Tham khảo Đàm phán

  1. ↑ deCallières, François (2002). Lempereur, Alain Pekar, biên tập. De la manière de négocier avec les souverains. France: Droz. ISBN 978-2-600-00685-9. 
  2. ↑ deCallières, François (2000). Handy, Charles, biên tập. On the Manner of Negotiating with Princes. United States: Houghton Mifflin. ISBN 978-0-618-05512-8. 
  3. ↑ de Felice, Fortune Barthélémy (1976). “The 50%Solution”. Trong Zartman, I William. Negotiation, or the art of Negotiating. United States: Doubleday Anchor. tr. 549. 
  4. ↑ Fisher, Roger; Ury, William (1984). Patton, Bruce, biên tập. Getting to yes: negotiating agreement without giving in . New York: Penguin Books. ISBN 978-0140065343. 
  5. ↑ Chris Honeyman & Andrea Kupfer Schneider, eds., The Negotator's Handbook (Dispute Resolution Institute Press, 2017; Victor Kremenyuk, ed., International Negotiation. JosseyBass, 2nd ed. 2002)
  6. ↑ Richard Walton & Robert McKersie, A Behavioral Theory of Labor Negotiations [McGraw-Hill 1965]; Leigh Thompson, The Mind and Heart of the Negotiator [Prentice-Hall 2001]; I William Zartman & Victor Kremenyuk, eds., Peace vs Justice: Negotiating Forward- vs Backward-Looking Outcomes. Rowman & Littlefield, 2005]
  7. ↑ Shell, G Richard (1999). Bargaining for Advantage. United States: Penguin. ISBN 9780670881338. 
  8. ↑ Saner, Raymond. The Expert Negotiator, The Netherlands: Kluwer Law International, 2000 (p. 40)
  9. ↑ McDermott, Rose (2009). “Negotiated Risks”. Trong Avenhaus, Rudolf[; Sjösted, Gunnar. Prospect Theory and Negotiation. Germany: Springer. tr. 372. ISBN 978-3-540-92992-5. 
  10. ↑ John Nash, "The Bargaining problem," Econometrica XVIII 1:155-162, 1950; G C Homans, Social Behavior. Harcourt, Brace and world, 1961
  11. ↑ Follett, Mary (1951). Creative Experience. United States: P Smith. 
  12. ↑ Trotschel; Hufmeier; Loschelder; Schwartz; Collwitzer (2011). “Perspective taking as a means to overcome motivational barriers in negotiations: When putting oneself in the opponents shoes helps to walk towards agreements” (PDF). Journal of Personality and Social Psychology 101 (4): 771–790. PMID 21728447. doi:10.1037/a0023801.  Đã bỏ qua tham số không rõ |citeseerx= (trợ giúp)
  13. ↑ Gregory Brazeal, "Against Gridlock: The Viability of Interest-Based Legislative Negotiation", Harvard Law & Policy Review (Online), vol. 3, p. 1 (2009).
  14. 1 2 3 Fisher, Roger, Ury, Wiliam, & Paten, Bruce (1991). Getting to yes: Negotiating agreement without giving in. Penguin: New York. Chapter 2
  15. ↑ Johnston, Peter D (2008). Negotiating with Giants. United States: Negotiation Press. tr. Pages 4 to 5. ISBN 978-0980942101. 
  16. ↑ Chernow, Ron (2004). Titan, The Life of John D. Rockefeller, Sr. United States: Penguin Random House. tr. Pages 111 to 112. ISBN 978-1400077304. 
  17. ↑ “Athletes' performance declines following contract years.”. ScienceDaily. 22 tháng 1 năm 2014. 
  18. ↑ Johnston, Peter D. (2008). Negotiating with Giants. United States: Negotiation Press. tr. Page 4. ISBN 978-0980942101. 
  19. ↑ Johnston, Peter D. (2008). Negotiating with Giants. United States: Negotiation Press. tr. Page 168. ISBN 978-0980942101. 
  20. ↑ "negotiating in bad faith", example of use of "bad faith" definition in Oxford Online Dictionary
  21. ↑ IBHS Union Voice (3 tháng 12 năm 2008). “"Bad Faith Negotiation", Union Voice”. Unitas.wordpress.com. Truy cập ngày 24 tháng 8 năm 2014. 
  22. ↑ example of use - "the Republicans accused the Democrats of "negotiating in bad faith", Oxford Online Dictionary
  23. ↑ Douglas Stuart and Harvey Starr, "The 'Inherent Bad Faith Model' Reconsidered: Dulles, Kennedy, and Kissinger", Political Psychology(subscription required)(cần đăng ký mua)
  24. 1 2 "... the most widely studied is the inherent bad faith model of one's opponent ...", The handbook of social psychology, Volumes 1-2, edited by Daniel T. Gilbert, Susan T. Fiske, Gardner Lindzey
  25. 1 2 Churchman, David. 1993. Negotiation Tactics. Maryland: University Press of America. p. 13.
  26. ↑ Journal of Personality and Social Psychology, 83 (5) (2002), pp. 1131–1140
  27. ↑ Thomas, Kenneth W (21 tháng 11 năm 2006). “Conflict and conflict management: Reflections and update”. Journal of Organizational Behavior 13 (3): 265–274. doi:10.1002/job.4030130307.  Đã bỏ qua tham số không rõ |hdl= (trợ giúp)
  28. ↑ Shell, R. G. (2006). Bargaining for advantage. New York: Penguin Books.
  29. ↑ Marks, M; Harold, C (2011). “Who Asks and Who Receives in Salary Negotiation”. Journal of Organizational Behavior 32 (3): 371–394. doi:10.1002/job.671. 
  30. ↑ Sorenson, R; Morse, E; Savage, G (1999). “The Test of the Motivations Underlying Choice of Conflict Strategies in the Dual-Concern Model”. The International Journal of Conflict Management. 
  31. ↑ Forsyth, David (2009). Group dynamics. Wadsworth Pub Co. tr. 379–409. 
  32. ↑ Gates, Steve (2011). The Negotiation Book. United Kingdom: A John Wiley and Sons, LTD., Publication. tr. 232. ISBN 978-0-470-66491-9. 
  33. ↑ Gates, Steve (2011). The Negotiation Book. United Kingdom: A John Wiley & Sons Ltd., Publication. tr. 240. ISBN 978-0-470-66491-9. 
  34. ↑ Goldman, Alvin (1991). Settling For More: Mastering Negotiating Strategies and Techniques. Washington, D.C.: The Bureau of National Affairs, Inc. tr. 83. ISBN 978-0-87179-651-6. 
  35. 1 2 Lewicki, R. J.; D. M. Saunders; J. W. Minton (2001). Essentials of Negotiation. New York: McGraw-Hill Higher Education. tr. 82. ISBN 978-0-07-231285-0. 
  36. ↑ Gates, Steve (2011). The Negotiation Book. United Kingdom: A John Wiley & Sons Ltd., Publication. tr. 246. ISBN 978-0-470-66491-9. 
  37. ↑ Coburn, Calum. “Neutralising Manipulative Negotiation Tactics”. Negotiation Training Solutions. Truy cập ngày 1 tháng 10 năm 2012. 
  38. ↑ Gates, Steve (2011). The Negotiation Book. United Kingdom: A John Wiley & Sons Ltd., Publication. tr. 245. ISBN 978-0-470-66491-9. 
  39. 1 2 Lewicki, R. J.; D.M. Saunders; J.W. Minton (2001). Essentials of Negotiation. New York: McGraw-Hill Higher Education. tr. 81. ISBN 978-0-07-231285-0. 
  40. ↑ Lewicki, R. J.; D. M. Saunders; J. W. Minton (2001). Essentials of Negotiation. New York: McGraw-Hill Higher Education. tr. 86. ISBN 978-0-07-231285-0. 
  41. ↑ Vecchi, G. M.; Van Hasselt, V. B.; Romano, S. J. (2005). “Crisis (hostage) negotiation: Current strategies and issues in high-risk conflict resolution”. Aggression and Violent Behavior 10 (5): 533–551. doi:10.1016/j.avb.2004.10.001. 
  42. ↑ Hui, Zhou; Tingqin Zhang. “Body Language in Business Negotiation”. International Journal of Business and Management 3 (2). 
  43. ↑ Body Language Magic. 
  44. ↑ Donaldson, Michael C. (18 tháng 4 năm 2011). Negotiating For Dummies. Indianapolis, Indiana: Wiley Publishing, Inc. ISBN 978-1-118-06808-3. 
  45. ↑ Pease, Barbara and Alan (2006). The Definitive Book of Body Language. New York: Bantam Dell. ISBN 978-0-553-80472-0. 
  46. ↑ Donaldson, Michael C.; Donaldson, Mimi (1996). Negotiating for dummies. New York: Hungry Minds. ISBN 978-1-56884-867-9. 
  47. ↑ Richard Luecke (2003). Negotiation. Harvard Business Essentials. Boston: Harvard Business School Press. ISBN 9781591391111. 
  48. ↑ Kopelman, S.; Rosette, A.; and Thompson, L. (2006). "The three faces of eve: Strategic displays of positive neutral and negative emotions in negotiations". Organization Behavior and Human Decision Processes (OBHDP), 99 (1), 81-101.
  49. ↑ Kopelman, S. and Rosette, A. S. (2008). "Cultural variation in response to strategic display of emotions in negotiations". Special Issue on Emotion and Negotiation in Group Decision and Negotiation (GDN), 17 (1) 65-77.
  50. 1 2 3 4 5 6 Forgas, J. P. (1998). “On feeling good and getting your way: Mood effects on negotiator cognition and behavior”. Journal of Personality and Social Psychology 74 (3): 565–577. PMID 11407408. doi:10.1037/0022-3514.74.3.565. 
  51. 1 2 3 4 Van Kleef, G.A.; De Dreu, C.K.W.; Manstead, A.S.R. (2006). “Supplication and Appeasement in Conflict and Negotiation: The Interpersonal Effects of Disappointment, Worry, Guilt, and Regret”. Journal of Personality and Social Psychology 91 (1): 124–142. PMID 16834484. doi:10.1037/0022-3514.91.1.124. 
  52. 1 2 3 4 Butt, AN; Choi, JN; Jaeger, A (2005). “The effects of self-emotion, counterpart emotion, and counterpart behavior on negotiator behavior: a comparison of individual-level and dyad-level dynamics”. Journal of Organizational Behavior 26 (6): 681–704. doi:10.1002/job.328. 
  53. 1 2 Kramer, R. M.; Newton, E.; Pommerenke, P. L. (1993). “Self-enhancement biases and negotiator judgment: Effects of self-esteem and mood”. Organizational Behavior and Human Decision Processes 56: 110–133. doi:10.1006/obhd.1993.1047. 
  54. 1 2 3 4 Maiese, Michelle "Emotions" Beyond Intractability. Eds. Guy Burgess and Heidi Burgess. Conflict Research Consortium, University of Colorado, Boulder. Posted: July 2005 downloaded: 30 August 2007
  55. 1 2 Carnevale, P. J. D.; Isen, A. M. (1986). “The influence of positive affect and visual access on the discovery of integrative solutions in bilateral negotiation”. Organizational Behavior and Human Decision Processes 37: 1–13. doi:10.1016/0749-5978(86)90041-5.  Đã bỏ qua tham số không rõ |hdl= (trợ giúp)
  56. 1 2 3 4 5 6 7 8 9 Barry, B.; Fulmer, I. S.; & Van Kleef, G. A. (2004) "I laughed, I cried, I settled: The role of emotion in negotiation". In M. J. Gelfand & J. M. Brett (Eds.), The handbook of negotiation and culture (pp. 71–94). Stanford, Calif.: Stanford University Press.
  57. 1 2 Allred, K. G.; Mallozzi, J. S.; Matsui, F.; Raia, C. P. (1997). “The influence of anger and compassion on negotiation performance”. Organizational Behavior and Human Decision Processes 70 (3): 175–187. doi:10.1006/obhd.1997.2705. 
  58. ↑ Davidson, M. N.; Greenhalgh, L. (1999). “The role of emotion in negotiation: The impact of anger and race”. Research on Negotiation in Organizations 7: 3–26. 
  59. ↑ Seidner, Stanley S. (1991). “Negative Affect Arousal Reactions from Mexican and Puerto Rican Respondents”. Washington, D.C.: ERIC. 
  60. ↑ Albarracin, D.; Kumkale, G.T. (2003). “Affect as Information in Persuasion: A Model of Affect Identification and Discounting”. Journal of Personality and Social Psychology 84 (3): 453–469. PMC 4797933. doi:10.1037/0022-3514.84.3.453. 
  61. ↑ Van Kleef, G. A.; De Dreu, C. K. W.; Manstead, A. S. R. (2004). “The interpersonal effects of anger and happiness in negotiations” (PDF). Journal of Personality and Social Psychology 86 (1): 57–76. PMID 14717628. doi:10.1037/0022-3514.86.1.57. 
  62. ↑ Bazerman, M. H.; Curhan, J. R.; Moore, D. A.; Valley, K. L. (2000). “Negotiation”. Annual Review of Psychology 51: 279–314. PMID 10751973. doi:10.1146/annurev.psych.51.1.279. 
  63. ↑ Sagi, Eyal; Diermeier, Daniel (1 tháng 12 năm 2015). “Language Use and Coalition Formation in Multiparty Negotiations”. Cognitive Science (bằng tiếng Anh) 41 (1): 259–271. ISSN 1551-6709. PMID 26671166. doi:10.1111/cogs.12325. 
  64. ↑ Sparks, D. B. (1993). The Dynamics of Effective Negotiation (second edition). Houston: Gulf Publishing Co.
  65. ↑ Wang, J., & Gong, J. (n.d.). Team Negotiation Based on Solidarity Behavior: A Concession Strategy in the Team. Retrieved November 14, 2016, from http://ieeexplore.ieee.org/stamp/stamp.jsp?arnumber=7515883
  66. ↑ Thiemann, D., & Hesse, F. W. (2015). Learning about Team Members' Preferences: Computer-Supported Preference Awareness in the Negotiation Preparation of Teams.
  67. ↑ Brianne, Hall,; Tracy, Hoelting, (24 tháng 4 năm 2015). “Influence of negotiation and practice setting on salary disparities between male and female physician assistants” (bằng tiếng en-US).  Bảo trì CS1: Ngôn ngữ không rõ (link)
  68. 1 2 Gladstone, Eric; O'Connor, Kathleen M. (1 tháng 9 năm 2014). “A counterpart's feminine face signals cooperativeness and encourages negotiators to compete”. Organizational Behavior and Human Decision Processes 125 (1): 18–25. doi:10.1016/j.obhdp.2014.05.001. 
  69. ↑ Amanatullah, Emily T.; Tinsley, Catherine H. (1 tháng 1 năm 2013). “Punishing female negotiators for asserting too much…or not enough: Exploring why advocacy moderates backlash against assertive female negotiators”. Organizational Behavior and Human Decision Processes 120 (1): 110–122. doi:10.1016/j.obhdp.2012.03.006. 
  70. ↑ Bowles, Hannah; Babcock, Linda; Lai, Lei (2006). “Social incentives for gender diVerences in the propensity to initiate negotiations: Sometimes it does hurt to ask” (PDF). Organizational Behavior and Human Decision Processes 103: 84–103. doi:10.1016/j.obhdp.2006.09.001. 
  71. 1 2 3 4 Callahan, J; Besterfield-Sacre, M.E.; Carpenter, J.P.; Needy, K.L.; Schrader, C.B. (2016). “Listening and Negotiation”. 2016 ASEE Annual Conference & Exposition, New Orleans, Louisiana. doi:10.18260/p.25571. 
  72. 1 2 3 4 Amekudzi-Kennedy, A.A.; Hall, K.D.; Harding, T.S.; Moll, A.J.; Callahan, J. (2017). “Listening and Negotiation II”. 2017 ASEE Annual Conference & Exposition, Columbus, Ohio. 
  73. ↑ McKersie, R.B. (2012). “The Day-to-Day Life of a Dean: Engaging in Negotiations and negotiations”. Negotiation Journal 475-488. 
  74. 1 2 Fisher, R.; Ury, W.; Patton, B. (2012). Getting to yes: Negotiating agreement without giving in. Penguin: New York. 
  75. ↑

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