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Practical Negotiating: Tools, Tactics & Techniques by Tom Gosselin

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Chapter 9

1.Karl Albrecht and Steve Albrecht, Added Value Negotiating: The Breakthrough Method for Building Balanced Deals (Homewood, IL: Business One Irwin, 1993).
2.Gavin Kennedy, Essential Negotiation (Economist Newspaper, 2004).
3.Roger Dawson, Secrets of Power Negotiating, 2nd ed. (Franklin Lakes, NJ: Career Press, 2001).
4.Roger Fisher and William Ury, Getting to Yes: Negotiating Agreement without Giving In, 2nd ed. (New York: Penguin Books, 1991).
5.Chester L. Karrass coined the term Krunch to describe a similar tactic in Give and Take: The Complete Guide to Negotiating Strategies and Tactics, rev. ed. (New York: Harper Business, 1974/1993), p. 93.

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