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5 Business Skills Every IT Pro Must Master (Collection) by Leigh Thompson, Jerry Weissman, Terry J. Fadem, Stephen Robbins, Robert Follett

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References

Truth 1

1 Osborn, A. F. (1963). Applied Imagination (3rd ed.). New York, NY: Scribner.

Truth 4

2 Galinsky, A. D., and Mussweiler, T. (2001). "First offers as anchors: The role of perspective-taking and negotiator focus." Journal of Personality and Social Psychology, 81, 657-669.

Truth 6

3 Lax, D. A. and Sebenius, J. K., (1986). The Manager as Negotiator. New York, NY: Simon & Schuster, Inc. Labor economists Bill Walton and Bob McKersie refer to these two goals as the "mixed-motive" aspect of negotiation and warn that negotiators must balance creating value with claiming it. David Lax and Jim Sebenius argue that good negotiators do two things: they create value and they claim value. They are the "twin tasks of negotiation" and an effective ...

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