NEGOTIATION


October 2007

Compiled by Bibliography Branch
Muir S. Fairchild Research Information Center
Maxwell AFB, AL  36112

Contents

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General Information
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Internet Resources

Bac, Mehmet.  On Creating and Claiming Value in Negotiations.  Group Decision and Negotiation  10:237-251  May 2001. 
Available online at:  http://proquest.umi.com/pqdweb?did=352533121&Fmt=7&clientId=417&RQT=309&VName=PQD

Banas, Joseph T. and Parks, Judi McLean.  Lambs among Lions?  The Impact of Ethical Ideology on Negotiation Behaviors and Outcomes.  International Negotiation  7, no.2:235-260  2002. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=12609219

Barnes, Ginny Pearson.  Successful Negotiating:  Letting the Other Person Have Your Way.  Franklin Lakes, NJ, Career Press, 1998.  123 p. 
Available online at:  http://www.netlibrary.com/urlapi.asp?action=summary&v=1&bookid=25172

Barry, Bruce and Fulmer, Ingrid Smithey.  Methodological Challenges in the Study of Negotiator Affect.  International Negotiation  9, no.3:485-501  2004. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=16539737

Barry, Bruce and Robinson, Robert J.  Ethics in Conflict Resolution:  The Ties That Bind.  International Negotiation  7, no.2:137-142  2002. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=12609224

Bazerman, Max H.  When Self-Interest Is Sabotage.  Negotiation, pp 3-5, December 2003.
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=13520198

Bendahan, Samuel and others.  Negotiation in Technology Landscapes:  An Actor-Issue Analysis.  Journal of Management Information Systems  21:137-172  Spring 2005. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&an=16734276

Benyoucef, Morad and Rinderle, Stefanie.  Modeling e-Negotiation Processes for a Service Oriented Architecture.   Group Decision and Negotiation  15:449-467  September 2006. 
Available online at:  http://proquest.umi.com/pqdweb?did=1107073611&Fmt=7&clientId=417&RQT=309&VName=PQD

Bercovitch, Jacob.  Social Research and the Study of Mediation:  Designing and Implementing Systematic Archival Research.  International Negotiation  9, no.3:415-428  2004. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=16539729

Beroggi, Giampiero E. G.  An Experimental Investigation of Virtual Negotiations with Dynamic Plots.  Group Decision and Negotiation  9:415-429  September 2000. 
Available online at:  http://proquest.umi.com/pqdweb?did=403883901&Fmt=7&clientId=417&RQT=309&VName=PQD

Bichler, Martin and others.  Towards a Structured Design of Electronic Negotiations.  Group Decision and Negotiation  12:311-335  July 2003. 
Available online at:  http://proquest.umi.com/pqdweb?did=424427071&Fmt=7&clientId=417&RQT=309&VName=PQD

Bui, Tung and others.  Web Services for Negotiation and Bargaining in Electronic Markets:  Design Requirements, Proof-of-Concepts, and Potential Applications to e-Procurement.  Group Decision and Negotiation  15:469-490  September 2006. 
Available online at:  http://proquest.umi.com/pqdweb?did=1107073701&Fmt=7&clientId=417&RQT=309&VName=PQD

Castellani, Stefania and others.  E-Alliance:  A Negotiation Infrastructure for Virtual Alliances.  Group Decision and Negotiation  12:127-141  March 2003. 
Available online at:  http://proquest.umi.com/pqdweb?did=331764961&Fmt=7&clientId=417&RQT=309&VName=PQD

Claydon, Jim and Chick, Martin.  Teaching Negotiations.  Planning Practice & Research  20:221-234  May 2005. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=aph&an=19216076

Clyman, Dana R. and Tripp, Thomas M.  Discrepant Values and Measures of Negotiator Performance.  Group Decision and Negotiation  9:251-274  July 2000. 
Available online at:  http://proquest.umi.com/pqdweb?did=403883791&Fmt=7&clientId=417&RQT=309&VName=PQD

Cohen, Steven.  Negotiating Skills for Managers.  New York, McGraw-Hill Professional, 2002.  200 p. 
Available online at:  http://www.netlibrary.com/urlapi.asp?action=summary&v=1&bookid=72676

Craver, Charles B.  Negotiation Styles.  Dispute Resolution Journal  58:48-55  February-April 2003. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=9424462

Croson, Rachel.  The Method of Experimental Economics.  International Negotiation  10, no.1:131-148  2005. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=17751156

Daniel, Terry E. and Parco, James E.  Fair, Efficient and Envy-Free Bargaining:  An Experimental Test of the Brams-Taylor Adjusted Winner Mechanism.  Group Decision and Negotiation  14:241-264  May 2005. 
Available online at:  http://proquest.umi.com/pqdweb?did=882152521&Fmt=7&clientId=417&RQT=309&VName=PQD

Davison, Robert and others.  E-Consulting in Virtual Negotiations.  Group Decision and Negotiation  12:517-535  November 2003. 
Available online at:  http://proquest.umi.com/pqdweb?did=456997321&Fmt=7&clientId=417&RQT=309&VName=PQD

Dawson, Roger.  Secrets of Power Negotiating.  Franklin Lakes, NJ, Career Press, 1999.  319 p. 
Available online at:  http://www.netlibrary.com/urlapi.asp?action=summary&v=1&bookid=25154

De Dreu, Carsten K. W. and Carnevale, Peter J.  Disparate Methods and Common Findings in the Study of Negotiation.  International Negotiation  10, no.1:193-203  2005. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=17751182

De Reuck, John and others.  Arbitrage Possibilities in Conflict Situations.  Group Decision and Negotiation  13:437-448  September 2004. 
Available online at:  http://proquest.umi.com/pqdweb?did=724524171&Fmt=7&clientId=417&RQT=309&VName=PQD

Dolan, John Patrick.  7 Myths of Negotiations.  Ward's Dealer Business  38:36  December 2004. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&an=15243841

Druckman, Daniel.  Group Attachments in Negotiation and Collective Action.  International Negotiation  11, no.2:229-252  2006. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=23235907

Druckman, Daniel.  Negotiation and Identity:  Implications for Negotiation Theory.  International Negotiation 6, no.2:281-291  2001. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=12609185

Druckman, Daniel and others.  e-Mediation:  Evaluating the Impacts of an Electronic Mediator on Negotiating Behavior.  Group Decision and Negotiation   13:481-511  November 2004. 
Available online at:  http://proquest.umi.com/pqdweb?did=796941211&Fmt=7&clientId=417&RQT=309&VName=PQD

Eden, Colin and Ackermann, Fran.  Group Decision and Negotiation in Strategy Making.  Group Decision and Negotiation  10:119-140  March 2001. 
Available online at:  http://proquest.umi.com/pqdweb?did=352534051&Fmt=7&clientId=417&RQT=309&VName=PQD

Effective Negotiation Is a Bottom Line Skill.  Contractor's Business Management Report  No.7:15  July 2005. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&an=17737255

Ehtamo, Harri and Hamalainen, Raimo P.  Interactive Multiple-Criteria Methods for Reaching Pareto Optimal Agreements in Negotiations.  Group Decision and Negotiation  10:475-491  November 2001. 
Available online at:  http://proquest.umi.com/pqdweb?did=352534131&Fmt=7&clientId=417&RQT=309&VName=PQD

Forsyth, Patrick.  Negotiating.  Oxford, UK, United Kingdom Capstone Pub., 2002.  110 p. 
Available online at:  http://www.netlibrary.com/urlapi.asp?action=summary&v=1&bookid=67245

Gaynier, Lisa P.  Transformative Mediation:  In Search of a Theory of Practice.  Conflict Resolution Quarterly  22:397-408  Spring 2005. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=aph&an=17074248

Griffith, Terri L. and others.  Negotiating Technology Implementation:  An Empirical Investigation of a Website Introduction.  Group Decision and Negotiation  11:1-22  January 2002.
Available online at:  http://proquest.umi.com/pqdweb?did=403883781&Fmt=7&clientId=417&RQT=309&VName=PQD

Guthrie, Chris and Orr, Dan.  Anchoring, Information, Expertise, and Negotiation:  New Insights from Meta-Analysis.  Ohio State Journal on Dispute Resolution  21, no.3:597-628  2006.  (Working paper, 06-12).
Available online at:  http://ssrn.com/abstract=900152

Hashemi, Ray R. and Le Blanc, Louis A.  Resource Allocation through Negotiation and Compromise:  A Database Approach.  Group Decision and Negotiation  9:325-345  July 2000. 
Available online at:  http://proquest.umi.com/pqdweb?did=403870471&Fmt=7&clientId=417&RQT=309&VName=PQD

Hoar, Rebecca.  Be More Persuasive.  Management Today, pp 56-58, March 2005. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&an=16311023

Ilich, John.  The Complete Idiot's Guide to Winning Through Negotiation.  New York, Alpha Books, 1996.  245 p.
Available online at:  http://www.netlibrary.com/urlapi.asp?action=summary&v=1&bookid=9125

Jennings, N. R. and others.  Automated Negotiation:  Prospects, Methods and Challenges.   Group Decision and Negotiation  10:199-215  March 2001. 
Available online at:  http://proquest.umi.com/pqdweb?did=352534041&Fmt=7&clientId=417&RQT=309&VName=PQD

Jensen-Campbell, Lauri A. and Graziano, William G.  Methodologies for Studying Personality Processes in Interpersonal Conflict.  International Negotiation  10, no.1:165-182  2005. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=17751162

Kern, Mary C. and others.  Getting the Floor:  Motive-Consistent Strategy and Individual Outcomes in Multi-Party Negotiations.  Group Decision and Negotiation  14:21-41  January 2005.
Available online at:  http://proquest.umi.com/pqdweb?did=829305761&Fmt=7&clientId=417&RQT=309&VName=PQD

Kersten, Gregory E.  Modeling Distributive and Integrative Negotiations:  Review and Revised Characterization.  Group Decision and Negotiation  10:493-514  November 2001. 
Available online at:  http://proquest.umi.com/pqdweb?did=352534151&Fmt=7&clientId=417&RQT=309&VName=PQD

Kilgour, D. Marc and Hipel, Keith W.  The Graph Model for Conflict Resolution:  Past, Present, and Future.  Group Decision and Negotiation  14:441-460  November 2005. 
Available online at:  http://proquest.umi.com/pqdweb?did=973206931&Fmt=7&clientId=417&RQT=309&VName=PQD

Kleinman, Gary and Palmon, Dan.  A Negotiation-Oriented Model of Auditor-Client Relationships.  Group Decision and Negotiation  9:17-45  January 2000. 
Available online at:  http://proquest.umi.com/pqdweb?did=403872821&Fmt=7&clientId=417&RQT=309&VName=PQD

Kleinman, Gary and others.  The Effects of Personal and Group Level Factors on the Outcomes of Simulated Auditor and Client Teams.  Group Decision and Negotiation  12:57-84  January 2003. 
Available online at:  http://proquest.umi.com/pqdweb?did=324280921&Fmt=7&clientId=417&RQT=309&VName=PQD

Kolb, Deborah M.  Staying in the Game.  Negotiation, pp 3-5, December 2003.
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=13520192

Kristensen, Henrik and Garling, Tommy.  Anchor Points, Reference Points, and Counteroffers in Negotiations.  Group Decision and Negotiation  9:493-505  November 2000. 
Available online at:  http://proquest.umi.com/pqdweb?did=403886931&Fmt=7&clientId=417&RQT=309&VName=PQD

Lai, Guoming, Li, Cuihong, and Sycara, Katia.  Efficient Multi-Attribute Negotiation with Incomplete Information.  Group Decision and Negotiation  15:511-528  September 2006. 
Available online at:  http://proquest.umi.com/pqdweb?did=1107073851&Fmt=7&clientId=417&RQT=309&VName=PQD

Lai, Hsiangchu and others.  Negotiators' Communication, Perception of Their Counterparts, and Performance in Dyadic E-negotiations.  Group Decision and Negotiation  15:429-447  September 2006. 
Available online at:  http://proquest.umi.com/pqdweb?did=1107073551&Fmt=7&clientId=417&RQT=309&VName=PQD

Le Flanchec, Alice.  How to Reduce Uncertainty in a Context of Innovation:  The Case of IBM's Negotiation of its European Works Council.  International Negotiation  9, no.2:271-289  2004. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=14974592

Maheswaran, Rajiv T. and Basar, Tamer.  Nash Equilibrium and Decentralized Negotiation in Auctioning Divisible Resources.  Group Decision and Negotiation  12:361-395  September 2003. 
Available online at:  http://proquest.umi.com/pqdweb?did=536900791&Fmt=7&clientId=417&RQT=309&VName=PQD

Matz, David.  How Much Do We Know about Real Negotiations?  Problems in Constructing Case Studies.  International Negotiation  9, no.3:359-374  2004. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=16539733

Mennecke, Brian E. and others.  The Effects of Media and Task on User Performance:  A Test of the Task-Media Fit Hypothesis.  Group Decision and Negotiation  9:507-529  November 2000. 
Available online at:  http://proquest.umi.com/pqdweb?did=403886941&Fmt=7&clientId=417&RQT=309&VName=PQD

Mumpower, Jeryl L. and others.  The Accuracy of Post-Negotiation Estimates of the Other Negotiator's Payoff.  Group Decision and Negotiation  13:259-290  May 2004. 
Available online at:  http://proquest.umi.com/pqdweb?did=650815331&Fmt=7&clientId=417&RQT=309&VName=PQD

Nauta, Aukje and Kluwer, Esther.  The Use of Questionnaires in Conflict Research.  International Negotiation  9, no.3:457-470  2004. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=16539739

Negotiation Center of Excellence (NCE)
This center is spearheading the development and application of negotiation, collaboration, and problem-solving skills as core competencies throughout the Air Force in a variety of demanding contexts, including warfighting operations. The website provides links to electronic resources.
Available online at:  http://negotiation.au.af.mil/

The Negotiator Magazine.  April-May 2002-. 
Monthly e-zine with articles on all aspects of negotiation.
Available online at:  http://www.negotiatormagazine.com/index.shtml

Neumann, Dirk and others.  Applying the Montreal Taxonomy to State of the Art E-Negotiation Systems.  Group Decision and Negotiation  12:287-310  July 2003. 
Available online at:  http://proquest.umi.com/pqdweb?did=424427031&Fmt=7&clientId=417&RQT=309&VName=PQD

Noll, Douglas E.  The Six Needs of Conflict.  Business Journal Serving Fresno & the Central San Joaquin Valley, p 8, July 8, 2005. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=f5h&an=17713743

O'Connor, Kathleen M. and Arnold, Josh A.  Fear and Loathing in Negotiation:  How Anticipatory Stress Affects Bargainers.  New York, Johnson School, Cornell University, 2006.  34 p.  (Johnson School research paper series, #19-06).
Available online at:  http://papers.ssrn.com/sol3/Delivery.cfm/SSRN_ID908849_code170891.pdf?abstractid=908849&mirid=1

Obeidi, Amer and others.  The Role of Emotions in Envisioning Outcomes in Conflict Analysis.  Group Decision and Negotiation  14:481-500  November 2005. 
Available online at:  http://proquest.umi.com/pqdweb?did=973206941&Fmt=7&clientId=417&RQT=309&VName=PQD

Paese, Paul W. and others.  Caught Telling the Truth:  Effects of Honesty and Communication Media in Distributive Negotiations.  Group Decision and Negotiation  12:537-566  November 2003. 
Available online at:  http://proquest.umi.com/pqdweb?did=456997331&Fmt=7&clientId=417&RQT=309&VName=PQD

Parks, Craig D. and Komorita, Samuel S.  Reciprocity Research and Its Implications for the Negotiation Process.  International Negotiation  3, no.2:151-169  1998. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=12609101

Paulson, Gaylen D. and Naquin, Charles E.  Establishing Trust via Technology:  Long Distance Practices and Pitfalls.  International Negotiation  9, no.2:229-244  2004. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=14974594

Pesendorfer, Eva-Maria and Koeszegi, Sabine T.  Hot Versus Cool Behavioural Styles in Electronic Negotiations:  The Impact of Communication Mode.  Group Decision and Negotiation  15:141-155  March 2006. 
Available online at:  http://proquest.umi.com/pqdweb?did=1049439131&Fmt=7&clientId=417&RQT=309&VName=PQD

Pollack, Irwin.  12 Ways to Improve Your Negotiation Skills.  Fort Worth Business Press  17:9  December 17, 2004. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=f5h&an=15509019

Pruitt, Dean G.  Field Experiments on Social Conflict.  International Negotiation  10, no.1:33-49  2005. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=17751130

Pruitt, Dean G.  Negotiation Theory and the Development of Identity.  International Negotiation  6, no.2:269-279  2001. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=12609186

Rebstock, Michael and others.  Supporting Interactive Multi-Attribute Electronic Negotiations with ebXML.  Group Decision and Negotiation  12:269-286  July 2003.
Available online at:  http://proquest.umi.com/pqdweb?did=424427051&Fmt=7&clientId=417&RQT=309&VName=PQD

Reyes-Moro, A. and others.  Embedding Decision Support in E-Sourcing Tools:  Quotes, A Case Study.  Group Decision and Negotiation  12:347-355  July 2003.
Available online at:  http://proquest.umi.com/pqdweb?did=424427061&Fmt=7&clientId=417&RQT=309&VName=PQD

Rutkowski, Anne-Françoise and others.  Group Decision Support Systems and Patterns of Interpersonal Communication to Improve Ethical Negotiation in Dyads.  International Negotiation  9, no.1:11-30  2004. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=13605543

Scherrer, Vanessa.  Political Identity Negotiation with in Individuals: The Case of Young Activists.  International Negotiation 6, no.2:229-250  2001. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=12609188

Shakun, Melvin F.  Multi-bilateral Multi-issue E-negotiation in E-commerce with a Tit-for-Tat Computer Agent.  Group Decision and Negotiation  14:383-392  September 2005. 
Available online at:  http://proquest.umi.com/pqdweb?did=898768461&Fmt=7&clientId=417&RQT=309&VName=PQD

Shakun, Melvin F.  Spiritual Rationality:  Integrating Faith-Based and Secular-Based Problem Solving and Negotiation as Systems Design for Right Action.  Group Decision and Negotiation  15:1-19  January 2006. 
Available online at:  http://proquest.umi.com/pqdweb?did=988952711&Fmt=7&clientId=417&RQT=309&VName=PQD

Shapiro, Daniel L.  Negotiating Emotions.  Conflict Resolution Quarterly  20:67-82  Fall 2002. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=aph&an=9132004

Shapiro, Daniel L.  Teaching Students How to Use Emotions as They Negotiate.  Negotiation Journal  22:105-109  January 2006. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&an=19398142

Sinaceur, Marwan and Neale, Margaret A.  Not All Threats are Created Equal:  How Implicitness and Timing Affect the Effectiveness of Threats in Negotiations.  Group Decision and Negotiation  14:63-85  January 2005. 
Available online at:  http://proquest.umi.com/pqdweb?did=829305751&Fmt=7&clientId=417&RQT=309&VName=PQD

Smith, Philip L. and others.  Markov Chain Models of Communication Processes in Negotiation.  International Negotiation  10, no.1:97-113  2005. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=17751147

Spector, Bertram I. and Wolf, Amanda.  Negotiating Security:  New Goals, Changed Process.  International Negotiation  5, no.3:411-426  2000.
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=12609173

Stiemerling, Oliver and Wulf, Volker.  Beyond "Yes or No"--Extending Access Control in Groupware with Awareness and Negotiation.  Group Decision and Negotiation  9:221-235  May 2000. 
Available online at:  http://proquest.umi.com/pqdweb?did=403870541&Fmt=7&clientId=417&RQT=309&VName=PQD

Strobel, Michael and Stolze, Markus.  A Matchmaking Component for the Discovery of Agreement and Negotiation Spaces in Electronic Markets.  Group Decision and Negotiation  11:165-181  March 2002. 
Available online at:  http://proquest.umi.com/pqdweb?did=403883841&Fmt=7&clientId=417&RQT=309&VName=PQD

Strobel, Michael and Weinhardt, Christof.  The Montreal Taxonomy for Electronic Negotiations.  Group Decision and Negotiation  12:143-164  March 2003. 
Available online at:  http://proquest.umi.com/pqdweb?did=331764911&Fmt=7&clientId=417&RQT=309&VName=PQD

Stuhlmacher, Alice F. and Champagne, Matthew V.  The Impact of Time Pressure and Information on Negotiation Process and Decisions.  Group Decision and Negotiation  9:471-491  November 2000. 
Available online at:  http://proquest.umi.com/pqdweb?did=403886961&Fmt=7&clientId=417&RQT=309&VName=PQD

Susskind, Lawrence.  First, Find the Facts.  Negotiation, pp 3-5, December 2003.
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=13520202

Swaab, Roderick and others.  Negotiation Support Systems:  Communication and Information as Antecedents of Negotiation Settlement.  International Negotiation  9, no.1:59-78  2004. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=13605541

Tajima, May and Fraser, Niall M.  Logrolling Procedure for Multi-Issue Negotiation.  Group Decision and Negotiation  10:217-235  May 2001. 
Available online at:  http://proquest.umi.com/pqdweb?did=352533141&Fmt=7&clientId=417&RQT=309&VName=PQD

Tate, Colleen Wedderburn.  Negotiate in Style.  Nursing Standard  20:69  October 19, 2005. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=aph&an=18675423

Taylor, Raymond J.  Change Theory as an Evaluation Tool for a Community Action Board of Directors.  Group Decision and Negotiation  4:377-381  September 2005. 
Available online at:  http://proquest.umi.com/pqdweb?did=898768471&Fmt=7&clientId=417&RQT=309&VName=PQD

Teich, Jeffrey and others.  Conducting Dyadic Multiple Issue Negotiation Experiments:  Methodological Recommendations.  Group Decision and Negotiation  9:347-354  July 2000. 
Available online at:  http://proquest.umi.com/pqdweb?did=403870481&Fmt=7&clientId=417&RQT=309&VName=PQD

Thiessen, Ernest M. and Soberg, Andrea.  SmartSettle Described with the Montreal Taxonomy.  Group Decision and Negotiation  12:165-170  March 2003. 
Available online at:  http://proquest.umi.com/pqdweb?did=331764921&Fmt=7&clientId=417&RQT=309&VName=PQD

Torney-Purta, Judith.  Evaluating Programs Designed to Teach International Content and Negotiation Skills.  International Negotiation  3, no.1:77-97  1998. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=12609091

Ulijn, Jan M. and Lincke, Andreas.  The Effect of CMC and FTF on Negotiation Outcomes Between R&D and Manufacturing Partners in the Supply Chain:  An Anglo/Nordic/Latin Comparison.  International Negotiation  9, no.1:111-140  2004. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=13605539

Van Es, Rober.  Moral Compromise: Owen and Holbrooke Mediating the Bosnia Conflict.  International Negotiation 7, no.2:169-183  2002. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=12609222

Vetschera, Rudolf.  Preference Structures of Negotiators and Negotiation Outcomes.  Group Decision and Negotiation  15:111-125  March 2006. 
Available online at:  http://proquest.umi.com/pqdweb?did=1049439111&Fmt=7&clientId=417&RQT=309&VName=PQD

Volkema, Roger J., Fleck, Denise, and Hofmeister-Toth, Agnes.  Ethicality in Negotiation:  An Analysis of Attitudes, Intentions, and Outcomes.  International Negotiation  9, no.2:315-339  2004. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=14974590

Warter, Bill.  Campus-adr.  July 2003-. 
Website for conflict resolution.  Archives by category (My Topics) or by Date (bottom of left column)
Available online at:  http://www.campus-adr.net/weblog.php

Weingart, Laurie R. and others.  Quantitative Coding of Negotiation Behavior.  International Negotiation  9, no.3:441-455  2004. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=16539727

Wheeler, Michael.  Do You Know Where to Look for the Right Cue?   Negotiation, pp 3-5, December 2003.
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=13520194

Wilkenfeld, Jonathan.  Reflections on Simulation and Experimentation in the Study of Negotiation.  International Negotiation  9, no.3:429-439  2004. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=16539728

Wolfe, Rebecca J. and McGinn, Kathleen L.  Perceived Relative Power and its Influence on Negotiations.  Group Decision and Negotiation  14:3-20  January 2005. 
Available online at:  http://proquest.umi.com/pqdweb?did=829305741&Fmt=7&clientId=417&RQT=309&VName=PQD

Yuan, Yufei and others.  The Effects of Multimedia Communication on Web-Based Negotiation.  Group Decision and Negotiation  12:89-109  March 2003. 
Available online at:  http://proquest.umi.com/pqdweb?did=331764931&Fmt=7&clientId=417&RQT=309&VName=PQD

Zartman, I. William.  Negotiating Identity:  From Metaphor to Process.  International Negotiation  6, no.2:137-140  2001. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=12609192

Zartman, I. William.  Negotiating Internal Conflict:  Incentives and Intractability.  International Negotiation  6, no.3:297-302  2001. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=12609202

Zartman, I. William.  What I Want to Know about Negotiations.  International Negotiation  7, no.1:5-15  2002. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=12609212

Zimmerman, Philip.  Improving Negotiation Skills.  CPA Journal  75:8  May 2005. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&an=17861803

 

Books

Anderson, Kare.  Getting What You Want:  How to Reach Agreement and Resolve Conflict Every Time.  New York, Dutton, 1993.  244 p. 
Offers a three step negotiating strategy.
Book call no.:  158.5  A547g

Calero, Henry H.  Winning the Negotiation.  New York, Hawthorn Books, 1979.  176 p. 
Book call no.:  650.19  C149w

Carnegie Commission on Preventing Deadly Conflict.  Second Progress Report.  Washington, The Commission, Carnegie Corporation of New York, 1996.  43 p. 
Book call no.:  327.17  C289

Carter, Jimmy.  Negotiation, the Alternative to Hostility.  Macon, GA, Mercer University Press, 1984.  57 p. 
Book call no.:  327.2  C323n

Colosi, Thomas R.  On and Off the Record:  Colosi on Negotiation.  2nd ed.  New York, American Arbitration Association, 2001.  121 p. 
Book call no.:  158.5  C719o

Crocker, Chester A. and others.  Taming Intractable Conflicts:  Mediation in the Hardest Cases.  Washington, United States Institute of Peace Press, 2004.  240 p. 
Book call no.:  327.17  C938t

The 50% Solution:  How to Bargain Successfully with Hijackers, Strikers, Bosses, Oil Magnates, Arabs, Russians and Other Worthy Opponents in This Modern World edited by I. William Zartman.  New Haven, CT, Yale University Press, 1987.  552 p. 
Book call no.:  341.52  F469

Fisher, Roger and Shapiro, Daniel.  Beyond Reason:  Using Emotions as You Negotiate.  New York, Viking, 2005.  246 p. 
The Seven Elements of Negotiation, pp 207-208.
Book call no.:  302.3  F535b

Fisher, Roger and others.  Getting to Yes:  Negotiating Agreement Without Giving In.  Boston, Houghton Mifflin, 1991.  200 p. 
Book call no.:  158 F535g  1991

Getting to the Table:  The Processes of International Prenegotiation, edited by Janice Gross Stein.  Baltimore, MD, Johns Hopkins University Press, 1989.  273 p. 
Also available in International Journal, volume 44 (Spring 1989).
Book call no.:  327.1  G394

The Handbook of Dispute Resolution, edited by Michael L. Moffitt and Robert C. Bordone.  San Francisco, CA, Jossey-Bass, 2005.  546 p.  (Program on Negotiation at Harvard Law School).
"A publication of the Program on Negotiation at Harvard Law School."
Book call no.:  347.739  H236

Hopmann, P. Terrence.  The Negotiation Process and the Resolution of International Conflicts.  Columbia, University of South Carolina Press, 1996.  353 p. 
The author believes that diplomacy/negotiation will increasingly replace military action as a means for resolving international disputes. He offers a comprehensive appraisal of the negotiation process including various models, and constructs a framework for analyzing the many dimensions of international negotiations.
Book call no.:  341.52  H797n

International Negotiation:  Analysis, Approaches, Issues, edited by Viktor Aleksandrovich Kremeniuk.  San Francisco, Jossey-Bass, 2002.  556 p. 
Provides chapters on the "Negotiation Process," "Structure of Negotiation," "Strategy in Negotiation," "Approaches and Perspectives," various theories, etc.
Book call no.:  327.2  I61  2002

Lewis, David V.  Power Negotiating Tactics and Techniques.  Englewood Cliffs, NJ, Prentice-Hall, 1981.  243 p. 
Book call no.:  158.5  L673p

Mnookin, Robert H. and others.  Beyond Winning:  Negotiating to Create Value in Deals and Disputes.  Cambridge, MA, Belknap Press of Harvard University Press, 2000.  354 p. 
Book call no.:  347.09  M686b

Multilateral Negotiation and Mediation:  Instruments and Methods, edited by Arthur S. Lall.  New York, International Peace Academy, Pergamon Press, 1985.  206 p. 
Book call no.:  341.52  M961

Negotiation in International Conflict: Understanding Persuasion, edited by Deborah Goodwin and Matthew Midlane.  Portland, OR, Frank Cass, 2002.  179 p. 
Book call no.:  327.17  N384

The Negotiation Process:  Theories and Applications, edited by I. William Zartman.  Beverly Hills, CA, Sage Publications, 1978.  240 p. 
Book call no.:  327  N384

Negotiation Theory and Practice, edited by John William Breslin and Jeffrey Z. Rubin.  Cambridge, MA, Program on Negotiation at Harvard Law School, 1999.  458 p. 
Book call no.:  658.405  N384

Nierenberg, Gerard I.  The Complete Negotiator.  New York, Nierenberg & Zeif Publishers, 1986.  345 p. 
Book call no.:  658.3124  N675f  1986

Preventive Negotiation:  Avoiding Conflict Escalation, edited by I. William Zartman.  Lanham, MD, Rowman & Littlefield, 2001.  336 p. 
Provides more conflict management for various types of international conflicts than negotiation theory, i.e. "Boundary Conflicts", "Divided States: Reunifying without Conquest", "Global Security Conflicts". etc. Does offer a section on "Cooperative Disputes: Knowing When to Negotiate".
Book call no.:  327.17  P9442

Pruitt, Dean G.  Negotiation Behavior.  New York, Academic Press, 1981.  263 p. 
Book call no.:  302.3  P971n

Raiffa, Howard.  The Art and Science of Negotiation.  Cambridge, MA, Belknap Press of Harvard University Press, 1982.  373 p. 
Book call no.:  302.3  R149a

Raiffa, Howard and others.  Negotiation Analysis:  The Science and Art of Collaborative Decision Making.  Cambridge, MA, Belknap Press of Harvard University Press, 2002.  548 p. 
This book synthesizes four approaches to decision making, broadly conceived: individual decision analysis, judgmental decision making, game theory, and negotiation analysis. It has a broad relevance for both the theory and the practice of negotiation analysis as it is applied to disputes that range from those between family members to those involving nations.
Book call no.:  658.4052  R149n

Rangarajan, L. N.  The Limitation of Conflict:  A Theory of Bargaining and Negotiation.  New York, St. Martin's Press, 1985.  327 p. 
Book call no.:  327.2  R197L

Shister, Neil.  10 Minute Guide to Negotiating.  New York, Alpha Books, 1997.  120 p.  (10 minute guides).
Book call no.:  302.3  S558t

Strauss, Anselm L.  Negotiations:  Varieties, Contexts, Processes, and Social Order.  San Francisco, Jossey-Bass, 1978.  275 p. 
Book call no.:  301.15  S912n

Ury, William.  Getting Past No:  Negotiating with Difficult People.  New York, Bantam Books, 1991.  161 p. 
Book call no.:  158.5  U83g

Walker, Michael A. and Harris, George L.  Negotiations:  Six Steps to Success.  Upper Saddle River, NJ, PTR Prentice Hall, 1995.  190 p. 
Book call no.:  658.4  W182n

Warschaw, Tessa Albert.  Winning by Negotiation.  New York, McGraw-Hill, 1980.  286 p. 
Book call no.:  650.19  W295w

Zartman, I. William and Berman, Maureen R.  The Practical Negotiator.  New Haven, CT, Yale University Press, 1982.  250 p. 
Book call no.:  327.2 Z38p

 

Document

Moyer, Jeanette M.  Human Dimensions of Strategic Leadership: A Selected Bibliography.  Carlisle Barracks, PA, U.S. Army War College Library, 2006.  26 p. 
Negotiation, Decision Making, pp 17-20.
Also available online at:  http://www.carlisle.army.mil/library/bibs/humandim06.pdf
Doc. call no.:  M-U  39080-636  2006

 

Periodicals

Allred, Keith G.  The High Cost of Low Trust.  Negotiation  7:1-4  June 2004.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=14016685

Are You Really Ready to Negotiate?  Negotiation  10:1-4  September 2007.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=26225949

Babcock, Linda and Laschever, Sara.  First You Have to Ask.  Negotiation  7:1-3  January 2004.
When women don't negotiate for themselves, their careers can suffer--and so can their organizations.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=15207143

Bazerman, Max H.  Creating Value, Weighing Values.  Negotiation  8:9-11  April 2005.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=16696344

Bazerman, Max H.  The Dangers of Compromise.  Negotiation  8:1-4  February 2005.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=15903252

Bazerman, Max H.  Great Expectations.  Negotiation  7:9-11  January 2004.
Overconfidence can make the best negotiators overestimate their changes of success--and underestimate the value of wise tradeoffs.

Bazerman, Max H.  In Negotiation, Think Before You "Blink".  Negotiation  9:1-3  October 2006.
Contrary to current trends, relying on instinct may do more harm than good at the bargaining table.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=24198879

Bazerman, Max H.  Picking the Right Frame:  Make Your Best Offer Seem Better.  Negotiation  7:9-11  October 2004.
In negotiations, perspective may be everything.  Learn how to frame your position so that your opponent is inclined to be in your favor.

Bazerman, Max H.  Putting Negotiation Training to Work:  Five Ways to Translate Theory into Practice.  Negotiation  8:9-11  September 2005.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=18196176

Bazerman, Max H.  What's It Worth to You?  Negotiation  7:1-4  December 2004.
The wrong assessment of a deal can stand in the way of sensible tradeoffs in negotiation.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=15225794

Bazerman, Max H.  What's Really Relevant?  The Role of Vivid Data in Negotiation.  Negotiation  7:9-11  May 2004.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=13506951

Bazerman, Max H.  The Winner's Curse.  Negotiation  7:1-4  April 2004.
How to recognize when backing away is your best bet in a negotiation.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=14847563

Bazerman, Max H. and Malhotra, Deepak.  It's Not Intuitive:  Strategies for Negotiating More Rationally.  Negotiation  9:9-11  May 2006.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=20673501

Bohnet, Iris.  Status Anxiety.  Negotiation  8:4-6  November 2005.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=18773708

Bohnet, Iris and Greig, Fiona.  Gender Matters in Workplace Decisions.  Negotiation  10:4-6  April 2007.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=24355750

Bohnet, Iris and Meier, Stephan.  How Much Should You Trust?   Negotiation  9:7-9  March 2006.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=19907630

Bordone, Robert C.  Dealing with a Spoiler?  Negotiate Around the Problem.  Negotiation  10:4-6  January 2007.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=24198898

Bordone, Robert C.  Listen Up!  Your Talks May Depend on It.  Negotiation  10:9-11  May 2007.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=24687507

Bordone, Robert C. and Todd, Gillien S.  Have You Negotiated How You'll Negotiate?   Negotiation  8:7-9  September 2005.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=18196175

Cialdini, Robert B.  Everybody's Doing It.  Negotiation  7:7-9  January 2004.
How to leverage the power of social proof--evidence from the environment about the "right" way to behave--to influence the outcome of a negotiation.

Diekmann, Kristina A. and Tenbrunsel, Ann E.  Break Through the Tough Talk.  Negotiation  9:4-6  July 2006.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=24198862

Ertel, Danny.  Getting Past Yes.  Harvard Business Review   82:60-68  November 2004.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=14874787

Fortgang, Ron S. and others.  Negotiating the Spirit of the Deal.  Harvard Business Review  81:66-75   February 2003.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=9018328

Galinsky, Adam D. and Liljenquist, Katie A.  Putting On the Pressure:  How to Make Threats in Negotiations.  Negotiation  7:4-6  December 2004.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=15225801

Galinsky, Adam D. and Magee, Joe C.  Power Plays.  Negotiation  9:1-4  July 2006.
Whether you're the stronger party or the weaker one, power will affect your negotiated outcomes.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=24198861

Galinsky, Adam D. and Schweitzer, Maurice E.  Negotiators:  Think Before You Drink.  Negotiation  10:4-6  July 2007.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=25581812

Goldberg, Stephen B.  Beyond Blame:  Choosing a Mediator.  Negotiation  9:4-6  January 2006.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=19349692

Goldberg, Stephen B.  Borrowing from Baseball:  The Surprising Benefits of Final-Offer Arbitration.  Negotiation  8:4-6  August 2005.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=17784894

Greig, J. Michael.  Stepping Into the Fray:  When Do Mediators Mediate?   American Journal of Political Science  49:249-266  April 2005.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=aph&an=16217300

Guthrie, Chris.  Blind Justice?  Think Twice Before Going to Court.  Negotiation  10:1-4  April 2007.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=24355749

Guthrie, Chris.  Option Overload?  Manage the Choices on the Table.  Negotiation  10:7-9  August 2007.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=25782497

Hackley, Susan.  Can You Break the Cycle of Bad Communication?   Negotiation  8:10-11  May 2005.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=17056827

Hackley, Susan.  Leveraging Emotion in Negotiation.  Negotiation  9:7-9  January 2006.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=19349693

Hackley, Susan.  When Interests Collide:  Managing Many Parties at the Table.  Negotiation  7:7-9  September 2004.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=14859791

Hackley, Susan.  When Life Gives You Lemons:  How to Deal with Difficult People.  Negotiation  7:6-9  November 2004.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=14984809

Hall, Brian J. and Staats, P. Trent.  Do the Numbers Get in Your Way?  Negotiation  7:4-6  November 2004.
It's easier to work with concrete items--things we can measure. But succumbing to this bias can result in bad tradeoffs.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=14984787

Jehn, Karen A. and Greer, Lindred L.  Who's Watching?  How Onlookers Affect Team Talks.  Negotiation  10:1-4  July 2007.
Negotiating in front of supervisors and colleagues can be nerve-racking, but there are ways to avoid common pitfalls.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=25581811

Johnson, Lauren Keller.  Will Your Next Mistake Be Fatal?   Negotiation  8:3-4  December 2005.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=19047876

Kaplan, Michael.  How to Negotiate Anything.  Money  34:116-119  May 2005.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=aph&an=16795023

Kolb, Deborah M.  Will You Thrive--or Just Survive?   Negotiation  8:1-4  January 2005.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=16557617

Kolb, Deborah M. and Carnevale, Peter J.  When Dividing the Pie, Smart Negotiators Get Creative.  Negotiation  10:9-11 January 2007.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=24198900

Korobkin, Russell.  Five Tactics for Increasing Your Bargaining Power.  Negotiation  9:7-9  December 2006.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=24198893

Larkin, Ian.  Negotiations Versus Auctions:  New Advice for Buyers.  Negotiation  10:9-11  August 2007.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=25782498

Lax, David A. and Sebenius, James K.  Anchoring Expectations.  Negotiation  7:9-11  September 2004.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=14859800

Lax, David A. and Sebenius, James K.  Anchoring the Big Picture.  Negotiation  7:9-11  November 2004.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=14984820

Lerner, Jennifer S.  Negotiating under the Influence.  Negotiation  8:1-3  June 2005.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=17209567

Lerner, Jennifer S. and Shonk, Katherine.  Create Accountability, Improve Negotiations.  Negotiation  9:1-4  January 2006.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=19349691

Lewicki, Roy J.  Walk the Lime: Ethical Dilemmas in Negotiation.  Negotiation  10:4-6  May 2007.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=24687505

Liljenquist, Katie A. and Galinsky, Adam D.  Turn Your Adversary into Your Advocate.  Negotiation  10:4-6  June 2007.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=25138860

Loewenstein, Jeffrey and others.  At a Loss for Words:  Dominating the Conversation and the Outcome in Negotiation as a Function of Intricate Arguments and Communication Media.  Organizational Behavior & Human Decision Processes  98:28-38  September 2005.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&an=18258878

Malhotra, Deepak.  Accept or Reject?  Negotiation  7:9-11  August 2004.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=14016795

Malhotra, Deepak.  The Fine Art of Making Concessions.  Negotiation  9:9-11  January 2006.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=19349694

Malhotra, Deepak.  Is Your Counterpart Irrational ... Really?   Negotiation  9:4-6  March 2006.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=19907629

Malhotra, Deepak.  Smart Alternatives to Lying in Negotiation.  Negotiation  7:7-9  May 2004.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=13506947

Malhotra, Deepak.  Will You Negotiate or Litigate?  Negotiation  7:1-3  October 2004.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=15207144

McGinn, Kathleen L.  For Better or Worse:  How Relationships Affect Negotiations.  Negotiation  7:1-3  November 2004.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=14984753

McGinn, Kathleen L. and Wilson, Eric J.  How to Negotiate Successfully Online.  Negotiation  7:7-9  March 2004.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=13500631

Moore, Don.  Are You an Overconfident Negotiator?  Negotiation  10:7-9  June 2007.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=25138861

Moore, Don A.  Deadline Pressure:  Use It to Your Advantage.  Negotiation  7:1-3  August 2004.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=14016783

Neale, Margaret A.  Emotional Strategy.  Negotiation  8:9-11  February 2005.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=15903265

Negotiating with your agent.  Negotiation  10:6-7  September 2007.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=26225951

Negotiation.  December 2003 (v. 6, no. 12)+.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&jid=VBT

O'Connor, Kathleen M. and others.  Negotiators' Bargaining Histories and Their Effects on Future Negotiation Performance.  Journal of Applied Psychology  90:350-362  March 2005.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&an=16585616

Patton, Bruce.  Building Relationships and the Bottom Line:  The Circle of Value Approach to Negotiation.  Negotiation  7:4-7  April 2004.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=14847566

Putnam, Linda L.  Are You Asking the Right Questions?   Negotiation  8:7-9  March 2005.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=16277866

Riley Bowles, Hannah.  Lead the Way:  Resolving In-House Disputes.  Negotiation  10:7-9  April 2007.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=24355751

Salacuse, Jeswald W.  Real Leaders Negotiate.  Negotiation  9:1-3  May 2006.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=20673498

Salacuse, Jeswald W.  Redoing the Deal.  Negotiation  8:1-4  August 2005.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=17784892

Salacuse, Jeswald W.  Write First, Talk Later?  Using Drafts to Make Deals.  Negotiation  10:1-4  February 2007.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=24198903

Sander, Frank E. A.  How to Break a Stalemate.  Negotiation  7:10-11  June 2004.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=14016703

Schweitzer, Maurice E.  Is Your Counterpart Satisfied?   Negotiation  9:7-9  April 2006.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=20371815

Schweitzer, Maurice E.  Wise Negotiators Know When to Say "I'm Sorry".  Negotiation  9:4-6  December 2006.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=24198892

Sebenius, James K.  Negotiation Design for Large, Multistakeholder Projects.  Negotiation  9:4-6  April 2006.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=20371814

Sondak, Harris and Galinsky, Adam D.  Gain Less Pain:  How to Negotiate Burdens.  Negotiation  9:7-9  June 2006.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=21042831

Subramanian, Guhan.  Negotiate Conditions--and Bring Value to the Deal.  Negotiation  10:9-11  April 2007.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=24355752

Subramanian, Guhan.  Taking BATNA to the Next Level.  Negotiation  10:7-9  January 2007.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=24198899

Subramanian, Guhan.  Their Agent, Your Advantage.  Negotiation  9:9-11  June 2006.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=21042832

Subramanian, Guhan.  When You Hold All the Cards.  Negotiation  8:4-6  September 2005.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=18196174

Subramanian, Guhan and Zeckhauser, Richard.  "Negotiauctions":  Taking a Hybrid Approach to the Sale of High-Value Assets.  Negotiation  8:4-6  February 2005.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=15903255

Susskind, Lawrence.  Breaking Robert's Rules:  Consensus-Building Techniques for Group Decision Making.  Negotiation  8:7-9  May 2005.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=17056823

Susskind, Lawrence.  Don't Like Surprises?  Hedge Your Bets With Contingent Agreements.  Negotiation  8:7-9  January 2005.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=16557622

Susskind, Lawrence.  Find More Value at the Bargaining Table.  Negotiation  10:4-6  February 2007.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=24198904

Susskind, Lawrence.  Find the Sweet Spot in Your Next Deal.  Negotiation  10:7-9  May 2007.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=24687506

Susskind, Lawrence.  Full Engagement:  Learning the Most from Negotiation Simulations.  Negotiation  8:9-11  August 2005.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=17784898

Susskind, Lawrence.  Negotiating for Continuous Improvement.  Negotiation  9:4-6  June 2006.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=21042830

Susskind, Lawrence.  Stubborn or Irrational?  How to Cope with a Difficult Negotiation Partner.  Negotiation  7:9-11  December 2004.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=15225811

Susskind, Lawrence.  What's Special about Technology Negotiations?   Negotiation  9:4-6  May 2006.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=20673499

Susskind, Lawrence.  Winning and Blocking Coalitions:  Bring Both to a Crowded Table.  Negotiation  7:4-6  January 2004.

Swaab, Roderick I. and Galinsky, Adam D.  How to Negotiate When You're (Literally) Far Apart.  Negotiation  10:7-9  February 2007.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=24198905

Tenbrunsel, Ann E.  Are You Too Powerful for Your Own Good?   Negotiation  8:1-4  September 2005.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=18196173

Tenbrunsel, Ann E. and Diekmann, Kristina A.  When You're Tempted to Deceive.  Negotiation  10:9-11  July 2007.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=25581814

Tinsley, Catherine H. and O'Connor, Kathleen.  Want the Best Deal Possible?  Cultivate a Cooperative Reputation.  Negotiation  9:1-4  December 2006.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=24198891

Weingart, Laurie R.  Negotiating Differences:  How Contrasting Styles Affect Outcomes.  Negotiation  10:1-4  January 2007.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=24198897

Wheeler, Michael.  Overcoming Stage Fright:  How to Prepare for a Negotiation.  Negotiation  7:7-9  August 2004.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=14016790

Wheeler, Michael.  Poise Under Pressure:  The Well-Balanced Negotiator.  Negotiation  9:9-11  December 2006.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=24198894

Wheeler, Michael.  Too Much of a Good Thing?  The Role of Choice in Negotiation.  Negotiation  7:1-4  September 2004.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=14859808

Wheeler, Michael.  Turn Chaos to Your Advantage.  Negotiation  7:7-9  April 2004.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=14847571

Wheeler, Michael.  What About the Fine Print?  Negotiation   10:1-4  May 2007.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=24687504


Business Negotiations
Return to Contents


Internet Resources

Adubato, Steve.  Friendship Trumps Logic in Negotiations.  njbiz  18:15  November 14, 2005. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=f5h&an=18898061

Appelman, Jaco and others.  The Dynamics of Negotiation in a Global Inter-Organizational Network:  Findings from the Air Transport and Travel Industry.  Group Decision and Negotiation  11:145-163  March 2002. 
Available online at:  http://proquest.umi.com/pqdweb?did=403883871&Fmt=7&clientId=417&RQT=309&VName=PQD

Aquino, Karl and Becker, Thomas E.  Lying in Negotiations:  How Individual and Situational Factors Influence the Use of Neutralization Strategies.  Journal of Organizational Behavior  26:661-679  September 2005. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&an=17888549

The Art of Contract Negotiations.  Edutech Report  21:4-5  April 2005. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=aph&an=16607135

Bui, Tung and others.  A Multi-Attribute Negotiation Support System with Market Signaling for Electronic Markets.  Group Decision and Negotiation  10:515-537  November 2001. 
Available online at:  http://proquest.umi.com/pqdweb?did=352534121&Fmt=7&clientId=417&RQT=309&VName=PQD

Butt, Arif Nazir and others.  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  26:681-704  September 2005. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&an=17888552

de Moor, Aldo and Weigand, Hans.  Business Negotiation Support: Theory and Practice.  International Negotiation  9, no.1:31-57  2004. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=13605542

Di Frances, John.  Use the Pros' Negotiation Strategies.  Selling, pp 12-13, December 2005. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&an=19337708

Duvallet, Jeanne and others.  A Game Theoretical Approach of Price Negotiation and Coordination in an Innovative Firm-Supplier Context:  An Experimental Analysis.  International Negotiation  9, no.2:245-269  2004. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=14974593

Feiertag, Howard.  Knowledge Is Power When It's Time to Negotiate.  Hotel & Motel Management  220:10  May 16, 2005. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&an=17044538

Hall, John R.  The Art of Compromise:  Is It Good for Business?  Air Conditioning Heating & Refrigeration News  225:12-14  June 6, 2005. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=f5h&an=17276965

Klein, Mark and others.  Negotiating Complex Contracts.  Group Decision and Negotiation  12:111-125  March 2003. 
Available online at:  http://proquest.umi.com/pqdweb?did=331764941&Fmt=7&clientId=417&RQT=309&VName=PQD

Kresic, Mladen D. and Rosen, Harvey L.  When Not Negotiating Is Not an Option.  Westchester County Business Journal  44:38  May 30, 2005. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=f5h&an=17960890

Li, Haifei and others.  Design and Implementation of Business Objects for Automated Business Negotiations.  Group Decision and Negotiation  11:23-44  January 2002. 
Available online at:  http://proquest.umi.com/pqdweb?did=403891321&Fmt=7&clientId=417&RQT=309&VName=PQD

Lomuscio, Alessio R. and others.  A Classification Scheme for Negotiation in Electronic Commerce.  Group Decision and Negotiation  12:31-56  January 2003. 
Available online at:  http://proquest.umi.com/pqdweb?did=324280891&Fmt=7&clientId=417&RQT=309&VName=PQD

McRae, Brad.  The Seven Strategies of Master Negotiators.  Ivey Business Journal  69:1-8  May-June 2005. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&an=17557096

Mulcahy, Kieran.  Disputes and Litigation:  Is There an Easier Way?  Accountancy Ireland  37:42-44  October 2005. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&an=18533936

Pollack, Irwin.  Follow Negotiation ABC's for Effective Marketing.  Fort Worth Business Press  18:32  April 18, 2005. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=f5h&an=16924885

Roemer, Christina and others.  A Comparison of American and Russian Patterns of Behavior in Buyer-Seller Negotiations Using Observational Measures.  International Negotiation  4, no.1:37-61  1999. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=12609120

Ten Ways to...Negotiate a Deal.  Management Today, p 14, October 2005. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&an=18550089

Tinsley, Catherine H. and others.  Adopting a Dual Lens Approach for Examining the Dilemma of Differences in International Business Negotiations.  International Negotiation  4, no.1:5-22  1999. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=12609122

Usui, Mikoto.  Sustainable Development Diplomacy in the Private Business Sector:  An Integrative Perspective on Game Change Strategies at Multiple Levels.  International Negotiation  8, no.2:267-310  2003. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=12360810

Weigand, Hans and others.  B2B Negotiation Support:  The Need for a Communication Perspective.  Group Decision and Negotiation  12:3-29  January 2003. 
Available online at:  http://proquest.umi.com/pqdweb?did=324280901&Fmt=7&clientId=417&RQT=309&VName=PQD

Weiss, Stephen E.  International Business Negotiation in a Globalizing World: Reflections on the Contributions and Future of a (Sub) Field.  International Negotiation  11, no.2:287-316  2006. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=23235904

Weiss, Stephen E. and others.  The General Motors-Toyota Joint Venture, 1982-84.  International Negotiation  1, no.2:277-292  1996.
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=12609055

William Zartman, I.  Negotiating Internal, Ethnic and Identity Conflicts in a Globalized World.  International Negotiation  11, no.2:253-272  2006. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=23235906

 

Books

Harvard Business Essentials:  Negotiation.  Boston, Harvard Business School Press, 2003.  170 p.  (The Harvard business essentials series).
Book call no.:  658.4052  H339

Meunier, Sophie.  Trading Voices: The European Union in International Commercial Negotiation.  Princeton, NJ, Princeton University Press, 2005.  223 p. 
Book call no.:  382.91  M597t

Reardon, Kathleen Kelley.  It's All Politics : Winning in a World Where Hard Work and Talent Aren't Enough.  New York, Currency/Doubleday, 2005.  248 p. 
Book call no.:  650.13  R288i

Thompson, Leigh L.  The Mind and Heart of the Negotiator.  3rd ed.  Upper Saddle River, NJ, Pearson/Prentice Hall, 2005.  434 p. 
Book call no.:  658.4052  T473m

Welch, Jack and Welch, Suzy.  Winning.  New York, HarperBusiness, 2005.  372 p. 
Book call no.:  658.409  W439w

 

Periodicals

Balachandra, Lakshmi and Wheeler, Michael.  What Negotiators Can Learn from Improv Comedy.  Negotiation  9:1-3  August 2006.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=24198867

Bargaining at Fever Pitch.  Negotiation  10:5  September 2007.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=26225950

Bazerman, Max H.  Beware Your Counterpart's Biases.  Negotiation  8:4-6  December 2005.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=19047872

Bazerman, Max H.  Do You Know When to Walk Away?  Negotiation  7:7-9  February 2004.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=13500598

Bazerman, Max H.  The High Cost of Close Focus.  Negotiation  7:7-11  July 2004.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=14016725

Bazerman, Max H. and others.  When Good People (Seem to) Negotiate in Bad Faith.  Negotiation  8:1-4  October 2005.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=19843438

Bohnet, Iris.  Did You Give at the Office?  Leveraging the Power of Reciprocity.  Negotiation  8:7-9  July 2005.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=17520974

Bohnet, Iris.  What to Do When They Say "Not in My Backyard!"  Negotiation  9:6-9  August 2006.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=24198869

Bonnet, Iris.  The Payoff of Trust.  Negotiation  7:9-11  July 2004.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=14016727

Bordone, Robert C.  Divide the Pie--Without Antagonizing the Other Side.  Negotiation  9:4-6  November 2006.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=24198886

Bordone, Robert C. and Moffitt, Michael L.  Create Value Out of Conflict.  Negotiation  9:1-4  June 2006.
Savvy business leaders search for the same value-creation opportunities in disputes as they do in deals.  Here are six ways to extract benefit from conflict.
Also available online at:   http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=21042829

Diekmann, Kristina A. and Galinsky, Adam D.  Overconfident, Underprepared:  Why You May Not Be Ready to Negotiate.  Negotiation  9:6-9  October 2006.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=24198881

Galinsky, Adam D.  Should You Make the First Offer?  Negotiation  7:1-4  July 2004.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=14016716

Galinsky, Adam D. and others.  The View from the Other Side of the Table.  Negotiation  9:1-4  March 2006.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=19907628

Garrett, Gregory A.  The World We Live In--Contract Negotiation Skills Gap.  Contract Management  44:34-40  December 2004.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&an=15519967

Goldberg, Stephen B.  Get the Best Possible Deal in Mediation.  Negotiation  9:1-4  November 2006.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=24198885

Goldberg, Stephen B.  The Mediator as Negotiation Adviser.  Negotiation  9:7-9  May 2006.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=20673500

Hackley, Susan.  Balancing Act:  How to Manage Negotiation Tensions.  Negotiation  8:7-9  February 2005.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=15903261

Hackley, Susan.  Focus Your Negotiations on What Really Matters.  Negotiation  9:9-11  September 2006.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=24198876

Hackley, Susan.  Negotiating for the Victims of Nazi Germany.  Negotiation  7:4-6  May 2004.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=13506944

Liljenquist, Katie A. and Galinsky, Adam D.  How to Defuse Threats at the Bargaining Table.  Negotiation  9:1-4  September 2006.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=24198873

Malhotra, Deepak.  Dealing with Distrust?  Negotiate the Process.  Negotiation  9:7-9  November 2006.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=24198887

Malhotra, Deepak.  Make Your Weak Position Strong.  Negotiation  8:1-4  July 2005.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=17520966

Malhotra, Deepak.  Making Threats Credible.  Negotiation  8:1-4  March 2005.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=16277872

Malhotra, Deepak.  The Perils of Negotiating to Win.  Negotiation  10:1-4  March 2007.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=24198909

Malhotra, Deepak.  Risky Business:  Trust in Negotiations.  Negotiation  7:1-4  February 2004.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=13500592

Malhotra, Deepak and Bazerman, Max H.  Pitch Your Offer--and Close the Deal.  Negotiation  10:1-4  August 2007.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=25782495

Mannix, Elizabeth A.  Strength in Numbers:  Negotiating as a Team.  Negotiation  8:1-4  May 2005.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=17056815

Mannix, Elizabeth A.  Three Keys to Navigating Multiparty Negotiations.  Negotiation  9:4-6  February 2006.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=19626915

Medvec, Victoria Husted and Galinsky, Adam D.  Putting More on the Table:  How Making Multiple Offers Can Increase the Final Value of the Deal.  Negotiation  8:4-6  April 2005.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=16696339

Menkel-Meadow, Carrie.  Know When to Show Your Hand.  Negotiation  10:1-4  June 2007.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=25138859

Mnookin, Robert H.  Turn Disputes into Deals.  Negotiation  7:1-4  May 2004.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=13506937

Moore, Don A.  Do You Know How Much You Really Care?  Negotiation  8:3-5  June 2005.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=17209576

Movius, Hal.  When Individual Bargaining Skills Aren't Enough.  Negotiation  10:4-6  March 2007.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=24198910

Nackley, Susan.  When You're Stuck in the Middle.  Negotiation  8:4-6  October 2005.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=19843439

Nadler, Janice.  Build Rapport--And a Better Deal.  Negotiation  10:9-11  March 2007.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=24198912

Pradel, Dina W., Bowles, Hannah Riley, and McGinn, Kathleen L.  When Does Gender Matter in Negotiation?  Negotiation  8:9-11  November 2005.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=18773710

Salacuse, Jeswald W.  The Deal Is Done--Now What?  Negotiation  8:1-4  November 2005.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=18773707

Salacuse, Jeswald W.  Great Deal--But How Will It Play at the Office?  Negotiation  9:4-6  October 2006.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=24198880

Salacuse, Jeswald W.  Your Place or Mine?  Deciding Where to Negotiate.  Negotiation  8:7-9  April 2005.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=16696341

Sander, Frank E. A. and Bordone, Robert C.  All in the Family:  Managing Business Disputes with Relatives.  Negotiation  9:9-11  March 2006.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=19907631

Sander, Frank E. A. and Bordone, Robert C.  Early Intervention:  How to Minimize the Cost of Conflict.  Negotiation  8:4-6  March 2005.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=16277863

Sander, Frank E. A. and Bordone, Robert C.  Keep It Out of Court:  Resolving Differences In-House.  Negotiation  8:9-11  July 2005.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=17520978

Schweitzer, Maurice E.  Aim High, Improve Negotiation Results.  Negotiation  9:4-6  August 2006.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=24198868

Schweitzer, Maurice E.  Call Their Bluff!  Detecting Deception in Negotiation.  Negotiation  10:7-9  March 2007.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=24198911

Schweitzer, Maurice E.  Negotiators Lie.  Negotiation  8:1-4  December 2005.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=19047871

Sebenius, James K.  Do a 3-D Audit of Barriers to Agreement.  Negotiation  9:7-9  February 2006.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=19626916

Sebenius, James K.  Facing a Protracted Dispute?  Consider a "Virtual Strike."  Negotiation  9:7-9  September 2006.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=24198875

Sebenius, James K.  Mapping Backward:  Negotiating in the Right Sequence.  Negotiation  7:4-6  June 2004.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=14016693

Sebenius, James K.  Negotiating in Three Dimensions.  Negotiation  7:4-6  February 2004.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=13500596

Sebenius, James K.  What Divides You May Unite You.  Negotiation  8:4-6  July 2005.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=17520971

Sebenius, James K.  When a Contract Isn't Enough:  How to Be Sure Your Agent Gets You the Best Deal.  Negotiation  7:4-6  July 2004.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=14016721

Subramanian, Guhan.  Before the Damage Is Done.  Negotiation  8:4-6  May 2005.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=17056818

Subramanian, Guhan.  A Contingent Contract?  Weigh the Costs and Benefits of Making a "Bet."  Negotiation  9:9-11  August 2006.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=24198870

Subramanian, Guhan.  Contracts 101:  What Every Negotiator Should Know about Contract and Agency Law.  Negotiation  9:9-11  February 2006.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=19626917

Subramanian, Guhan.  Hands Off!  Negotiating Exclusivity.  Negotiation  8:7-9  October 2005.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=19843440

Subramanian, Guhan.  Matching Rights:  A Boon to Both Sides.  Negotiation  8:7-9  December 2005.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=19047873

Subramanian, Guhan and Zeckhauser, Richard.  For Sale, but How?  Auctions Versus Negotiations.  Negotiation  7:7-9  October 2004.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=25797866

Subramanian, Guhan and Zeckhauser, Richard.  On the Block:  Choose the Best Type of Auction.  Negotiation  7:7-9  December 2004.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=15225803

Susskind, Lawrence.  Bring Talks Back on Track with Facilitation.  Negotiation  9:4-6  September 2006.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=24198874

Susskind, Lawrence.  Finding a Good Negotiation Coach.  Negotiation  10:4-6  August 2007.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=25782496

Susskind, Lawrence.  Handle With Care:  Negotiating Strategic Alliances.  Negotiation  8:1-3  April 2005.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=16696337

Susskind, Lawrence.  Negotiating with a 900-Pound Gorilla.  Negotiation  9:1-4  February 2006.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=19626914

Susskind, Lawrence.  Negotiating with Regulators.  Negotiation  8:7-9  November 2005.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=18773709

Susskind, Lawrence.  Negotiation Training:  Are You Getting Your Money's Worth?  Negotiation  7:4-6  August 2004.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=14016787

Susskind, Lawrence.  A Question of Ethics.  Negotiation  10:8  September 2007.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=26225952

Susskind, Lawrence.  Think Fast! Expect the Unexpected at the Bargaining Table.  Negotiation  9:9-11  November 2006.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=24198888

Susskind, Lawrence.  When You Shouldn't Go It Alone.  Negotiation  7:9-11  March 2004.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=13500637

Wade-Benzoni, Kimberly A.  Take the Long View.  Negotiation  9:9-11  April 2006.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=20371816

Wheeler, Michael.  Better or Best: Keeping Your Options Open.  Negotiation  8:9-11  March 2005.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=16277869

Wheeler, Michael.  Closing the Deal.  Negotiation  9:1-4  April 2006.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=20371813

Wheeler, Michael.  Fair Enough?  An Ethical Fitness Quiz for Negotiators.  Negotiation  7:1-4  March 2004.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=13500625

Wheeler, Michael.  Set Off a Chain Reaction.  Negotiation  8:4-6  June 2005.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=17209571

Wheeler, Michael.  Want to Pull Ahead of the Competition?  Negotiation  8:9-11  October 2005.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=19843441

Wheeler, Michael.  When the Only Constant Is Change.  Negotiation  8:9-11  December 2005.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=19047874

Wheeler, Michael.  Which Comes First?  How to Handle Linked Negotiations.  Negotiation  8:9-11  January 2005.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=16557625


Case Studies
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Internet Resources

Noakes, Donald J. and others.  The Pacific Salmon Treaty: A Century of Debate and an Uncertain Future.  Group Decision and Negotiation 14:501-522  November 2005. 
Available online at:  http://proquest.umi.com/pqdweb?did=973206951&Fmt=7&clientId=417&RQT=309&VName=PQD

Zartman, I. William.  Comparative Case Studies.  International Negotiation  10, no.1:3-15  2005. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=17751120

 

Books

Beilin, Yossi.  Touching Peace:  From the Oslo Accord to a Final Agreement.  London, Weidenfeld & Nicolson, 1999.  292 p. 
Yossi Beilin, the initiator of the Oslo peace process, provides an inside account of the secret talks that broke all the official rules and led, sixteen months later, to the famous handshake in September 1993 between Rabin and Arafat on the White House lawn. He describes the subsequent Stockholm dialogue, which came to a promising conclusion just five days before Rabin's assassination, and reveals details of the unofficial understanding reached with PLO Deputy Abu Mazen on the content of a final peace between Israelis and Palestinians.
Book call no.:  956.053  B422t

Bennett, Paul R.  Russian Negotiating Strategy:  Analytic Case Studies from Salt to Start.  Commack, NY, Nova Science Publishers, 1997.  163 p. 
Book call no.:  327.1740947  B472r

Challenges to Peacebuilding:  Managing Spoilers during Conflict Resolution, edited by Edward Newman and Oliver P. Richmond.  Tokyo, Japan, United Nations University Press, 2006.  329 p. 
Book call no.:  327.172  C437

Downs, Chuck.  Over the Line:  North Korea's Negotiating Strategy.  Washington, AEI Press, 1999.  337 p. 
Offers the full record of North Korea's negotiations, describes motives and objectives, assesses negotiating tactics, and draws important conclusions from that nation's manipulation of international talks.
Book call no.:  327.5193  D751o

Effective Negotiation:  Case Studies in Conference Diplomacy, edited by Johan Kaufmann.  Boston, M. Nijhoff, 1989.  316 p. 
Book call no.:  341.2  E27

Gazit, Mordechai.  Israeli Diplomacy and the Quest for Peace.  Portland, OR, Frank Cass, 2002.  260 p.
Offers a selection of articles by former senior Israeli diplomat, Mordechai Gazit including: "Negotiations - Direct and Indirect," "Israeli-Jordan Peace Negotiations (1949-51):  King Abdallah's Lonely Effort," "Ben-Gurion and Gaza," "Ben-Gurion, Gaza and French Mediation," etc.
Book call no.:  327.5694  G289i

Hampson, Fen Osler and Hart, Michael.  Multilateral Negotiations:  Lessons from Arms Control, Trade, and the Environment.  Baltimore, MD, Johns Hopkins University Press, 1995.   421 p. 
Book call no.:  302.3  H231m

How Israelis and Palestinians Negotiate:  A Cross-Cultural Analysis of the Oslo Peace Process, edited by Tamara Cofman Wittes.  Washington, United States Institute of Peace Press, 2005.  160 p. 
Book call no.:  956.94054  H847

International Crisis Group.  Nepal's New Alliance the Mainstream Parties and the Maoists.  Brussels, Belg., International Crisis Group, 2005.  36 p.  (Asia report, no. 106).
Also available online at:  http://www.crisisgroup.org/home/index.cfm?l=1&id=3810
Book call no.:  320.95495  N4391

Joy, Charles Turner and Goodman, Allan E.  Negotiating While Fighting:  The Diary of Admiral C. Turner Joy at the Korean Armistice Conference.  Stanford, CA, Hoover Institution Press, 1978.  476 p. 
Book call no.:  951.9  J88n

Kivimäki, Timo.  US-Indonesian Hegemonic Bargaining:  Strength of Weakness.  Burlington, VT, Ashgate, 2003.  300 p. 
Book call no.:  327.598073  K62u

Kline, Harvey F.  Chronicle of a Failure Foretold:  The Peace Process of Colombian President Andrés Pastrana.  Tuscaloosa, University of Alabama Press, 2007.  229 p. 
Book call no.:  986.10634  K65c

Miscamble, Wilson D.  From Roosevelt to Truman:  Potsdam, Hiroshima, and the Cold War.  Cambridge, UK, Cambridge University Press, 2007.  393 p. 
Book call no.:  327.73009  M678f

Mobilizing for Peace:  Conflict Resolution in Northern Ireland, Israel/Palestine, and South Africa, edited by Benjamin Gidron and others.  New York, Oxford University Press, 2002.  290 p. 
Book call no.:  303.69  M687

Peace Versus Justice:  Negotiating Forward- and Backward-Looking Outcomes, edited by I. William Zartman and Viktor Aleksandrovich Kremeniuk.  Lanham, MD, Rowman & Littlefield, 2005.  347 p. 
Book call no.:  327.17  P3552

Peters, Joel.  Pathways to Peace:  The Multilateral Arab-Israeli Peace Talks.  London, Royal Institute of International Affairs, 1996.  110 p. 
Book call no.:  327.5605694  P482p

Power and Negotiation, edited by I. William Zartman and Jeffrey Z. Rubin.  Ann Arbor, University of Michigan Press, 2000.  304 p. 
Book call no.:  327.17 P887

Roett, Riordan.  Dialogue and Armed Conflict:  Negotiating the Civil War in El Salvador.  Washington, Foreign Policy Institute, School of Advanced International Studies, Johns Hopkins University, 1988.  40 p. 
Book call no.:  972.84053  R719d

Rose, Gideon Gregory.  Victory and Its Substitutes:  Foreign Policy Decisionmaking at the Ends of Wars.  Cambridge, MA, Harvard University, 1994.  450 p.  (Thesis).
Provides information on the negotiations and actions that ended World Wars I and II, the Korean War, and Vietnamese Conflict.
Book call no.:  327.09  R796v

Security Cooperation in the Western Hemisphere:  Resolving the Ecuador-Peru Conflict, edited by Gabriel Marcella and Richard Downes.  Boulder, CO, North-South Center Press, University of Miami, 1999.  256 p. 
Book call no.:  986.6074  S446

Stein, Kenneth W.  Heroic Diplomacy:  Sadat, Kissinger, Carter, Begin, and the Quest for Arab-Israeli Peace.  New York, Routledge, 1999.  324 p. 
Also available online at:  http://www.netLibrary.com/urlapi.asp?action=summary&v=1&bookid=79913
Book call no.:  956.04  S819h

Watkins, Michael.  Breakthrough International Negotiation:  How Great Negotiators Transformed the World's Toughest Post-Cold War Conflicts.  San Francisco, Jossey-Bass, 2001.  346 p. 
Offers case studies of negotiations with North Korea, the Oslo process, the Persian Gulf coalition, and ending conflict in Bosnia.
Book call no.:  327.17  W335b

Wheeler, Michael O.  International Security Negotiations:  Lessons Learned from Negotiating with the Russians on Nuclear Arms.  Colorado Springs, CO, USAF Institute for National Security Studies, 2006.  100 p.  (INSS occasional paper, 62).
Also available online at:  http://www.usafa.af.mil/df/inss/OCP/ocp62.pdf
Book call no.:  327.1747  W563i

Xia, Yafeng.  Negotiating with the Enemy:  U.S.-China Talks during the Cold War, 1949-1972.  Bloomington, Indiana University Press, 2006.  326 p. 
Book call no.:  327.7305109  X6n

 

Documents

Blackburn, William R.  The Influence of Soviet and American Political Culture on Negotiating Positions:  The Intermediate-Range Nuclear Force Case.  Monterey, CA, Naval Postgraduate School, 1984.  132 p.  (Thesis).
Doc. call no.:  M-U  42525  B628i

Cronin, Richard P.  Afghanistan Peace Talks:  An Annotated Chronology and Analysis of the United Nations-Sponsored Negotiations.  Washington, Congressional Research Service, Library of Congress, 1988.  37 p.  (Report to Congress).
Doc. call no.:  M-U  42953-1  no.88-149 F

Donovan, Paul.  Another Lesson from Vietnam.  Carlisle Barracks, PA, Army War College, 1973.  29 p.  (Monograph).
Doc. call no.:  M-U  39080-11  D687a

Harrison, William T.  Military Armistice in Korea:  A Case Study for Strategic Leaders.  Carlisle Barracks, PA, U.S. Army War College, 2002.  39 p.  (USAWC strategy research project).
Also available online at:  http://handle.dtic.mil/100.2/ADA404504
Book call no.:  M-U  39080-537  H323m

Harrod, Timothy D.  The Camp David Accords:  A Model for a Syrian/Israeli Peace Agreement.  Carlisle Barracks, PA, U.S. Army War College, 1998.  28 p.  (USAWC strategy research project).
Doc. call no.:  M-U  39080-537  H292c

Lewane, Leonard L.  Fighting and Negotiating Against the Communists: A  Case Study of the Korean Armistice Negotiations.  Maxwell AFB, AL, Air War College, Air University, 1969.  117 p.  (Research report).
Doc. call no.:  M-U  32983  L669f

Morris, Davis O.  Negotiations in Vietnam:  A View from the North.  Maxwell AFB, AL, Air War College, Air University, 1968.  74 p.  (Research report).
Doc. call no.:  M-U  32983  M8751n

O'Donovan, Sean Michael.  The British-IRA Prenegotiations and the Effect of United States Involvement.  Monterey, CA, Naval Postgraduate School, 1996.  74 p. 
Thesis (M.S.)--Naval Postgraduate School, 1996.
Doc. call no.:  M-U  42525  O263b

Thai, V. V.  Fighting and Negotiating in Vietnam:  A Strategy.  Santa Monica, CA, RAND Corp., 1969.  68 p. 
Doc. call no.:  M-U  30352-9  no.5997-ARPA


Cross Cultural Aspects
Return to Contents


Internet Resources

Abu-Nimer, Mohammed.  Conflict Resolution Training in the Middle East:  Lessons to be Learned.  International Negotiation  3, no.1:99-116  1998. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=12609090

Al-Ghamdi, Salem M.  Success and Failure in Saudi-American Negotiations:  American Views.   International Negotiation  4, no.1:23-36  1999. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=12609121

Avruch, Kevin and Zheng Wang.  Culture, Apology, and International Negotiation:  The Case of the Sino-U.S. "Spy Plane" Crisis.  International Negotiation  10, no.2:337-353  2005. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=17912756

Bercovitch, Jacob and Elgström, Ole.  Culture and International Mediation:  Exploring Theoretical and Empirical Linkages.  International Negotiation  6, no.1:3-23  2001. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=12609182

Brett, Jeanne M.  Negotiating Globally:  How to Negotiate Deals, Resolve Disputes, and Make Decisions across Cultural Boundaries.  San Francisco, Jossey-Bass, 2001.  246 p. 
Available online at:  http://www.netlibrary.com/urlapi.asp?action=summary&v=1&bookid=59799

Doerre, Sharon.  Negotiating Gender and Authority in Northern Syria.  International Negotiation  6, no.2:251-268  2001. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=12609187

Druckman, Daniel.  Is There a U.S. Negotiating Style?  International Negotiation  1, no.2:327-334  1996. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=12609062&site=ehost-live

Faure, Guy Olivier.  Negotiations to Set Up Joint Ventures in China.  International Negotiation 5, no.1:157-189  2000. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=12609148

Friedman, Ray.  Studying Negotiations in Context:  An Ethnographic Approach.  International Negotiation  9, no.3:375-384  2004. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=16539732

Huang, Xu and Van de Vliert, Evert.  A Multilevel Approach to Investigating Cross-National Differences in Negotiation Processes.  International Negotiation  9, no.3:471-484  2004. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=16539738

Jehn, Karen and Weigelt, Keith.  Chinese Thought, Game Theory, and Strategic International Negotiations.  International Negotiation  4, no.1:79-93  1999. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=12609118

Jensen, Lloyd.  Negotiations and Power Asymmetries:  The Cases of Bosnia, Northern Ireland and Sri Lanka.  International Negotiation  2, no.1:21-41  1997. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=12609072

Koeszegi, Sabine and others.  National Cultural Differences in the Use and Perception of Internet-based NSS:  Does High or Low Context Matter?  International Negotiation  9, no.1:79-109  2004. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=13605540

Koh, Tommy T. B.  American Strengths and Weaknesses.  International Negotiation  1, no.2:313-317  1996. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=12609065

Kubicek, Paul.  Ethnic Conflict and Three-Level Games:  Turks, Kurds, and Foreign Actors.  International Negotiation  2, no.1:79-101  1997. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=12609070

Kumar, Rajesh.  Communicative Conflict in Intercultural Negotiations:  The Case of American and Japanese Business Negotiations.  International Negotiation  4, no.1:63-78  1999. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=12609119

Kumar, Rajesh.  Negotiating With the Complex, Imaginative Indian.  Ivey Business Journal  69:1-6  March-April 2005. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&an=17058219

Lee, Jonathan C.  Guidelines for Effective Negotiations with Korean Managers:  A Conceptual Analysis.  International Journal of Management  22:11-16  March 2005. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&an=16908864

Lee, Sujin.  Judgment of Ingroups and Outgroups in Intra- and Intercultural Negotiation:  The Role of Interdependent Self-Construal in Judgment Timing.  Group Decision and Negotiation  14:43-62  January 2005. 
Available online at:  http://proquest.umi.com/pqdweb?did=829305771&Fmt=7&clientId=417&RQT=309&VName=PQD

Ma, Zhenzhong and Jaeger, Alfred.  Getting to Yes in China:  Exploring Personality Effects in Chinese Negotiation Styles.  Group Decision and Negotiation  14:415-437  September 2005. 
Available online at:  http://proquest.umi.com/pqdweb?did=898768481&Fmt=7&clientId=417&RQT=309&VName=PQD

McDonald, John W.  An American's View of a U.S. Negotiating Style.  International Negotiation  1, no.2:323-326  1996. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=12609063

Monga, Yvette Djachechi.  The Politics of Identity Negotiation in Cameroon.  International Negotiation  6, no.2:199-228  2001. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=12609189

Morimoto, Ikuyo and others.  How Do Ordinary Japanese Reach Consensus in Group Decision Making?:  Identifying and Analyzing "Naive Negotiation."  Group Decision and Negotiation  15:157-169  March 2006. 
Available online at:  http://proquest.umi.com/pqdweb?did=1049439141&Fmt=7&clientId=417&RQT=309&VName=PQD

Polkinghorn, Brian D. and Pinto, Jeanmarie.  In Different Tongues:  Making Room for Cultural Differences in the Negotiated Rulemaking Process.  International Negotiation  7, no.2:209-233  2002. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=12609220

Prestwich, Roger.  Cross-Cultural Negotiating:  A Japanese-American Case Study from Higher Education.  International Negotiation  12, no.1:29-55  2007. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=25651454

Rikhye, Indar Jit.  American Postures in Multilateral Negotiations.  International Negotiation  1, no.2:295-298  1996. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=12609054

Rivers, Cheryl and Lytle, Anne Louise.  Lying, Cheating Foreigners!!  Negotiation Ethics across Cultures.  International Negotiation  12, no.1:1-28  2007. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=25651455

Rothchild, Donald.  Ethnic Bargaining and the Management of Intense Conflict.  International Negotiation  2, no.1:1-20  1997. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=12609073

Salacuse, Jeswald W.  Negotiating:  The Top Ten Ways That Culture Can Affect Your Negotiation.  Ivey Business Journal  69:1-6  March-April 2005.
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&an=17058317

Tinsley, Catherine H.  The Heart of Darkness:  Advice on Navigating Cross-Cultural Research.  International Negotiation  10, no.1:183-192  2005. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=17751178

Tjosvold, Dean and others.  Can Chinese Discuss Conflicts Openly?  Field and Experimental Studies of Face Dynamics in China.  Group Decision and Negotiation  13:351-373  July 2004. 
Available online at:  http://proquest.umi.com/pqdweb?did=707273931&Fmt=7&clientId=417&RQT=309&VName=PQD

Tjosvold, Dean and Wong, Alfred S. H.  Innovating Across Cultural Boundaries:  Applying Conflict Theory to Develop a Common Approach.  International Negotiation  9, no.2:291-313  2004. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=14974591

Ulijn, Jan M., Lincke, Andreas, and Wynstra, Finn.  The Effect of Dutch and German Culture on Negotiation Strategy:  An Exploratory Study to Compare Innovation and Operations Contexts.  International Negotiation  9, no.2:201-228  2004. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=14974595

Wang, Cheng Lu and others.  Conflict Handling Styles in International Joint Ventures:  A Cross-Cultural and Cross-National Comparison.  Management International Review (MIR)  45:3-21  1st Quarter 2005. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&an=16887604

 

Books

Cogan, Charles.  French Negotiating Behavior:  Dealing with La Grande Nation.  Washington, United States Institute of Peace Press, 2003.  344 p. 
Explores the cultural and historical factors that have shaped the French approach and then dissects its key elements. Three recent case studies are offered: NATO, Iraq, and the Uruguay Round.
Book call no.:  327.2  C676f

Cohen, Raymond.  Negotiating Across Cultures:  International Communication in an Interdependent World.  Washington, United States Institute of Peace Press, 1997.  268 p. 
Explores how cultural factors have affected U.S. dealings with Japan, China, Egypt, India, and Mexico. Demonstrates that there are two quite different models of negotiation: "low context" and "high context."
Book call no.:  327.20973  C678n  1997

Gulliver, P. H.  Disputes and Negotiations:  A Cross-Cultural Perspective.  New York, Academic Press, 1979.  293 p. 
Book call no.:  301.15  G973d

Morrison, Terri and Conaway, Wayne A.  Kiss, Bow, or Shake Hands:  The Bestselling Guide to Doing Business in More than 60 Countries.  2nd ed.  Avon, MA, Adams Media, 2006.  593 p. 
Book call no.:  395.52  M882k  2006

International Negotiation:  Actors, Structure/Process, Values, edited by Peter Berton and others.  New York, St. Martin's Press, 1999.  371 p. 
Book call no.:  327.17  I614

Schecter, Jerrold L.  Russian Negotiating Behavior:  Continuity and Transition.  Washington, United States Institute of Peace Press, 1998.  225 p. 
Book call no.:  302.350947 S314r

Silverthorne, Colin P.  Organizational Psychology in Cross-Cultural Perspective.  New York, New York University Press, 2005.  343 p. 
Book call no.:  158.7  S587o

Snyder, Scott.  Negotiating on the Edge:  North Korean Negotiating Behavior.  Washington, United States Institute of Peace Press, 1999.  213 p. 
Book call no.:  327.5193  S675n

Solomon, Richard H.  Chinese Negotiating Behavior:  Pursuing Interests Through "Old Friends".  Washington, United States Institute of Peace, 1999.  204 p. 
Book call no.:  327.51073  S689c

Wilhelm, Alfred D.  The Chinese at the Negotiating Table:  Style and Characteristics.  Washington, National Defense University Press, 1994.  281 p. 
Book call no.:  327.73051  W678c

 

Documents

Lefebvre, Vladimir A. and Lefebvre, Victorina D.  Soviet Ways of Conflict Resolution and International Negotiations.  Final Report.  Washington, Office of External Research, United States Dept. of State, 1985.  58 p. 
Doc. call no.:  M-U  34871-22  no.061-85-G-F

Whelan, Joseph G.  Andropov and Reagan as Negotiators:  Contests and Styles in Contrast..  Washington, Congressional Research Service, Library of Congress, 1983.  135 p.  (Report to Congress).
Doc. call no.:  M-U  42953-1  no.83-141 S

 

Periodicals

Bazerman, Max H.  Negotiate Like a Diplomat.  Negotiation  9:9-11  July 2006.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=24198864

Brett, Jeanne M. and Gelfand, Michele J.  Lessons from Abroad:  When Culture Affects Negotiating Style.  Negotiation  8:4-6  January 2005.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=16557620

Divasto, Peter V.  Negotiating with Foreign Language-speaking Subjects.   FBI Law Enforcement Bulletin  65:11-15  June 1996.
Also available online at:  http://proquest.umi.com/pqdweb?did=9724800&Fmt=7&clientId=417&RQT=309&VName=PQD

Friedman, Ray.  During the Gold Rush:  Negotiating in China.  Negotiation  10:9-11  February 2007.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=24198906

Hackley, Susan.  What Divides You Can Unite You.  Negotiation  9:7-9  July 2006.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=24198863

Morris, Michael W.  When Culture Counts--And When It Doesn't.  Negotiation  8:9-11  June 2005.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=17209581

Salacuse, Jeswald W.  Negotiation in Translation.  Negotiation  7:4-6  November 2004.
Don't walk away empty-handed just because of a language barrier.  Here's how to reach agreement in any linguistic environment.

Susskind, Lawrence.  What Gets Lost in Translation.  Negotiation  7:4-6  September 2004.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=14859785


Education and Research
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Internet Resources

Carnevale, Peter J. and De Dreu, Carsten K. W.  Methods of Negotiation Research:  Introduction.  International Negotiation  9, no.3:341-344  2004. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=16539735

Druckman, Daniel and Robinson, Victor.  From Research to Application:  Utilizing Research Findings in Negotiation Training Programs.  International Negotiation  3, no.1:7-38  1998. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=12609094

Fisher, Ronald J.  The Potential Contribution of Training to Resolving International Conflict.  International Negotiation  2, no.3:471-486  1997. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=12609083

Fisher, Ronald J.  The Problem-Solving Workshop as a Method of Research.  International Negotiation  9, no.3:385-395  2004. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=16539731

Holland-Blumoff, Rebecca.  Legal Research on Negotiation.  International Negotiation  10, no.1:149-164  2005. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=17751160

Kaufman, Joyce P.  Using Simulation as a Tool to Teach About International Negotiation.  International Negotiation  3, no.1:59-75  1998. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=12609092

Koszegi, Sabine and Kersten, Gregory.  On-line/Off-line:  Joint Negotiation Teaching in Montreal and Vienna.  Group Decision and Negotiation  12:337-345  July 2003. 
Available online at:  http://proquest.umi.com/pqdweb?did=424427021&Fmt=7&clientId=417&RQT=309&VName=PQD

Lantis, Jeffrey S.  Simulations and Experiential Learning in the International Relations Classroom.  International Negotiation  3, no.1:39-57  1998. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=12609093

Lempereur, Alain Pekar.  Innovation in Teaching Negotiation Towards a Relevant Use of Multimedia Tools.  International Negotiation  9, no.1:141-160  2004. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=13605538

Nastase, Vivi.  Concession Curve Analysis for Inspire Negotiations.  Group Decision and Negotiation  15:185-193  March 2006. 
Available online at:  http://proquest.umi.com/pqdweb?did=1049439161&Fmt=7&clientId=417&RQT=309&VName=PQD

Pinkley, Robin L. and others.  When, Where and How:  The Use of Multidimensional Scaling Methods in the Study of Negotiation and Social Conflict.  International Negotiation  10, no.1:79-96  2005. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=17751142

Putnam, Linda L.  Discourse Analysis: Mucking Around with Negotiation Data.  International Negotiation  10, no.1:17-32  2005. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=17751124


Hostage Negotiations
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Internet Resources

Cristal, Moty.  Negotiating under the Cross:  The Story of the Forty Day Siege of the Church of Nativity.  International Negotiation  8, no.3:549-576  2003. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=13663004

Dolnik, Adam.  Contrasting Dynamics of Crisis Negotiations:  Barricade versus Kidnapping Incidents.  International Negotiation  8, no.3:495-526  2003. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=13663006

Dolnik, Adam and Pilch, Richard.  The Moscow Theater Hostage Crisis:  The Perpetrators, their Tactics, and the Russian Response.  International Negotiation  8, no.3:577-611  2003. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=13663003

Faure, Guy Olivier.  Negotiating with Terrorists:  The Hostage Case.  International Negotiation  8, no.3:469-494  2003. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=13663007

Zartman, I. William.  Negotiating with Terrorists.  International Negotiation  8, no.3:443-450  2003. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=13663009

 

Book

Military Psychology:  Clinical and Operational Applications, edited by Carrie H. Kennedy and Eric Zillmer.  New York, Guilford Press, 2006.  400 p. 
Crisis and hostage negotiation, by Kirk L. Rowe, Michael G. Gelles, and Russell E. Palarea, pp 310-330.
Book call no.:  355.345  M6441

 

Periodicals

Dolan, John T. and Fuselier, G. Dwayne.  A Guide for First Responders to Hostage Situations.  FBI Law Enforcement Bulletin  58:9-13  April 1989.

Fuselier, G. D.  Hostage Negotiation Consultant:  Emerging Role for the Clinical Psychologist.  Professional Psychology:  Research and Practice  10:175-179 

Fuselier, G. Dwayne and others.  Negotiating the Protracted Incident:  The Oakdale and Atlanta Prison Sieges.  FBI Law Enforcement Bulletin  58:1-7  July 1989.

Fuselier, G. Wayne.  A Practical Overview Of Hostage Negotiations (Part 1).  FBI Law Enforcement Bulletin  50:2-6  June 1981.

Fuselier, G. Wayne.  A Practical Overview Of Hostage Negotiations (Conclusion).  FBI Law Enforcement Bulletin  50:10-15  July 1981.

Giebels, Ellen and others.  The Hostage Experience:  Implications for Negotiation Strategies.  Clinical Psychology & Psychotherapy  12:241-253  May-June 2005.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=aph&AN=17211798

Hostage Situations: Separating Negotiation and Command Duties.  FBI Law Enforcement Bulletin  60:18-19  January 1991.

Maher, James R.  Role-Play Training for Negotiators in Diverse Environments.  FBI Law Enforcement Bulletin  73:10-12  June 2004.
Also available online at:  http://proquest.umi.com/pqdweb?did=654266691&Fmt=7&clientId=417&RQT=309&VName=PQD

Noesner, Gary W.  Negotiation Concepts for Commanders.  FBI Law Enforcement Bulletin  68:6-14  January 1999.
Also available online at:  http://proquest.umi.com/pqdweb?did=38787218&Fmt=7&clientId=417&RQT=309&VName=PQD

Regini, Chuck.  Crisis Intervention for Law Enforcement Negotiators.  FBI Law Enforcement Bulletin  73:1-5  October 2004.
Also available online at:  http://proquest.umi.com/pqdweb?did=731115461&Fmt=7&clientId=417&RQT=309&VName=PQD

Regini, Chuck.  Crisis Negotiation Teams Selection and Training.  FBI Law Enforcement Bulletin  71:1-6  November 2002.
Also available online at:  http://proquest.umi.com/pqdweb?did=250364941&Fmt=7&clientId=417&RQT=309&VName=PQD

Slatkin, Arthur.  Enhancing Negotiator Training:  Therapeutic Communication.  FBI Law Enforcement Bulletin  65:1-6  May 1996.
Also available online at:  http://proquest.umi.com/pqdweb?did=9603309&Fmt=7&clientId=417&RQT=309&VName=PQD

Van Hasselt, Vincent B. and Romano, Stephen J.  Role-Playing:  A Vital Tool in Crisis Negotiation Skills Training.  FBI Law Enforcement Bulletin   73:12-17  February 2004.
Also available online at:  http://proquest.umi.com/pqdweb?did=552712701&Fmt=7&clientId=417&RQT=309&VName=PQD

Wind, Bruce A.  A Guide to Crisis Negotiations.  FBI Law Enforcement Bulletin  64:7-12  October 1995.
Also available online at:  http://proquest.umi.com/pqdweb?did=8670257&Fmt=7&clientId=417&RQT=309&VName=PQD


International Negotiations
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Internet Resources

Adkins, Ben.  What's Your Style in the Conflict-Resolution Arena?  Fort Worth Business Press  18:37  November 7, 2005. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=f5h&an=19023916

Albin, Cecilia.  Can NGOs Enhance the Effectiveness of International Negotiation?  International Negotiation   4, no.3:371-387  1999. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=12609142

Albin, Cecilia.  When the Weak Confront the Strong:  Justice, Fairness, and Power in the Israel-PLO Interim Talks.  International Negotiation  4, no.2:327-367  1999. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=12609133

Auer, Matthew R.  Colleagues or Combatants?  Experts as Environmental Diplomats.  International Negotiation  3, no.2:267-287  1998. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=12609096

Avruch, Kevin and Zheng Wang.  Culture, Apology, and International Negotiation:  The Case of the Sino-U.S. "Spy Plane" Crisis.  International Negotiation  10, no.2:337-353  2005. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=17912756

Babbitt, Eileen F.  Mediating Rights-Based Conflicts:  Making Self-Determination Negotiable.  International Negotiation  11, no.1:185-208  2006. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=21507766

Bebchick, Brian.  The Philosophy and Methodology of Ambassador Dennis Ross as an International Mediator.  International Negotiation  7, no.1:115-131  2002. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=12609205

Benedick, Richard Elliot.  Montreal Protocol on Substances that Deplete the Ozone Layer.  International Negotiation  1, no.2:231-246  1996.
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=12609058

Bickerman, John.  Don't Guess Who's Coming to the Table:  Organizing the Mediation Process.  FDCC Quarterly  55:321-331  Spring 2005. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&an=18312612

Björkbom, Lars.  Negotiations over Transboundary Air Pollution:  The Case of Europe.  International Negotiation  4, no.3:389-410  1999. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=12609141

Botes, Johannes M.  Television Debates as a Form of Pre-negotiation in Protracted Conflicts:  Nightline in South Africa (1985) and Israel (1988).  International Negotiation  9, no.1:161-192  2004. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=13605537

Bottom, William P.  Keynes' Attack on the Versailles Treaty:  An Early Investigation of the Consequences of Bounded Rationality, Framing, and Cognitive Illusions.  International Negotiation  8, no.2:367-402  2003. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=12360807

Boyer, Brook.  Implementing Policies of Sustainable Development:  Turning Constraints into Opportunities.  International Negotiation  4, no.2:283-293  1999. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=12609125

Boyer, Brook and Crémieux, Laurent.  The Anatomy of Association:  NGOs and the Evolution of Swiss Climate and Biodiversity Policies.  International Negotiation  4, no.2:255-282  1999. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=12609126

Broome, Benjamin J.  Designing a Collective Approach to Peace: Interactive Design and Problem-Solving Workshops with Greek-Cypriot and Turkish-Cypriot Communities in Cyprus.  International Negotiation 2, no.3:381-407  1997. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=12609087

Browder, Greg.  An Analysis of the Negotiations for the 1995 Mekong Agreement.  International Negotiation   5, no.2:237-261  2000. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=12609160

Brynen, Rex.  Much Ado About Nothing?  The Refugee Working Group and the Perils of Multilateral Quasi-negotiation.  International Negotiation  2, no.2:279-302  1997. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=12609075

Building Consensus & Resolving Conflicts with Firm Clients.  Law Office Management & Administration Report  5:1-15  August 2005. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&an=17843999

Burroughs, John and Cabasso, Jacqueline.  Confronting the Nuclear-Armed States in International Negotiating Forums: Lessons for NGOs.  International Negotiation  4, no.3:459-482  1999. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=12609138

Cameron, Maxwell A. and Tomlin, Brian W.  Negotiating North American Free Trade.  International Negotiation  5, no.1:43-68  2000. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=12609152

Carnevale, Peter J. and De Dreu, Carsten K. W.  Laboratory Experiments on Negotiation and Social Conflict.  International Negotiation  10, no.1:51-65  2005. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=17751134

Chigas, Diana V.  Unofficial Interventions with Official Actors:  Parallel Negotiation Training in Violent Intrastate Conflicts.  International Negotiation  2, no.3:409-436  1997. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=12609086

Christiansen, Thomas and Jørgensen, Knud Erik.  Negotiating Treaty Reform in the European Union:  The Role of the European Commission.  International Negotiation  3, no.3:435-452  1998. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=12609106

Clark, William Roberts and others.  Domestic and International Asymmetries in United States-European Union Trade Negotiations.  International Negotiation  5, no.1:69-95  2000. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=12609151

Clemens, Jr. Walter C.  Negotiating to Control Weapons of Mass Destruction in North Korea.  International Negotiation  10, no.3:453-486  2005. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=19781853

Closa, Carlos.  International Limits to National Claims in EU Constitutional Negotiations:  The Spanish Government and the Asylum Right for EU citizens.  International Negotiation  3, no.3:389-411  1998. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=12609108

Corell, Elizabeth.  Non-State Actor Influence in the Negotiations of the Convention to Combat Desertification.  International Negotiation  4, no.2:197-223  1999. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=12609128

Crump, Larry.  Competitively-Linked and Non-Competitively-Linked Negotiations:  Bilateral Trade Policy Negotiations in Australia, Singapore and the United States.  International Negotiation  11, no.3:431-466  2006. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=23457141

Crump, Larry and Glendon, A. Ian.  Towards a Paradigm of Multiparty Negotiation.  International Negotiation  8, no.2:197-234  2003. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=12360812

Curran, Daniel and Sebenius, James K.  The Mediator as Coalition Builder:  George Mitchell in Northern Ireland.  International Negotiation  8, no.1:111-147  2003.
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=10084012

De Silva, K. M.  Sri Lanka's Prolonged Ethnic Conflict:  Negotiating a Settlement.  International Negotiation  6, no.3:437-469  2001. 
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Del Collins, Marla.  Transcending Dualistic Thinking in Conflict Resolution.  Negotiation Journal  21:263-280  April 2005. 
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Denoon, David B. H. and Brams, Steven J.  Fair Division:  A New Approach to the Spratly Islands Controversy.  International Negotiation  2, no.2:303-329  1997. 
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Diamond, Louise.  Training in Conflict-Habituated Systems:  Lessons from Cyprus.  International Negotiation  2, no.3:353-380  1997. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=12609088

Dinar, Ariel and Alemu, Senai.  The Process of Negotiation over International Water Disputes:  The Case of the Nile Basin.  International Negotiation  5, no.2:331-356  2000. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=12609156

Dinar, Shlomi.  Negotiations and International Relations:  A Framework for Hydropolitics.   International Negotiation  5, no.2:375-407  2000. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=12609164

Dinar, Shlomi and Dinar, Ariel.  Negotiating in International Watercourses:  Diplomacy, Conflict and Cooperation.  International Negotiation  5, no.2:193-200  2000. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=12609163

Donohue, William A. and Hoobler, Gregory D.  Relational Frames and Their Ethical Implications in International Negotiation:  An Analysis Based on the Oslo II Negotiations.  International Negotiation  7, no.2:143-167  2002.
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=12609223

Donohue, William A. and Taylor, Paul J.  Testing the Role Effect in Terrorist Negotiations.  International Negotiation  8, no.3:527-547  2003. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=13663005

Drahos, Peter.  When the Weak Bargain with the Strong:  Negotiations in the World Trade Organization.  International Negotiation  8, no.1:79-109  2003. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=10084011

Druckman, Daniel.  Case-Based Research on International Negotiation:  Approaches and Data Sets.  International Negotiation  7, no.1:17-37  2002. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=12609211

Druckman, Daniel.  Social Exchange Theory:  Premises and Prospects.  International Negotiation  3, no.2:253-266  1998. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=12609097

Druckman, Daniel.  Time-Series Designs and Analyses.  International Negotiation  9, no.3:397-414  2004. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=16539730

Druckman, Daniel, Ramberg, Bennett, and Harris, Richard.  Computer-Assisted International Negotiation:  A Tool for Research and Practice.  Group Decision and Negotiation  11:231-256  May 2002. 
Available online at:  http://proquest.umi.com/pqdweb?did=403886891&Fmt=7&clientId=417&RQT=309&VName=PQD

Dupont, Chrisophe.  History and Coalitions:  The Vienna Congress (1814-1815).  International Negotiation  8, no.1:169-178  2003. 
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Elhance, Arun P.  Hydropolitics: Grounds for Despair, Reasons for Hope.  International Negotiation  5, no.2:201-222  2000. 
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Elliott, Kimberly Ann.  (Mis)Managing Diversity:  Worker Rights and US Trade Policy.  International Negotiation  5, no.1:97-127  2000. 
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Elms, Deborah.  How Bargaining Alters Outcomes:  Bilateral Trade Negotiations and Bargaining Strategies.  International Negotiation  11, no.3:399-429  2006. 
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Essis, Essoh J. M. C.  From Individual State Preferences to Collective Decisions:  An Analytic Account of the 1995 NPT Review and Extension Conference.  International Negotiation  10, no.3:513-539  2005. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=19781855

Fast, Larissa A., Neufeldt, Reina C., and Schirch, Lisa.  Toward Ethically Grounded Conflict Interventions: Reevaluating Challenges in the 21st Century.  International Negotiation  7, no.2:185-207  2002. 
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Fisher, Ronald J.  Coordination Between Track Two and Track One Diplomacy in Successful Cases of Prenegotiation.  International Negotiation  11, no.1:65-89  2006. 
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Fisher, Ronald J.  The Problem-Solving Workshop as a Method of Research.  International Negotiation 9, no.3:385-395  2004. 
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Fisher, Ronald J.  Training as Interactive Conflict Resolution:  Characteristics and Challenges.  International Negotiation  2, no.3:331-351  1997. 
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Foley, Michael W.  Forcing the Political Agenda:  The Zapatista Rebellion and the Limits of Ethnic Bargaining in Mexico.  International Negotiation  2, no.1:123-146  1997. 
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Gilboa, Eytang.  Media Coverage of International Negotiation:  A Taxonomy of Levels and Effects.  International Negotiation  5, no.3:543-568  2000. 
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Goodby, James E.  The Limited Test Ban Negotiations, 1954-63:  How a Negotiator Viewed the Proceedings.  International Negotiation  10, no.3:381-404  2005. 
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Goodby, James E. and Barry, Robert L.  The Stockholm Conference on Confidence- and Security-Building Measures and Disarmament in Europe.  International Negotiation  1, no.2:187-203  1996. 
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Gürkaynak, C. Esra Çuhadar.  Track Two Diplomacy from a Track One Perspective:  Comparing the Perceptions of Turkish and American Diplomats.  International Negotiation  12, no.1:57-82  2007. 
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Hackley, Susan and others.  Psychological Dimensions of the Israeli Settlements Issue:  Endowments and Identities.  Negotiation Journal  21:209-219  April 2005. 
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Hackley, Susan and others.  How Creating "Communities of Learning" and "Common Cultures" Fosters Collaboration:  The e-Parliament, the Israeli Settlements Project, and the Mexican Negotiation Skills Training Workshop.  International Negotiation  11, no.1:37-64  2006. 
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Haddadin, Munther J.  Negotiated Resolution of the Jordan-Israel Water Conflict.  International Negotiation  5, no.2:263-288  2000. 
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Hampson, Fen Osler and Reid, Holly.  Coalition Diversity and Normative Legitimacy in Human Security Negotiations.  International Negotiation  8, no.1:7-42  2003. 
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Hartzell, Caroline and Rothchild, Donald.  Political Pacts as Negotiated Agreements:  Comparing Ethnic and Non-Ethnic Cases.  International Negotiation  2, no.1:147-171  1997. 
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Hattori, Takashi.  The Road to the Kyoto Conference: An Assessment of the Japanese Two-Dimensional Negotiation.  International Negotiation  4, no.2:167-195  1999. 
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Hayes, Richard E. and others.  Negotiating the Non-Negotiable: Dealing with Absolutist Terrorists.  International Negotiation  8, no.3:451-467  2003. 
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Hopmann, P. Terrence.  Negotiating Data:  Reflections on the Qualitative and Quantitative Analysis of Negotiation Processes.  International Negotiation  7, no.1:67-85  2002. 
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Hulse, Rebecca A. and Sebenius, James K.  Sequencing, Acoustic Separation, and 3-D Negotiation of Complex Barriers: Charlene Barshefsky and IP Rights in China.  International Negotiation  8, no.2:311-338  2003. 
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Iji, Tetsuro.  Multiparty Mediation in Tajikistan:  The 1997 Peace Agreement.  International Negotiation  6, no.3:357-385  2001. 
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Ives, Paula Murphy.  Negotiating Global Change:  Progressive Multilateralism in Trade in Telecommunications Talks.  International Negotiation  8, no.1:43-48  2003. 
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Jensen, Lloyd.  Does Negotiation Have a Future in Controlling Weapons of Mass Destruction?  International Negotiation  11, no.2:353-369  2006. 
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Jensen, Lloyd and Scheinman, Lawrence.  Negotiating Weapons of Mass Destruction:  Introductory Note.  International Negotiation  10, no.3:359-361  2005. 
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Jönsson, Christer and others.  Negotiations in Networks in the European Union.  International Negotiation  3, no.3:319-344  1998. 
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Kalinga, Owen J. M.  Independence Negotiations in Nyasaland and Northern Rhodesia.  International Negotiation  10, no.2:235-262  2005. 
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Kanie, Norichika.  Leadership in Multilateral Negotiation and Domestic Policy:  The Netherlands at the Kyoto Protocol Negotiation.  International Negotiation  8, no.2:339-365  2003. 
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Kaplan, Cynthia S.  International Negotiations and Plural Societies:  The Cases of Estonia and Tatarstan.  International Negotiation  2, no.1:43-78  1997. 
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Karlas, Jan.  The ESDP-Building Process and Conflict Prevention:  Intergovernmental Policy-Making and Institutional Expertise.  Journal of International Relations & Development  8:164-191  June 2005. 
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Kaufman, Joyce P.  Using Simulation as a Tool to Teach About International Negotiation.  International Negotiation  3, no.1:59-75  1998. 
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Kaye, Dalia Dassa.  Track Two Diplomacy and Regional Security in the Middle East.  International Negotiation  6, no.1:49-77  2001. 
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Kelman, Herbert C.  The Role of an International Facilitating Service for Conflict Resolution.  International Negotiation  11, no.1:209-223  2006. 
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Kelman, Herbert C.  Some Determinants of the Oslo Breakthrough.  International Negotiation  2, no.2:183-194  1997. 
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Kempel, Willy.  The Negotiations on the Basel Convention on the Transboundary Movement of Hazardous Wastes and Their Disposal:  A National Delegation Perspective.  International Negotiation  4, no.3:413-434  1999. 
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Kibaroglu, Asegül and Olcay Ünver, I. H.  An Institutional Framework for Facilitating Cooperation in the Euphrates-Tigris River Basin.  International Negotiation  5, no.2:311-330  2000. 
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Landau, Alice.  Analyzing International Economic Negotiations:  Towards a Synthesis of Approaches.  International Negotiation  5, no.1:1-19  2000. 
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Landau, Alice.  Bargaining over Power and Policy:  The CAP Reform and Agricultural Negotiations in the Uruguay Round.  International Negotiation  3, no.3:453-479  1998. 
CAP, Common Agricultural Policy.
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Lantis, Jeffrey S.  Simulations and Experiential Learning in the International Relations Classroom.  International Negotiation  3, no.1:39-57  1998. 
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Larson, Deborah Welch.  Exchange and Reciprocity in International Negotiations.  International Negotiation   3, no.2:121-138  1998. 
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Lasensky, Scott and others.  International Dimensions:  What Is the Role of Third Parties?  Negotiation Journal  21:245-257  April 2005. 
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Lavoyer, Jean-Philippe and Maresca, Louis.  The Role of the ICRC in the Development of International Humanitarian Law.  International Negotiation  4, no.3:503-527  1999. 
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Lecours, André.  Paradiplomacy: Reflections on the Foreign Policy and International Relations of Regions.  International Negotiation  7, no.1:91-114  2002. 
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Lepgold, Joseph and Shambaugh, George.  Rethinking the Notion of Reciprocal Exchange in International Negotiation:  Sino-American Relations, 1969-1997.  International Negotiation  3, no.2:227-252  1998. 
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Lloyd, Robert B.  Conflict Resolution or Transformation?  An Analysis of the South African and Mozambican Political Settlements.  International Negotiation  6, no.3:303-329  2001. 
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Lodge, Juliet.  Intergovernmental Conferences and European Integration:  Negotiating the Amsterdam Treaty.  International Negotiation  3, no.3:345-362  1998.
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Lodge, Juliet.  Negotiations in the European Union:  The 1996 Intergovernmental Conference.  International Negotiation  3, no.3:481-505  1998. 
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Maerli, Morten Bremer.  A Pragmatic Approach for Negotiating a Fissile Material Cut-Off Treaty.  International Negotiation  6, no.1:105-132  2001. 
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Martin-Brown, Joan.  The U.S. Private Sector and the Environment.  International Negotiation  1, no.2:247-253  1996. 
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Martinez, Janet and Susskind, Lawrence.  Parallel Informal Negotiation:  An Alternative to Second Track Diplomacy.  International Negotiation  5, no.3:569-586  2000. 
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McDonald, John W.  The United Nations Conference on the Human Environment.  International Negotiation  1, no.2:223-229  1996. 
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Meadowcroft, James.  Cooperative Management Regimes:  Collaborative Problem-Solving to Implement Sustainable Development.  International Negotiation  4, no.2:225-254  1999. 
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Meerts, Paul.  Order Through Negotiation.  International Negotiation  11, no.2:341-352  2006. 
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Melchior, Josef.  Crafting the Common Will:  The IGC 1996 from an Austrian Perspective.  International Negotiation  3, no.3:363-387  1998. 
IGC, Intergovernmental Conference.
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Merkin, William S. and others.  U.S.-Canada Free Trade Agreement, 1986-1987.  International Negotiation  1, no.2:257-275  1996. 
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Metcalfe, David.  Leadership in European Union Negotiations:  The Presidency of the Council.  International Negotiation  3, no.3:413-434  1998. 
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Metcalfe, David.  The OECD Agreement to Criminalize Bribery:  A Negotiation Analytic Perspective.  International Negotiation  5, no.1:129-155  2000. 
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Mezran, Karim.  Negotiating National Identity in North Africa.  International Negotiation  6, no.2:141-173  2001. 
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Mistry, Dinshaw and Smith, Mark.  Negotiating Multilateral Instruments Against Missile Proliferation.  International Negotiation  10, no.3:425-451  2005. 
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Mitchell, David.  International Institutions and Janus Faces:  The Influence of International Institutions on Central Negotiators within Two-Level Games.  International Negotiation  6, no.1:25-48  2001. 
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Mnookin, Robert.  Afterword to the Conference Report:  Resolving the Behind-the-Table Conflict.  Negotiation Journal  21:259-262  April 2005.
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Moodie, Michael.  Negotiating Measures to Manage Biological Risks:  The Need for New Thinking and New Approaches.  International Negotiation  10, no.3:405-424  2005. 
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Mozaffar, Shaheen.  Negotiating Independence in Mauritius.  International Negotiation  10, no.2:263-291  2005. 
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Niemann, Arne.  Beyond Problem-Solving and Bargaining:  Genuine Debate in EU External Trade Negotiations.  International Negotiation  11, no.3:467-497  2006. 
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Nishat, A. and Faisal, I. M.  An Assessment of the Institutional Mechanisms for Water Negotiations in the Ganges-Brahmaputra-Meghna System.  International Negotiation  5, no.2:289-310  2000. 
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Odell, John S.  Creating Data on International Negotiation Strategies, Alternatives and Outcomes.  International Negotiation  7, no.1:39-52  2002. 
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Parmentier, Rémi.  Greenpeace and the Dumping of Waste at Sea:  A Case of Non-State Actors' Intervention in International Affairs.  International Negotiation  4, no.3:435-457  1999. 
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Patchen, Martin.  When Does Reciprocity in the Actions of Nations Occur?  International Negotiation  3, no.2:171-196  1998. 
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Patton, Bruce and others.  Legal Issues and Human Rights Dimensions of the Israeli Settlements Issue:  Victims and Spoilers.  Negotiation Journal  21:221-230  April 2005. 
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Pfetsch, Frank R.  Negotiating the European Union:  A Negotiation-Network Approach.  International Negotiation  3, no.3:293-317  1998. 
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Pfetsch, Frank R.  Negotiating the European Union: Conclusions.  International Negotiation  3, no.3:507-514  1998. 
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Pfetsch, Frank R. and Landau, Alice.  Symmetry and Asymmetry in International Negotiations.   International Negotiation  5, no.1:21-42  2000. 
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Pinto-Mazal, Jorge.  Bilateral Relations Between Mexico and the U.S.  International Negotiation  1, no.2:299-302  1996. 
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Poitras, Jean.  A Study of the Emergence of Cooperation in Mediation.  Negotiation Journal  21:281-300  April 2005. 
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Pruitt, D. G.  Lessons Learned from the Middle East Peace Process: Introduction.  International Negotiation  2, no.2:175-176  1997.
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Pruitt, Dean G.  Negotiation with Terrorists.  International Negotiation  11, no.2:371-394  2006. 
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Regan, Patrick M.  Thoughts on How to Organize a Data Set on Diplomatic Methods of Conflict Management.  International Negotiation  7, no.1:53-65  2002. 
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Rikhye, Indar Jit.  American Postures in Multilateral Negotiations.  International Negotiation  1, no.2:295-298  1996. 
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Ringius, Lasse.  Differentiation, Leaders, and Fairness:  Negotiating Climate Commitments in the European Community.  International Negotiation  4, no.2:133-166  1999. 
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Rosoux, Valérie-Barbara.  National Identity in France and Germany:  From Mutual Exclusion to Negotiation.  International Negotiation  6, no.2:175-198  2001. 
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Rothchild, Donald.  Colonial Bargaining as Tactics:  The Ghana Experience, 1954-1957.  International Negotiation  10, no.2:211-234  2005. 
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Rothchild, Donald.  The Logic of a Soft Intervention Strategy:  The United States and Conflict Conciliation in Africa.  International Negotiation  11, no.2:317-339  2006. 
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Rothchild, Donald and Khadiagala, Gilbert M.  Negotiating African Independence:  An Introduction.  International Negotiation  10, no.2:207-210  2005. 
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Rothman, Jay.  Action Evaluation and Conflict Resolution Training:  Theory, Method and Case Study.  International Negotiation  2, no.3:451-470  1997. 
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Roussellier, Jacques Eric.  Quicksand in the Western Sahara?  From Referendum Stalemate to Negotiated Solution.  International Negotiation  10, no.2:311-336  2005. 
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Rydell, Randy.  Disarmament Without Agreements?  International Negotiation  10, no.3:363-380  2005. 
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Sahadevan, P.  Ending Ethnic War: The South Asian Experience.  International Negotiation  8, no.2:403-440  2003. 
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Sandler, Todd.  Collective Versus Unilateral Responses to Terrorism.  Public Choice  124:75-93  July 2005. 
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Saner, Raymond and Yiu, Lichia.  External Stakeholder Impacts on Third-Party Interventions in Resolving Malignant Conflicts:  The Case of a Failed Third-Party Intervention in Cyprus.  International Negotiation  6, no.3:387-416  2001. 
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Sanin, Eulalia.  Tempting the Wrath:  "Plan Colombia'' in the Colombian Peace Process.  International Negotiation  6, no.3:417-435  2001. 
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Scherrer, Vanessa.  Political Identity Negotiation within Individuals:  The Case of Young Activists.  International Negotiation  6, no.2:229-250  2001. 
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Sebenius, James K. and others.  Compensation Schemes and Dispute Resolution Mechanisms:  Beyond the Obvious.  Negotiation Journal  21:231-244  April 2005. 
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Shakun, Melvin F.  ESD: A Formal Consciousness Model for International Negotiation.  Group Decision and Negotiation  15:491-510  September 2006. 
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Shakun, Melvin F.  United States-China Plane Collision Negotiation.  Group Decision and Negotiation  12:477-480  November 2003. 
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Shmueli, Deborah F.  Approaches to Water Dispute Resolution:  Applications to Arab-Israeli Negotiations.  International Negotiation  4, no.2:295-325  1999. 
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Short, Nicola.  The Role of NGOs in the Ottawa Process to Ban Landmines.  International Negotiation  4, no.3:483-502  1999. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=12609137

Singh, J. P.  Coalitions, Developing Countries, and International Trade:  Research Findings and Prospects.  International Negotiation  11, no.3:499-514  2006. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=23457139

Singh, J. P.  Weak Powers and Globalism:  The Impact of Plurality on Weak-Strong Negotiations in the International Economy.  International Negotiation  5, no.3:449-484  2000. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=12609171

Spector, Bertram I.  Motivating Water Diplomacy:  Finding the Situational Incentives to Negotiate.  International Negotiation  5, no.2:223-236  2000. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=12609161

Spector, Bertram I.  Negotiating with Villains Revisited:  Research Note.  International Negotiation  8, no.3:613-621  2003. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=13663002

Spector, Bertram I.  Resiliency in Negotiation:  Bouncing Back from Impasse.  International Negotiation  11, no.2:273-286  2006. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=23235905

Steffek, Jens.  Incomplete Agreements and the Limits of Persuasion in International Politics.  Journal of International Relations & Development  8:229-256  September 2005. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=aph&an=18382444

Steinberg, Gerald M.  Realism, Politics and Culture in Middle East Arms Control Negotiations.  International Negotiation  10, no.3:487-512  2005. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=19781854

Steiner, Barry H.  Diplomacy as Independent and Dependent Variable.  International Negotiation  6, no.1:79-104  2001. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=12609179

Strimling, Andrea.  Stepping Out of the Tracks:  Cooperation Between Official Diplomats and Private Facilitators.  International Negotiation  11, no.1:91-127  2006. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=21507769

Susskind, Lawrence E. and others.  Multistakeholder Dialogue at the Global Scale.  International Negotiation  8, no.2:235-266  2003. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=12360811

Tallberg, Jonas.  The Power of the Presidency:  Brokerage, Efficiency and Distribution in EU Negotiations  Journal of Common Market Studies  42:999-1022  December 2004. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&an=15123560

Thomson, Claude R. and Finn, Annie M. K.  Managing an International Arbitration.  Dispute Resolution Journal  60:74-81  May-July 2005. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&an=17594757

Tinsley, Catherine H. and others.  Adopting a Dual Lens Approach for Examining the Dilemma of Differences in International Business Negotiations.  International Negotiation  4, no.1:5-22  1999. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=12609122

Ulijn, Jan and Tjosvold, Dean.  Innovation in International Negotiation:  Content and Style.  International Negotiation  9, no.2:195-199  2004. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=14974596

Van Es, Rober.  Moral Compromise: Owen and Holbrooke Mediating the Bosnia Conflict.  International Negotiation  7, no.2:169-183  2002. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=12609222

Wagner, Lynn M.  Negotiations in the UN Commission on Sustainable Development:  Coalitions, Processes, and Outcomes.  International Negotiation  4, no.2:107-131  1999. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=12609131

Wagner, Lynn M.  North-South Divisions in Multilateral Environmental Agreements:  Negotiating the Private Sector's Role in Three Rio Agreements.  International Negotiation  12, no.1:83-109  2007. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=25651452

Warnke, Paul C. and Earle, Ralph, II.  Salt II and Beyond.  International Negotiation  1, no.2:205-217  1996. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=12609060

Watkins, Michael.  Strategic Simplification: Toward a Theory of Modular Design in Negotiation.  International Negotiation  8, no.1:149-167  2003. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=10084013

Weiss, Stephen E.  International Business Negotiation in a Globalizing World: Reflections on the Contributions and Future of a (Sub) Field.  International Negotiation 11, no.2:287-316  2006. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=23235904

Williamson, Kenneth.  U.S.-Canada Negotiating Situations.  International Negotiation  1, no.2:303-312  1996. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=12609066

Wills, Frederick.  A Third World Perspective.  International Negotiation  1, no.2:319-322  1996. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=12609064

Wolf, Aaron T.  Indigenous Approaches to Water Conflict Negotiations and Implications for International Waters.  International Negotiation  5, no.2:357-373  2000. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=12609155

Wolf, Amanda.  Informed Consent:  A Negotiated Formula for Trade in Risky Organisms and Chemicals.  International Negotiation  5, no.3:485-521  2000. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=12609170

Yang, Ching-Chow and Tien, Mo-Chung.  Negotiation Process Improvement Between Two Parties:  A Dynamic Conflict Analysis.  Journal of American Academy of Business  7:72-80  September 2005. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&an=17320070

Yesilada, Birol A. and Sozen, Ahmet.  Negotiating a Resolution to the Cyprus Problem:  Is Potential European Union Membership a Blessing or a Curse?  International Negotiation  7, no.2:261-285  2002. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=12609218

Zartman, I. William.  Comparative Case Studies.  International Negotiation 10, no.1:3-15  2005. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=17751120

 

Books

Albin, Cecilia.  Justice and Fairness in International Negotiation.  Cambridge, England, Cambridge University Press, 2001.  263 p. 
Examines the role of considerations of justice and fairness in international negotiations, when and why parties act on such considerations, how they are defined and operationalized, and what impact they have upon actual decision-making. This is then applied to several real negotiations such as the Israel-PLO interim talks and negotiating the extension of the Nuclear Non-Proliferation Treaty.
Book call no.:  172.4  A335j

Alternative Approaches in Multilateral Decision Making:  Disarmament as Humanitarian Action, edited by John Borrie and Vanessa Martin Randin.  Geneva, United Nations Institute for Disarmament Research (UNIDIR), 2005.  142 p. 
This publication is the first of a three-volume series that analyzes and proposes practical ways in which humanitarian and human security approaches can benefit negotiators in multilateral disarmament and arms control.
Book call no.:  341.733  A466

Berridge, Geoff.  Talking to the Enemy:  How States Without Diplomatic Relations Communicate.  New York, St. Martin's Press, 1994.  178 p. 
Book call no.:  327.2  B533t

Brady, Linda P.  The Politics of Negotiation:  America's Dealings with Allies, Adversaries, and Friends.  Chapel Hill, University of North Carolina Press, 1991.  269 p. 
Book call no.:  327.2  B812p

Brzoska, Michael and Pearson, Frederic S.  Arms and Warfare:  Escalation, De-escalation, and Negotiation.  Columbia, University of South Carolina Press, 1994.  316 p. 
Book call no.:  327.174  B916a

Darby, John.  The Effects of Violence on Peace Processes.  Washington, United States Institute of Peace Press, 2001.  153 p. 
Book call no.:  327.172  D213e

Escalation and Negotiation in International Conflicts, edited by I. William Zartman and Guy Olivier Faure.  Cambridge, UK, Cambridge University Press, 2005.  334 p. 
The Dynamics of Escalation and Negotiation, by I. William Zartman and Guy Olivier Faure, pp 3-19.
Deadlocks in Negotiation Dynamics, by Guy Olivier Faure, pp 23-52.
Deterrence, Escalation, and Negotiation, by Patrick M. Morgan, pp 53-79.
Quantitative Models for Armament Escalation and Negotiations, by Rudolf Avenhaus, Juergen Beetz, and D. Marc Kilgour, pp 81-109.
Entrapment in International Negotiations, by Paul W. Meerts, pp 111-140.
The Role of Vengence in Conflict Escalation, by Sung Hee Kim, pp 141-162.
Structures of Escalation and Negotiation, by I. William Zartman, pp 165-183.
Conflict Escalation and Negotiation:  A Turning-points Analysis, by Daniel Druckman, pp 185-212.
Escalation, Negotiation and Crisis Type, by Lisa J. Carlson, pp 213-227.
Escalation in Negotiation:  Analysis of Some Simple Game Models, by D. Marc Kilgour, pp 229-250.
Escalation, Readiness for Negotiation, and Third-party Functions, by Dean G. Pruitt, pp 251-270.
Enhancing Ripeness:  Transition from Conflict to Negotiation, by Karin Aggestam, pp 271-292.
Lessons for Research, by I. William Zartman and Guy Olivier Faure, pp 295-308.
Strategies for Action, by Guy Olivier Faure and I. William Zartman, pp 309-323.
Book call no.:  327.17  E74

Getting It Done:  Postagreement Negotiation and International Regimes, edited by Bertram I. Spector and I. William Zartman.  Washington, United States Institute of Peace Press, 2003.  312 p. 
Book call no.:  341  G394

Holst, Johan Jørgen.  On How to Achieve Progress in Nuclear Arms Negotiations.  Oslo, Norway, Norwegian Institute of International Affairs, 1984.  19 p. 
Book call no.:  327.174  H756o

Hovi, Jon.  Games, Threats, and Treaties:  Understanding Commitments in International Relations.  Washington, Pinter, 1998.  152 p. 
Book call no.:  327.101  H846g

Lauren, Paul Gordon and others.  Force and Statecraft:  Diplomatic Challenges of Our Time.  4th ed.  New York, Oxford University Press, 2007.  298 p. 
Book call no.:  909.81  L379f

Mancini-Griffoli, Deborah and Picot, André.  Humanitarian Negotiation:  A Handbook for Securing Access, Assistance and Protection for Civilians in Armed Conflict.  Geneva, Switzerland, Centre for Humanitarian Dialogue, 2004.  168 p. 
Book call no.:  302.3  M269h

Morgan, Patrick M.  International Security:  Problems and Solutions.  Washington, CQ Press, 2006.  331 p. 
Book call no.:  355.033  M849i

Palley, Claire.  An International Relations Debacle:  The UN Secretary-General's Mission of Good Offices in Cyprus 1999-2004.  Oxford, UK, Hart Publishing, 2005.  395 p. 
Book call no.:  341.29095693  P166i

Parsi, Trita.  Treacherous Alliance:  The Secret Dealings of Israel, Iran, and the United States.  New Haven, CT, Yale University Press, 2007.  361 p. 
Book call no.:  327.5694055  P266t

Peacemaking in International Conflict:  Methods & Techniques, edited by I. William Zartman and J. Lewis Rasmussen.  Washington, United States Institute of Peace Press, 1997.  412 p. 
Book call no.:  327.172  P3557

Pillar, Paul R.  Negotiating Peace:  War Termination as a Bargaining Process.  Princeton, NJ, Princeton University Press, 1983.  282 p. 
Book call no.:  327.172  P641n

Preventive Diplomacy:  Stopping Wars Before They Start, edited by Kevin M. Cahill.  New York, Basic Books and the Center for International Health and Cooperation, 1996.  370 p. 
Book call no.:  327.2  P944

Schiemann, John W.  The Politics of Pact-Making:  Hungary's Negotiated Transition to Democracy in Comparative Perspective.  New York, Palgrave Macmillan, 2005.  217 p.  (Political evolution and institutional change)
Book call no.:  320.9439  S332p

Schoff, James L. and others.  Building Six-Party Capacity for a WMD-Free Korea.  Dulles, VA, Brassey's, 2004.  93 p. 
Book call no.:  327.17409519  S367b

Schultz, Kenneth A.  Democracy and Coercive Diplomacy.  New York, Cambridge University Press, 2001.  301 p. 
Book call no.:  327  S387d

Starkey, Brigid and others.  Negotiating a Complex World:  An Introduction to International Negotiation.  Lanham, MD, Rowman & Littlefield, 1999.  150 p. 
Book call no.:  327.17  S795n

Tacsan, Joaquín.  The Dynamics of International Law in Conflict Resolution.  Boston, M. Nijhoff, 1992.  307 p. 
Book call no.:  341.47  T119d

 

Documents

Caculitan, Ariel R.  Negotiating Peace with the Moro Islamic Liberation Front in the Southern Philippines.  Monterey, CA, Naval Postgraduate School, 2005.  112 p. 
Thesis (M.A.)--Naval Postgraduate School, 2005.
Also available online at:  http://handle.dtic.mil/100.2/ada443122
Doc. call no.:  M-U  42525  C119n

Craig, James R.  A Federal Volunteer Regiment in the Philippine Insurrection:  The History of the 32nd Infantry (United States Volunteers), 1899 to 1901.  Fort Leavenworth, KS, U.S. Army Command and General Staff College, 2006.  101 p. 
Thesis (M. of Military Art and Science)--U.S. Army Command and General Staff College, 2006.
Also available online at:  http://handle.dtic.mil/100.2/ada451795
Doc. call no.:  M-U  42022  C886f

Harrison, Dexter F.  Terrorists across the Table.  Maxwell AFB, AL, Air Command and Staff College, Air University, 2005.  33 leaves.  (Research report).
Also available online at:  https://research.maxwell.af.mil/papers/ay2005/acsc/3117%20-%20Harrison.pdf
Doc. call no.:  M-U  43122  H3181t

Henry, William W.  What Is the Role of Negotiations When Countering an Insurgency?  Monterey, CA, Naval Postgraduate School, 2006.  114 p. 
Thesis (M.S.)--Naval Postgraduate School, 2006.
Also available online at:  http://handle.dtic.mil/100.2/ada457512
Doc. call no.:  M-U  42525  H5222w

MacGregor, James W.  Diplomatic-Military Cooperation in Operations Other Than War.  Fort Leavenworth, KS, U.S. Army Command and General Staff College, 2003.  96 p. 
Thesis (M. of Military Art and Science)--U.S. Army Command and General Staff College, 2003.
Reviews the interaction of the military leadership and ambassadorial staff during two Cold War-era operations other than war--Lebanon (1958) and the Dominican Republic (1965-66).
Also available online at:  http://handle.dtic.mil/100.2/ada416615
Doc. call no.:  M-U  42022  M147d

 

Periodicals

Bercovitch, Jacob and DeRouen, Karl.  Managing Ethnic Civil Wars:  Assessing the Determinants of Successful Mediation.  Civil Wars  7:98-116   Spring 2005.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=aph&an=17267130

Eralp, Doga Ulas and Beriker, Nimet.  Assessing the Conflict Resolution Potential of the EU:  The Cyprus Conflict and Accession Negotiations.  Security Dialogue  36:175-192  June 2005.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=aph&an=17512574

Hackley, Susan.  First, Empathize with Your Adversary.  Negotiation  7:10-11  April 2004.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=14847574

Malhotra, Deepak.  Leverage Time to Your Advantage.  Negotiation  10:9-11  June 2007.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=25138862

Persaud, Raj.  Don't Let Them Stew in Impotent Rage.  Times Educational Supplement, Special section, p 21,  No.4653: September 23, 2005.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=aph&an=18532420

Salacuse, Jeswald W.  The Art of Deal Diplomacy.  Negotiation  7:4-6  March 2004.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=13500626

Smith, Anthony L.  The Politics of Negotiating the Terrorist Problem in Indonesia.  Studies in Conflict & Terrorism  28:33-44   January-February 2005.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=eoah&AN=6751589

Susskind, Lawrence.  Divided, You'll Fall:  Managing Conflict Within the Ranks.  Negotiation  7:7-9  June 2004.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=14016696


Peace Negotiations
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Internet Resources

Abubakar, Carmen A.  Review of the Mindanao Peace Processes.  Inter-Asia Cultural Studies  5:450-464  December 2004. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=aph&an=15533739

Achieving International Justice.  Harvard International Review  26:74-77  Winter 2005. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=aph&an=16091555

Bercovitch, Jacob.  Conflict Management and the Oslo Experience:  Assessing the Success of Israeli-Palestinian Peacemaking.  International Negotiation  2, no.2:217-235  1997. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=12609078

Broome, Benjamin J.  Designing a Collective Approach to Peace:  Interactive Design and Problem-Solving Workshops with Greek-Cypriot and Turkish-Cypriot Communities in Cyprus.  International Negotiation  2, no.3:381-407  1997. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=12609087

Garb, Paula and Nan, Susan Allen.  Negotiating in a Coordination Network of Citizen Peacebuilding Initiatives in the Georgian-Abkhaz Peace Process.  International Negotiation  11, no.1:7-35  2006. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=21507772

Golan, Galia.  The Role of Women in Conflict Resolution.  Palestine-Israel Journal of Politics, Economics & Culture  11, no.2:92-96  2004. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=aph&an=14435013

Greenberg, Melanie.  Coordinating Philanthropy for Peace.  International Negotiation  11, no.1:163-183  2006. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=21507767

Hemmer, Bruce and others.  Putting the "Up" in Bottom-up Peacebuilding:  Broadening the Concept of Peace Negotiations.  International Negotiation 11, no.1:129-162  2006. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=21507768

Höglund, Kristine.  Negotiations amidst Violence:  Explaining Violence-Induced Crisis in Peace Negotiation Processes.  Laxenburg, Austria, International Institute for Applied Systems Analysis, 2004.  p.  (Interim report, IR-04-002).
Available online at:  http://www.pcr.uu.se/publications/other_pub/Hoeglund_negotiations_amidst_violence-2004.pdf

Khadiagala, Gilbert M.  Negotiating Angola's Independence Transition:  The Alvor Accords.   International Negotiation 10, no.2:293-309  2005. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=17912758

Mishal, Shaul and Morag, Nadav.  Trust or Contract?  Negotiating Formal and Informal Agreements in the Arab-Israeli Peace Process.  International Negotiation  5, no.3:523-542  2000. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=12609169

Morfit, Michael.  The Road To Helsinki:  The Aceh Agreement and Indonesia's Democratic Development.  International Negotiation  12, no.1:111-143  2007. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=25651451

Pruitt, Dean G.  Ripeness Theory and the Oslo Talks.  International Negotiation 2, no.2:237-250  1997. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=12609077

Pruitt, Dean G. and others.  A Brief History of the Oslo Talks.  International Negotiation  2, no.2:177-182  1997. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=12609081

Putnam, Linda L. and Carcasson, Martin.  Communication and the Oslo Negotiation:  Contacts, Patterns, and Modes.  International Negotiation  2, no.2:251-278  1997. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=12609076

Sahadevan, P.  Ending Ethnic War:  The South Asian Experience.  International Negotiation  8, no.2:403-440  2003. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=12360806

Storholt, Kristine Hauge.  Lessons Learned from the 1990-1997 Peace Process in the North of Mali.  International Negotiation  6, no.3:331-356  2001. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=12609200

Tibon, Shira.  Personality Traits and Peace Negotiations:  Integrative Complexity and Attitudes toward the Middle East Peace Process.  Group Decision and Negotiation  9:1-15  January 2000. 
Available online at:  http://proquest.umi.com/pqdweb?did=403872811&Fmt=7&clientId=417&RQT=309&VName=PQD

Zartman, I. William.  Explaining Oslo.  International Negotiation  2, no.2:195-215  1997. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=12609079

 

Periodicals

Addison, Tony and Murshed, S. Mansoob.  Credibility and Reputation in Peacemaking.  Journal of Peace Research  39:487-501  July 2002.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=aph&an=7164880

Chandler, David.  The People-Centred Approach to Peace Operations: The New UN Agenda.  International Peacekeeping  8:1-19  Spring 2001.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=aph&an=6860270

Daley, Patricia.  Challenges to Peace: Conflict Resolution in the Great Lakes Region of Africa.  Third World Quarterly  27:303-319   March 2006.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=aph&an=19703413

Filson, Darren and Werner, Suzanne.  A Bargaining Model of War and Peace:  Anticipating the Onset, Duration, and Outcome of War.  American Journal of Political Science   46:819-838  October 2002.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=aph&an=7499990

Hackley, Susan.  The Long, Hard Road to Peace.  Negotiation  7:10-12  February 2004.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=13500602

O'Flaherty, Michael.  Sierra Leone's Peace Process:  The Role of the Human Rights Community.  Human Rights Quarterly  26:29-62  February 2004.
Also available online at:  http://proquest.umi.com/pqdweb?did=573083721&sid=1&Fmt=3&clientId=417&RQT=309&VName=PQD


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