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Practical Solutions to Global Business Negotiations by Claude Cellich

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Notes

Chapter 1

1. Rudd and Lawson (2007).

2. This and the following section draw heavily from Phatak and Habib (1996), pp. 30–38.

3. Johnson (2004), p. 4.

4. Baelman and Davidson (2010), pp. 15–20.

5. “Ultimatum for the Avon Lady” (1998), p. 58.

6. Nelson (2003), p. 1.

7. Moran (2011).

8. Jain (2008), pp. 161–162.

9. Deardorff (2009).

10. Thompson (2009), pp. 31–52.

Chapter 2

1. Taylor (1871), p. 1.

2. Hall (1977), p. 16.

3. Lewicki et al. (2001), pp. 196–200.

4. Ricks (1998), p. 11; Dinker et al. (1998), pp. 337–345.

5. Foster (1992), p. 281.

6. Herbig and Kramer (1992), pp. 287–298.

7. Hall (1973); Sebenius (2002), pp. 76–89.

8. Hofstede (1980).

9. Hofstede (1991), pp. 164–173.

10. Sebenius (2002), pp. 76–89.

11. Oliver (1996).

12. Salacuse ...

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