Practical Negotiating: Tools, Tactics & Techniques

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.