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Practical Negotiating: Tools, Tactics & Techniques by Tom Gosselin

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Chapter 8

1.Roger Fisher and William Ury, Getting to Yes: Negotiating Agreement without Giving In, 2nd ed. (New York: Penguin Books, 1991).
2.Chester L. Karrass, Give and Take: The Complete Guide to Negotiating Strategies and Tactics, rev. ed. (New York: Harper Business, 1974/1993), p. 145.

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