Boston, Mass, 2006.
11
Denise Madigan and Thomas Weeks, Harvard Program on Negotiation (PON), DRRC version.
12
Denise Madigan and Thomas Weeks, Harvard Program on Negotiation (PON), DRRC version.
13
Denise Madigan and Thomas Weeks, Harvard Program on Negotiation (PON), DRRC version.
14
Denise Madigan and Thomas Weeks, Harvard Program on Negotiation (PON), DRRC version.
15
Denise Madigan and Thomas Weeks, Harvard Program on Negotiation (PON), DRRC version.
16
Denise Madigan and Thomas Weeks, Harvard Program on Negotiation (PON), DRRC version.
17
Denise Madigan and Thomas Weeks, Harvard Program on Negotiation (PON), DRRC version.
18
David A. Lax and James K Sebenius, in 3-D negotiation: powerful tools to change the game in your most important deals, Harvard Business School Press, Boston, Mass, 2006.
19
Jeanne M. Brett, in Negotiating globally : how to negotiate deals, resolve disputes, and make decisions across cultural boundaries / Jeanne M. Brett., 2014.
20
Robert C. Cialdini, in Influence: the psychology of persuasion, Collins, New York, Rev. ed.; 1st Collins business essentials ed., 2007.
21
Robert C. Cialdini, in Influence: the psychology of persuasion, Collins, New York, Rev. ed.; 1st Collins business essentials ed., 2007.