Truth 5

1 Thompson, L. L.,and Hastie, R. (1990). “Social perception in negotiation.” Organizational Behavior and Human Decision Processes, 47, 98–123, and Thompson, L. L., and Hrebec, D. (1996). “Lose–lose agreements in interdependent decision making.” Psychological Bulletin, 120, 396–409.

2 Tinsley, C. H., O’Connor, K. M., and Sullivan, B. A. (2002). “Tough guys finish last: The perils of a distributive reputation.” Organizational Behavior and Human Decision Processes, 88, 621–642.

Truth 6

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

Truth 7

4 Fisher, R., and William Ury, W. (1983). Getting to Yes: Negotiating Agreement Without Giving In. New York: Penguin Books.

Truth 13

5 Galinsky, A. ...

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