Practical Negotiating: Tools, Tactics & Techniques

Chapter 11

1.	The concept of human and business impacts (HABI), was developed by Paul Hafner and Dan Blitzer, in the Fundamentals of Lighting Workshop, offered through the Philips Lighting Company’s Lighting Application Center, Somerset, NJ, 2006.
2.	Terry Bacon, Selling to Major Account (New York: AMACOM, 1999), p. 190.
3.	David Bradford and Allan Cohen, Influence without Authority (New York: John Wiley & Sons, 1989).
4.	The concept of “hallway negotiations” was coined by David Berlew in the Positive Negotiation Program (Nashua, NH: Situation Management Systems, 1991), p. 6–1.
5.	A version of this material was published previously by Tom Gosselin, “Negotiating with Your Boss” in Training and Development Magazine (May, 1993), pp. 37–40.