September 2007
Beginner
224 pages
2h 42m
English
Content preview from The Truth About Negotiations
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References
Truth 1
1. Osborn, A. F. (1963). Applied Imagination (3rd ed.). New York, NY: Scribner.
Truth 4
2. Galinsky, A. D., and Mussweiler, T. (2001). “First offers as anchors: The role of perspective-taking and negotiator focus.” Journal of Personality and Social Psychology, 81, 657-669.
Truth 6
3. Lax, D. A. and Sebenius, J. K., (1986). The Manager as Negotiator. New York, NY: Simon & Schuster, Inc. Labor economists Bill Walton and Bob McKersie refer to these two goals as the “mixed-motive” aspect of negotiation and warn that negotiators must balance creating value with claiming it. David Lax and Jim Sebenius argue that good negotiators do two things: they create value and they claim value. They are the “twin tasks of negotiation” and ...
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