Negotiate Without Fear

Bibliography

Chapter 1

1. Babcock, Linda, and Sara Laschever (2007). Women Don't Ask: The High Cost of Avoiding Negotiation—and Positive Strategies for Change. New York: Bantam.

Chapter 2

1. Franconeri, Steven, Andrew Hollingworth, and Daniel J. Simons. (2005). “Do New Objects Capture Attention?” Psychological Science 16(4): 275–281.
2. Harnett, Donald and Larry Cummings. (1980). Bargaining Behavior: An International Study. Houston, TX: Dane Publications.
3. Kahneman, Daniel, Jack L. Knetsch, and Richard H. Thaler. (1990). “Experimental Tests of the Endowment Effect and the Coase Theorem.” Journal of Political Economy, 98(6): 1325–1348.
4. Kerr, Steven. (2008) Reward Systems: Does Yours Measure Up? Boston: Harvard Business School Press.
5. Newcomb, Theodore M. (1960). “Varieties of Interpersonal Attraction.” In D. Cartwright & A. Zander (Eds.), Group Dynamics: Research and Theory (2nd ed., pp. 104–119). Row, Peterson.
6. Raiffa, Howard. (1982). The Art and Science of Negotiation. Cambridge, MA: Belknap Press.
7. Ross, Michael, and Fiore Sicoly. (1979). “Egocentric Biases in Availability and Attribution.” Journal of Personality and Social Psychology, 37(3): 322–336.
8. Theeuwes J., Kramer A.F., Hahn S., Irwin D.E. Our Eyes do Not Always Go Where we Want Them to Go: Capture of the Eyes by New Objects (1998). Psychological Science. 1998; 9(5):379-385. doi:10.1111/1467-9280.00071

Chapter 3

1. Fisher, Roger, William Ury, and Bruce Patton. (1981). Getting to Yes: Negotiating Agreement Without Giving ...