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

1.

Thompson, L.L.: Preparation: What to do before negotiation. In: The mind and heart of the negotiator. pp. 13–39. Pearson/Prentice Hall, Upper Saddle River, N.J. (2005).

2.

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

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, New York (1996).

4.

Leigh L. Thompson: Win-win negotiation: Expanding the pie. In: The mind and heart of the negotiator. Pearson Education, Harlow (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, New York (1996).

6.

Ann Tenbrunsel: Moms.com Role of Terry Schiller. Teaching Material: DRRC. (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, Boston, Mass (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, New York (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, New York (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, Boston, Mass (2006).

11.

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

12.

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

13.

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

14.

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

15.

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

16.

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

17.

Denise Madigan, 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, 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, Boston, Mass (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).

20.

Robert C. Cialdini: Reciprocation: The old give and take…and take. In: Influence: the psychology of persuasion. Collins, New York (2007).

21.

Robert C. Cialdini: Liking: the friendly thief. In: Influence: the psychology of persuasion. Collins, New York (2007).