NEGOTIATION


September 2009

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

Contents

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All sites listed were last accessed on September 29, 2009.


General Information
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Internet Resources

Adubato, Steve.  When Negotiating, Communication Is Key.  njbiz  20:11  December 3, 2007. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=f5h&AN=27774568

Arias-Nicolás, J. P. and others.  A Logistic Regression-Based Pairwise Comparison Method to Aggregate Preferences.  Group Decision and Negotiation  17:237-247  May 2008. 
Available online at:  http://proquest.umi.com/pqdweb?did=1469091081&Fmt=7&clientId=417&RQT=309&VName=PQD

Barry, Bruce.  Negotiator Affect:  The State of the Art (and the Science).  Group Decision and Negotiation  17:97-105  January 2008. 
Available online at:  http://proquest.umi.com/pqdweb?did=1391171381&Fmt=7&clientId=417&RQT=309&VName=PQD

Beers, Pieter J. and others.  Common Ground, Complex Problems and Decision Making.  Group Decision and Negotiation  15:529-556  November 2006. 
Available online at:  http://proquest.umi.com/pqdweb?did=1160171641&Fmt=7&clientId=417&RQT=309&VName=PQD

Benyoucef, Morad and Verrons, Marie-Hélène.  Configurable E-negotiation Systems for Large Scale and Transparent Decision Making.  Group Decision and Negotiation  17:211-224  May 2008. 
Available online at:  http://proquest.umi.com/pqdweb?did=1469091101&Fmt=7&clientId=417&RQT=309&VName=PQD

Berlin, Jonathan W.  The Fundamentals of Negotiation.  Canadian Association of Radiologists Journal  59:13-15  February 2008. 
The article discusses the importance of negotiation for health care professionals, especially for radiologists.  According to the author, two of the most important definitions in the process of negotiation include target and reservation points.
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=aph&AN=31122960

Beyond Intractability
A knowledge base of over 350 essays explaining "the many dynamics which determine the course of conflict along with available options for promoting more constructive approaches."  Also includes book summaries, interviews, and case studies.  The sponsoring organization is affiliated with the University of Colorado at Boulder.
Available online at:  http://www.beyondintractability.org

Buelens, Marc and others.  Methodological Issues in Negotiation Research:  A State-of-the-Art-Review.  Group Decision and Negotiation  17:321-345  July 2008. 
Available online at:  http://proquest.umi.com/pqdweb?did=1509928101&Fmt=7&clientId=417&RQT=309&VName=PQD

Butler, Michael J.  Crisis Bargaining and Third-Party Mediation:  Bridging the Gap.  International Negotiation  12:249-274  June 2007. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=aph&AN=27147928

Chun, Stephen B. T.  Negotiation.  Maxwell AFB, Muir S. Fairchild Research Information Center, 2007.  79 p.
Available online at:  http://www.au.af.mil/au/aul/bibs/negotiation07.htm

Corsair, H. J. and others.  Multicriteria Decision Analysis of Stream Restoration:  Potential and Examples.  Group Decision and Negotiation  18:387  July 2009. 
Available online at:  http://proquest.umi.com/pqdweb?did=1731798021&Fmt=7&clientId=417&RQT=309&VName=PQD

Curşeu, Petru Lucian and Schruijer, Sandra.  The Effects of Framing on Inter-group Negotiation.  Group Decision and Negotiation  17:347-362  July 2008. 
Available online at:  http://proquest.umi.com/pqdweb?did=1509928091&Fmt=7&clientId=417&RQT=309&VName=PQD

Diplomacy 101.  Parenting  22:88  December 2008-January 2009. 
The article offers tips to those having more trouble negotiating with one's own parents.
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=f5h&AN=35738641

Doong, Her-Sen and Lai, Hsiangchu.  Exploring Usage Continuance of E-negotiation Systems:  Expectation and Disconfirmation Approach.  Group Decision and Negotiation  17:111-126  March 2008. 
Available online at:  http://proquest.umi.com/pqdweb?did=1442661051&Fmt=7&clientId=417&RQT=309&VName=PQD

Druckman, Daniel and Olekalns, Mara.  Emotions in Negotiation.  Group Decision and Negotiation  17:1-11  January 2008. 
Available online at:  http://proquest.umi.com/pqdweb?did=1391171431&Fmt=7&clientId=417&RQT=309&VName=PQD

Escobar, María Teresa and Moreno-Jiménez, José María.  Aggregation of Individual Preference Structures in AHP-Group Decision Making.  Group Decision and Negotiation  16:287-301  July 2007. 
Available online at:  http://proquest.umi.com/pqdweb?did=1284765001&Fmt=7&clientId=417&RQT=309&VName=PQD

Fernandez, Kim.  Perfecting the Art of Compromise.  Associations Now  4:28-31  January 2008. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=f5h&AN=28524877

Franco, L. Alberto.  Facilitating Collaboration with Problem Structuring Methods:  A Case Study of an Inter-Organisational Construction Partnership.  Group Decision and Negotiation  17:267-286  July 2008. 
Available online at:  http://proquest.umi.com/pqdweb?did=1509928061&Fmt=7&clientId=417&RQT=309&VName=PQD

Gargallo, Pilar and others.  AHP-Group Decision Making:  A Bayesian Approach Based on Mixtures for Group Pattern Identification.  Group Decision and Negotiation  16:485-506  November 2007. 
Available online at:  http://proquest.umi.com/pqdweb?did=1372589041&Fmt=7&clientId=417&RQT=309&VName=PQD

The Gentle Art of Negotiation.  Live Design  41:24  May 2007. 
Available online at:  http://proquest.umi.com/pqdweb?did=1262708831&Fmt=7&clientId=417&RQT=309&VName=PQD

Gimpel, Henner.  Loss Aversion and Reference-Dependent Preferences in Multi-Attribute Negotiations.  Group Decision and Negotiation  16:303-319  July 2007. 
Available online at:  http://proquest.umi.com/pqdweb?did=1284765011&Fmt=7&clientId=417&RQT=309&VName=PQD

Goldberg, Stephen B. and Shaw, Margaret L.  Is the Mediator's Primary Goal to Settle the Dispute?  Dispute Resolution Magazine  15:16-19  Winter 2009. 
Available online at:  http://proquest.umi.com/pqdweb?did=1637940931&Fmt=7&clientId=417&RQT=309&VName=PQD

Goltsman, Maria and others.  Mediation, Arbitration and Negotiation.  2008.  33 p.
We compare three common dispute resolution processes - negotiation, mediation, and arbitration.  Under negotiation, the two parties engage in (possibly arbitrarily long) face-to-face cheap talk.  Under mediation, the parties communicate with a neutral third party who makes a non-binding recommendation.  Under arbitration, the two parties commit to conform to the third party recommendation.  
Available online at:  http://www.adres.ens.fr/seminaire/roy/0708/14012008.pdf

Hoffman, David A.  Exploring the Boundaries and Terrain of ADR Practice:  Mediation, Arbitration, and Collaborative Law.  Dispute Resolution Magazine  14:4-8  Fall 2007. 
Available online at:  http://proquest.umi.com/pqdweb?did=1405536191&Fmt=7&clientId=417&RQT=309&VName=PQD

Horniaček, Milan.  Negotiation, Preferences over Agreements, and the Core.  International Journal of Game Theory  37:235-249  June 2008. 
Available online at:  http://proquest.umi.com/pqdweb?did=1502953791&sid=1&Fmt=2&clientId=417&RQT=309&VName=PQD

Hurder, Alex J.  The Lawyer's Dilemma:  To Be or Not to Be a Problem-Solving Negotiator.  Clinical Law Review  14:253-300  Fall 2007. 
In this article, the author reviews the origins of both the client-centered approach to lawyering and the problem-solving approach to legal negotiation and finds that the two approaches have much in common.
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=aph&AN=27946001

Jacobs, Becky L.  Teaching and Learning Negotiation in a Simulated Environment.  Widener Law Journal  18,no.1:91-112  2008. 
The article discusses various forms of alternative dispute resolution (ARL) for law students of negotiation theory and skill development.
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=aph&AN=36269302

Katz, Neil.  The Power of Interest-Based Negotiations for Public Officials.  Nation's Cities Weekly  30:5  April 23, 2007. 
Available online at:  http://www.accessmylibrary.com/coms2/summary_0286-30780623_ITM

Kay, Alexandra.  Untangling Any Conflict.  Real Simple  9:11  May 2008. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=f5h&AN=32043310

Kersten, Gregory E. and Lai, Hsiangchu.  Negotiation Support and E-negotiation Systems:  An Overview.  Group Decision and Negotiation  16:553-586  November 2007. 
Available online at:  http://proquest.umi.com/pqdweb?did=1372589091&Fmt=7&clientId=417&RQT=309&VName=PQD

Kim, Jinbaek.  A Model and Case for Supporting Participatory Public Decision Making in E-democracy.  Group Decision and Negotiation  17:179-193  May 2008. 
Available online at:  http://proquest.umi.com/pqdweb?did=1469091121&Fmt=7&clientId=417&RQT=309&VName=PQD

King, Anne.  The Common Interest Doctrine and Disclosures during Negotiations for Substantial Transactions.  University of Chicago Law Review  74:1411-1442  Fall 2007. 
Available online at:  http://proquest.umi.com/pqdweb?did=1413509861&Fmt=7&clientId=417&RQT=309&VName=PQD

Kolfschoten, Gwendolyn L. and others.  Issues in the Design of Facilitated Collaboration Processes.  Group Decision and Negotiation  16:347-361  July 2007. 
Available online at:  http://proquest.umi.com/pqdweb?did=1284764991&Fmt=7&clientId=417&RQT=309&VName=PQD

Lai, Linda S. L. and Turban, Efraim.  Groups Formation and Operations in the Web 2.0 Environment and Social Networks.  Group Decision and Negotiation  17:387-402  September 2008. 
Available online at:  http://proquest.umi.com/pqdweb?did=1518146701&Fmt=7&clientId=417&RQT=309&VName=PQD

Lee, Michael Soon.  10 Common Negotiating Mistakes That Cost You Thousands.  American Salesman  52:25-28  September 2007. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=f5h&AN=26324843

Lundberg, Constance.  Fighting or Peacemaking:  How to Resolve Conflicts Without the Pain and Cost of Court.  Enterprise/Salt Lake City  36:9  July 2-8, 2007. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=f5h&AN=25814990

Martinovski, Bilyana and others.  Rejection of Empathy in Negotiation.  Group Decision and Negotiation  16:61-76  January 2007. 
Available online at:  http://proquest.umi.com/pqdweb?did=1197077751&Fmt=7&clientId=417&RQT=309&VName=PQD

Moreno-Jiménez, J. M. and others.  The Core of Consistency in AHP-Group Decision Making.  Group Decision and Negotiation  17:249-265  May 2008. 
Available online at:  http://proquest.umi.com/pqdweb?did=1469091091&Fmt=7&clientId=417&RQT=309&VName=PQD

Nan, Susan Allen.  Conflict Resolution in a Network Society.  International Negotiation  13,no.1:111-131  2008. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=aph&AN=32107953

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-November 2007. 
Monthly e-zine with articles on all aspects of negotiation. Publication was suspended in November 2007, but an archive of all articles remains available.
Available online at:  http://www.negotiatormagazine.com/index.shtml

O'Brien, Jill L. and others.  Negotiating Transformational Leadership:  A Key to Effective Collaboration.  Nursing and Health Sciences  10:137-143  June 2008. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=aph&AN=31999008&site=ehost-live&custid=airuniv

Olekalns, Mara and others.  Resolving the Empty Core:  Trust as a Determinant of Outcomes in Three-Party Negotiations.  Group Decision and Negotiation  16:527-538  November 2007. 
Available online at:  http://proquest.umi.com/pqdweb?did=1372589011&Fmt=7&clientId=417&RQT=309&VName=PQD

Pietroni, Davide and others.  Response Modes in Negotiation.  Group Decision and Negotiation  17:31-49  January 2008. 
Available online at:  http://proquest.umi.com/pqdweb?did=1391171411&Fmt=7&clientId=417&RQT=309&VName=PQD

Quérou, Nicolas and others.  Multi-Party Negotiation When Agents Have Subjective Estimates of Bargaining Powers.  Group Decision and Negotiation  16:417-436  September 2007. 
Available online at:  http://proquest.umi.com/pqdweb?did=1311039541&sid=5&Fmt=7&clientId=417&RQT=309&VName=PQD

Reece, Tamekia.  We Need a Resolution; The Way You Handle On-the-job Conflict Can Make or Break You.  Career World  37:23-25  November-December 2008. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=aph&AN=35188721

Reed-Woodard, Marcia A.  Negotiating What You Want; A Wall Street Vet Explains What It Takes to Close the Deal.  Black Enterprise  39:44  July 2009. 
Available online at:  http://proquest.umi.com/pqdweb?did=1786963821&Fmt=7&clientId=417&RQT=309&VName=PQD

Rusinowska, Agnieszka and De Swart, Harrie.  Negotiating a Stable Government:  An Application of Bargaining Theory to a Coalition Formation Model.  Group Decision and Negotiation  17:445-464  September 2008. 
Available online at:  http://proquest.umi.com/pqdweb?did=1518146671&Fmt=7&clientId=417&RQT=309&VName=PQD

Salisbury, Wm. David and others.  Robbing Peter to Pay Paul:  The Differential Effect of GSS Restrictiveness on Process Satisfaction and Group Cohesion.  Group Decision and Negotiation  17:303-320  July 2008. 
Available online at:  http://proquest.umi.com/pqdweb?did=1509928081&Fmt=7&clientId=417&RQT=309&VName=PQD

Sankaran, Siva and Bui, Tung.  An Organizational Model for Transitional Negotiations:  Concepts, Design and Applications.  Group Decision and Negotiation  17:157-173  March 2008. 
Available online at:  http://proquest.umi.com/pqdweb?did=1442661011&Fmt=7&clientId=417&RQT=309&VName=PQD

Shakun, Melvin F.  Connectedness Problem Solving and Negotiation.  Group Decision and Negotiation  18:89-117  March 2009. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=eoah&AN=17575351

Stuart, Alix.  Not-So-Small Talk; A Successful Deal May Hinge on the Ability to Create Trust--Or Uncover Deception.  CFO  23:33-35  December 2007. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=f5h&AN=27820167

Swaab, Roderick I. and others.  Who Says What to Whom?  The Impact of Communication Setting and Channel on Exclusion from Multiparty Negotiation Agreements.  Social Cognition  27:385-401  June 2009. 
Available online at:  http://proquest.umi.com/pqdweb?did=1768487481&Fmt=7&clientId=417&RQT=309&VName=PQD

Turel, Ofir and Yuan, Yufei.  User Acceptance of Web-Based Negotiation Support Systems:  The Role of Perceived Intention of the Negotiating Partner to Negotiate Online.  Group Decision and Negotiation  16:451-468  September 2007. 
Available online at:  http://proquest.umi.com/pqdweb?did=1311039561&Fmt=7&clientId=417&RQT=309&VName=PQD

Turel, Ofir and Yuan, Yufei.  You Can't Shake Hands with Clenched Fists:  Potential Effects of Trust Assessments on the Adoption of E-negotiation Services.  Group Decision and Negotiation  17:141-155  March 2008. 
Available online at:  http://proquest.umi.com/pqdweb?did=1442661021&Fmt=7&clientId=417&RQT=309&VName=PQD

Van Kleef, Gerben A. and others.  Anger in Social Conflict:  Cross-Situational Comparisons and Suggestions for the Future.  Group Decision and Negotiation  17:13-30  January 2008. 
Available online at:  http://proquest.umi.com/pqdweb?did=1391171441&Fmt=7&clientId=417&RQT=309&VName=PQD

Warfield, Wallace.  Race Narratives in Dispute Resolution:  The Mediator's Dilemma.  Dispute Resolution Magazine  15:10-13  Spring 2009. 
Available online at:  http://proquest.umi.com/pqdweb?did=1686007701&Fmt=7&clientId=417&RQT=309&VName=PQD

Warren, Danielle E. and Alzola, Miguel.  Ensuring Independent Auditors:  Increasing the Saliency of the Professional Identity.  Group Decision and Negotiation  18:41-56  January 2009. 
Available online at:  http://proquest.umi.com/pqdweb?did=1632367521&Fmt=7&clientId=417&RQT=309&VName=PQD

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

Weiss, Mike.  The Phony Ultimatum -- Or Else.  Qualified Remodeler  34:16, 18  November 2008. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=f5h&AN=35618663

Williams, Gerald R.  Elements of an Optimum Strategy:  The Complete Legal Negotiator, Part One.  Debt³  22:6-12  July-August 2007. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=f5h&AN=26626487

Williams, Gerald R.  Elements of an Optimum Strategy:  The Complete Legal Negotiator, Part Two.  Debt³  22:14-17  September-October 2007. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=f5h&AN=27689031

Witkin, Nathan.  Co-Resolution:  A Cooperative Structure for Dispute Resolution.  Conflict Resolution Quarterly  26:239-256  Winter 2008. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=aph&AN=36165585

Yager, Ronald R.  Multi-Agent Negotiation Using Linguistically Expressed Mediation Rules.  Group Decision and Negotiation  16:1-23  January 2007. 
Available online at:  http://proquest.umi.com/pqdweb?did=1197077721&Fmt=7&clientId=417&RQT=309&VName=PQD

Yeend, Nancy Neal.  Tips for Enhanced Negotiations.  American Journal of Family Law  21:107-109  Winter 2008. 
The article provides suggestions in improving negotiation skills for lawyers. Aside from involving case-assessment, identification of options and criteria for proposal evaluation in making a negotiation plan, selecting a neutral site and the ability to identify and counter negotiation ploys are some techniques that are discussed.
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=aph&AN=27773714

Zhang, Zhi-Xue and Han, Yu-Lan.  The Effects of Reciprocation Wariness on Negotiation Behavior and Outcomes.  Group Decision and Negotiation  16:507-525  November 2007. 
Available online at:  http://proquest.umi.com/pqdweb?did=1372589061&Fmt=7&clientId=417&RQT=309&VName=PQD

 

Books

Friedrich, Patricia.  Language, Negotiation and Peace:  The Use of English in Conflict Resolution.  New York, Continuum, 2007.  130 p. 
Book call no.:  327.17  F911L

Goodwin, Deborah.  The Military and Negotiation:  The Role of the Soldier-Diplomat.  London, Frank Cass, 2005.  243 p.  (The Cass series on peacekeeping, 19).
Book call no.:  355.4  G656m

Hammer, Mitchell R.  Saving Lives:  The S.A.F.E. Model for Resolving Hostage and Crisis Incidents.  Westport, CT, Praeger Security International, 2007.  259 p. 
Book call no.:  363.23  H224s

Kriesberg, Louis.  Constructive Conflicts:  From Escalation to Resolution.  3rd ed.  Lanham, MD, Rowman & Littlefield Publishers, 2007.  435 p. 
Book call no.:  303.6  K92c  2007

Limbert, John W.  Negotiating with the Islamic Republic of Iran:  Raising the Chances for Success--Fifteen Points to Remember.  Washington, United States Institute of Peace, 2008.  15 p.  (Special report, 199).
Also available online at:  http://www.usip.org/pubs/specialreports/sr199.pdf
Book call no.:  327.73055  L733n

Murithi, Timothy.  The Ethics of Peacebuilding.  Edinburgh, UK, Edinburgh University Press, 2009.  188 p.  (Edinburgh studies in world ethics).
The Utility of Negotiation and Mediation, pp 71-112.
Book call no.:  327.172  M977e

Negotiation:  Readings, Exercises, and Cases, edited by Roy J. Lewicki and others.  5th ed.  Boston, McGraw-Hill/Irwin, 2007.  718 p. 
Book call no.:  658.4052  N3841

Requejo, William Hernández and Graham, John L.  Global Negotiation:  The New Rules.  New York, Palgrave Macmillan, 2008.  263 p. 
Book call no.:  658.4052  R427g

Sriram, Chandra Lekha.  Peace as Governance:  Power-Sharing, Armed Groups and Contemporary Peace Negotiations.  Basingstoke [England] ; New York, Palgrave Macmillan, 2008.  220 p.  (Rethinking peace and conflict studies).
Book call no.:  327.172  S774p

Strategic Culture and Weapons of Mass Destruction:  Culturally Based Insights into Comparative National Security Policymaking, edited by Jeannie L Johnson and others.  New York, Palgrave Macmillan, 2009.  285 p.  (Initiatives in strategic studies: issues and policies).
Book call no.:  355.0217  S8984

Tan, Joo Seng and Lim, Elizabeth N.K.  Strategies for Effective Cross-Cultural Negotiation:  The F.R.A.M.E Approach.  Singapore, McGraw Hill, 2004.  210 p. 
Book call no.:  658.049  T161s

Tressler, David M.  Negotiation in the New Strategic Environment:  Lessons from Iraq.  Carlisle Barracks, PA, Strategic Studies Institute, U.S. Army War College, 2007.  111 p. 
Also available online at:  http://www.strategicstudiesinstitute.army.mil/pdffiles/PUB792.pdf
Book call no.:  355.550973  T799n

Ury, William.  The Power of a Positive No:  How to Say No and Still Get to Yes.  New York, Bantam Books, 2007.  257 p. 
Book call no.:  158.2  U83p
Also available as unabridged audio Playaway:  Audio 158.2 U83pa

 

Documents (Student Research)

Epstein, Robert H.  Successful Interest-Based Negotiations and the White House Advance Team.  Maxwell AFB, AL, Air Command and Staff College, Air University, 2008.  34 p.  (Research report).
Also available online at:  https://www.afresearch.org
Doc. call no.:  M-U  43122  E642s

Ericson, Charles B.  Winning Hearts and Minds Is Not for Amateurs:  Preparing to Negotiate.  Maxwell AFB, AL, Air Command and Staff College, Air University, 2008.  32 p.  (Research report).
Also available online at:  https://www.afresearch.org
Doc. call no.:  M-U  43122  E683w

Horst, Paul R.  Cross-Cultural Negotiations.  Maxwell AFB, AL, Air War College, Air University, 2007.  35 p.  (Research report).
Also available online at:  https://www.afresearch.org
Doc. call no.:  M-U  43117  H819c

Mullen, John David.  The Effects of Personality and Simulated Negotiation on Negotiation Effectiveness.  Monterey, CA, Naval Postgraduate School, 1978.  125 p. 
Thesis (M.S.)--Naval Postgraduate School, 1978.
Also available online at:  http://handle.dtic.mil/100.2/ada066357
Doc. call no.:  M-U  42525  M9581e

Parker, Richard B.  Growth of Diplomacy and Negotiation Skills at the Strategic Level.  Carlisle Barracks, PA, U.S. Army War College, 2009.  22 p.  (USAWC strategy research project).
Also available online at:  http://handle.dtic.mil/100.2/ADA494763
Doc. call no.:  M-U  39080-537  P2421g

Stoddard, Kevin P.  Negotiating the Gordian Knot:  A Revised Strategy on Iran.  Carlisle Barracks, PA, U.S. Army War College, 2007.  32 p.  (USAWC strategy research project).
Also available online at:  http://handle.dtic.mil/100.2/ADA469616
Doc. call no.:  M-U  39080-537  S867n

 

Periodicals

Amanatullah, Emily T. and others.  Negotiators Who Give Too Much:  Unmitigated Communion, Relational Anxieties, and Economic Costs in Distributive and Integrative Bargaining.  Journal of Personality and Social Psychology  95:723-738  September 2008.

Are You Really Ready to Negotiate?  "Winging It" Is a Fine Approach to Life's Minor Decisions, but in Negotiation, It Can Be Disastrous.  Follow These Three Preparation Steps and Improve Your Agreements.  Negotiation  10:1-2,4  September 2007.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=buh&AN=26225949

Are You Sure That's What You Want?  Negotiators Often Err in Predicting How Happy a Particular Outcome Will Make Them.  Negotiation  11:4-7  July 2008.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=buh&AN=33018275

Atran, Scott and Axelrod, Robert.  Reframing Sacred Values (In Theory).  Negotiation Journal  24:221-246  July 2008.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=eoah&AN=14580939

Bailey, Jo Daughterty and McCarty, Dawn.  Assessing Empowerment in Divorce Mediation.  Negotiation Journal  25:327-336  July 2009.
Also available online at:  http://www3.interscience.wiley.com/cgi-bin/fulltext/122506819/PDFSTART

Balachandra, Lakshmi and others.  Improvisation and Mediation:  Balancing Acts.  Negotiation Journal  21:425-434  October 2005.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=eoah&AN=7693513

Balachandra, Lakshmi and others.  Improvisation and Negotiation:  Expecting the Unexpected.  Negotiation Journal  21:415-423  October 2005.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=eoah&AN=7693512

Balachandra, Lakshmi and others.  Improvisation and Teaching Negotiation:  Developing Three Essential Skills.  Negotiation Journal  21:435-441  October 2005.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=eoah&AN=7693514

Bazerman, Max H.  Dealing with Liars.  Negotiation  11:8  May 2008.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=buh&AN=31626503

Bazerman, Max H. and others.  When "Sacred" Issues Are at Stake (Column).  Negotiation Journal  24:113-117  January 2008.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=eoah&AN=13599622

Ben-Ari, Rachel and Hirshberg, Itzhak.  Attachment Styles, Conflict Perception, and Adolescents' Strategies of Coping with Interpersonal Conflict.  Negotiation Journal  25:59-82  January 2009.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=eoah&AN=17756770

Bet You Didn't Know ... Negotiation Research You Can Use.  Negotiation  11:6  November 2008.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=buh&AN=34780557

Brach, Darshan.  A Logic for the Magic of Mindful Negotiation  Negotiation Journal  24:25-44  January 2008.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=eoah&AN=13599617

Brett, Jeanne M. and others.  How to Manage Your Negotiating Team; The Best Challenge May Lie on Your Side of the Table.  Harvard Business Review  87:105-109  September 2009.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=buh&AN=43831206

Bring Your Deal Back from the Brink; What to Do When a Difficult Person Is the Main Obstacle Between You and Your Goals.  Negotiation  11:1-4  August 2008.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=buh&AN=33132259

Can't Beat Them?  Then Join a Coalition; Weak Parties Facing a Formidable Opponent May Find Strength in Numbers.  Negotiation  12:1-4  March 2009.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=buh&AN=36498764

Cohn, Laura.  What You Need to Know about Bargaining; With Retailers Begging for Your Business, Skillful Negotiating Can Help You Get the Most for Your Money.  Kiplinger's Personal Finance  63:87  April 2009.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=aph&AN=36844106

Crump, Larry.  For the Sake of the Team:  Unity and Disunity in a Multiparty Major League Baseball Negotiation.  Negotiation Journal  21:317-341  July 2005.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=eoah&AN=7290809

Cutcher-Gershenfeld, Joel and others.  Collective Bargaining in the Twenty-First Century:  A Negotiations Institution at Risk (Research Reports).  Negotiation Journal  23:249-265  July 2007.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=eoah&AN=12277358

Dalton, Dan R. and Dalton, Catherine M.  On the Many Limitations of Threat in Negotiation, as Well as Other Contexts.  Business Horizons  52:109-115  March-April 2009.

Does Your Reputation Precede You?  Negotiation  11:7  June 2008.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=buh&AN=32022399

Don't Get Stuck in the Status Trap; When We Strive for What Others Have, We Can Overlook What Would Make Us Truly Happy.  Negotiation  12:6-7  September 2009.

Donohue, William A. and Taylor, Paul J.  Role Effects in Negotiation:  The One-Down Phenomenon (In Theory).  Negotiation Journal  23:307-331  July 2007.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=eoah&AN=12277361

Driving the Deal Home.  Negotiation  11:4  September 2008.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=buh&AN=33719242

Druckman, Daniel and others.  Interpretive Filters:  Social Cognition and the Impact of Turning Points in Negotiation (Research Reports).  Negotiation Journal  25:13-40  January 2009.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=eoah&AN=17756768&site=ehost-live&custid=airuniv

Fairman, David and others.  The Negotiator's Fieldbook:  The Virtues and Limits of a Kaleidoscope (Review Essay).  Negotiation Journal  23:343-354  July 2007.
The Negotiator's Fieldbook:  The Desk Reference for the Experienced Negotiator, edited by Andrea Kupfer Schneider and Christopher Honeyman.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=eoah&AN=12277363

Flouri, Eirini and Fitsakis, Yiannis.  Minority Matters:  12 Angry Men as a Case Study of a Successful Negotiation Against the Odds.  Negotiation Journal  23:449-462  October 2007.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=eoah&AN=12702026

Freshman, Clark and Guthri, Chris.  Managing the Goal-Setting Paradox:  How to Get Better Results from High Goals and Be Happy.  Negotiation Journal  25:217-231  April 2009.
Also available online at:  http://www3.interscience.wiley.com/cgi-bin/fulltext/122307498/PDFSTART

Getting by, with Help from Your Friends; If You Can't Get What You Want, Ask Allies to Intervene on Your Behalf.  Negotiation  12:6  May 2009.

Goldberg, Stephen B.  The Secrets of Successful Mediators (In Practice).  Negotiation Journal  21:365-376  July 2005.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=eoah&AN=7290810

Goldberg, Stephen B. and Green, Eric D.  Creating the Canon:  Reflections on the First Edition of Dispute Resolution.  Negotiation Journal  22:455-458  October 2006.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=eoah&AN=10073809

Goldberg, Stephen B. and Shaw, Margaret L.  The Secrets of Successful (and Unsuccessful) Mediators Continued:  Studies Two and Three.  Negotiation Journal  23:393-418  October 2007.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=eoah&AN=12702022

Goldberg, Stephen B. and others.  What Difference Does a Robe Make?  Comparing Mediators with and Without Prior Judicial Experience.  Negotiation Journal  25:277-306  July 2009.
Also available online at:  http://www3.interscience.wiley.com/cgi-bin/fulltext/122506814/PDFSTART

Golden, Jim.  The Negotiation Counsel Model (Column).  Negotiation Journal  24:371-378  July 2008.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=eoah&AN=14580946

Goodman, Brenda.  The Art of Negotiation.  Psychology Today  40:64-65  January-February 2007.
Also available online at:  http://proquest.umi.com/pqdweb?did=1184348171&Fmt=7&clientId=417&RQT=309&VName=PQD

Gray, Ericka B.  Creating History:  The Impact of Frank Sander on ADR in the Courts.  Negotiation Journal  22:445-454  October 2006.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=eoah&AN=10073808

Guthrie, Chris.  Be Curious (Column).  Negotiation Journal  25:401-406  July 2009.
Also available online at:  http://www3.interscience.wiley.com/cgi-bin/fulltext/122506815/PDFSTART

Hardy, Samantha.  Mediation and Genre.  Negotiation Journal  24:247-268  July 2008.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=eoah&AN=14580940

Harris, Lesley Ellen.  Bargaining for Information? Here's How to Get What You Need.  Information Outlook  11:38-39  February 2007.
Also available online at:  http://proquest.umi.com/pqdweb?did=1219929801&sid=1&Fmt=3&clientId=417&RQT=309&VName=PQD

Harris, Lesley Ellen.  When the Negotiations Begin, Listen Carefully, Stay on Point.  Information Outlook  11:32-33  March 2007.
Also available online at:  http://proquest.umi.com/pqdweb?did=1235642051&Fmt=7&clientId=417&RQT=309&VName=PQD

Hoffman, David A.  The Future of ADR Practice:  Three Hopes, Three Fears, and Three Predictions.  Negotiation Journal  22:467-473  October 2006.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=eoah&AN=10073811

Honeyman, Christopher.  A Sale of Land in Somerset County (Column).  Negotiation Journal  23:203-212  April 2007.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=eoah&AN=11759610

Horan, Jack.  Certified Claims Are Not a Contract Negotiation Strategy.  Contract Management  49:74+  June 2009.
Also available online at:  http://proquest.umi.com/pqdweb?did=1788738491&Fmt=7&clientId=417&RQT=309&VName=PQD

How Body Language Affects Negotiation.  Negotiation  11:4-7  November 2008.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=buh&AN=34780554

How to Win an Auction--And Avoid the Sinking Feeling That You Overbid.  Negotiation  11:1-3  January 2008.
Too many winners of auctions end up feeling cursed by their victories. Gain a better understanding of how to play the game, and you'll place smarter bids.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=buh&AN=27825490

Kesting, Peter and Smolinski, Remigiusz.  When Negotiations Become Routine:  Not Reinventing the Wheel While Thinking Outside the Box (In Theory).  Negotiation Journal  23:419-438  October 2007.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=eoah&AN=12702024

Lagace, Martha.  Negotiating in Three Dimensions.  Contract Management  47:30-35  July 2007.
Explores the common mistakes of negotiators, the power of a three-dimensional approach, why negotiating is an essential skill, and where the science of negotiation is headed.
Also available online at:  http://www.ncmahq.org/files/Articles/51034_CM0707_F04.pdf

Larrick, Richard P. and Wu, George.  Claiming a Large Slice of a Small Pie:  Asymmetric Disconfirmation in Negotiation.  Journal of Personality and Social Psychology  93:212  August 2007.

Learn to Negotiate with an Open Mind.  Negotiation  11:5  May 2008.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=buh&AN=31626501

Make Them More Satisfied with Less.  Negotiation  10:4, 6  November 2007.
Resources May Be Tight, but Don't Despair. Negotiator Satisfaction Depends on Much More Than Objective Outcomes.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=buh&AN=27185461

Manwaring, Melissa.  The Cognitive Demands of a Negotiation Curriculum:  What Does It Mean to "Get" Getting to YES? (Teaching Note).  Negotiation Journal  22:67-88  January 2006.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=eoah&AN=8254608

Mastering the Art of Negotiation: The Career of Christo and Jeanne-Claude.  Negotiation  11:5  December 2008.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=buh&AN=35129023

Menkel-Meadow, Carrie.  Why Hasn't the World Gotten to Yes?  An Appreciation and Some Reflections.  Negotiation Journal  22:485-503  October 2006.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=eoah&AN=10073814

Miller, John Johnny E.  Your Four-Step Negotiation Checklist.  Contract Management  48:40-43  February 2008.
Also available online at:  http://proquest.umi.com/pqdweb?did=1438014041&Fmt=7&clientId=417&RQT=309&VName=PQD

Minkle, Beryl and others.  Peer Consultation for Mediators:  The Use of a Holding Environment to Support Mediator Reflection, Inquiry, and Self-Knowing.  Negotiation Journal  24:303-323  July 2008.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=eoah&AN=14580943

Moffitt, Michael L.  Frank Sander and His Legacy as an ADR Pioneer:  Before the Big Bang:  The Making of an ADR Pioneer (Special Section).  Negotiation Journal  22:437-443  October 2006.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=eoah&AN=10073807

Money, R. Bruce and Allred, Chad R.  An Exploration of a Model of Social Networks and Multilateral Negotiations.  Negotiation Journal  25:337-356  July 2009.
Also available online at:  http://www3.interscience.wiley.com/cgi-bin/fulltext/122506812/PDFSTART

Movius, Hal.  When Tough Talk Is Beside the Point.  Negotiation  11:8  June 2008.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=buh&AN=32022400

Negotiate Better Relationships with Your Children; A Problem-solving Approach Can Help Resolve Family Conflicts and Improve Your Kids' Coping Skills.  Negotiation  11:6-7  February 2008.
Illustrations/Description: 2 illustrations
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=buh&AN=29995143

Negotiating a More Perfect Union.  Negotiation  12:6-7  June 2009.

Negotiating with the Green-Eyed Monster.  Negotiation  11:4-5  August 2008.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=buh&AN=33132261

Negotiation Preparation Worksheet.  Negotiation  10:3  September 2007.

Nelken, Melissa L.  Negotiating Classroom Process:  Lessons from Adult Learning.  Negotiation Journal  25:181-194  April 2009.
Also available online at:  http://www3.interscience.wiley.com/cgi-bin/fulltext/122307497/PDFSTART

Picard, Cheryl A. and Melchin, Kenneth R.  Insight Mediation:  A Learning-Centered Mediation Model (In Practice).  Negotiation Journal  23:35-53  January 2007.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=eoah&AN=10780616

Poitras, Jean.  The Paradox of Accepting One's Share of Responsibility in Mediation.  Negotiation Journal  23:267-282  July 2007.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=eoah&AN=12277359

Poitras, Jean.  What Makes Parties Trust Mediators?  Negotiation Journal  25:307-325  July 2009.
The relationship of trust between mediators and parties is a key element of the mediation process.  This article reviews the trust relationship from the parties' perspectives.  A qualitative research methodology was used to identify five key factors explaining why parties trust their mediator:  degree of mastery over the process, explanation of the process, warmth and consideration, chemistry with the parties, and lack of bias toward either party.  The theoretical and practical implications of the results are discussed.
Also available online at:  http://www3.interscience.wiley.com/cgi-bin/fulltext/122506821/PDFSTART

Raghavan, Anita.  Watch Your Body Language; Richard Newman Teaches Executives How to Communicate Effectively--Without Speaking.  Forbes  183:92-93  March 16, 2009.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=aph&AN=36792909

Regain Your Counterpart's Trust with an Apology.  Negotiation  12:6  February 2009.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=buh&AN=36029089

Reid, Thomas.  The Fear of Negotiation.  Contract Management  48:50-53+  May 2008.
Also available online at:  www.ncmahq.org/files/Articles/CMApr08p50.pdf

Rogers, Nancy H.  No Panaceas, Only Promising Avenues:  Frank Sander's Legacy for Dispute Resolution in Law Schools.  Negotiation Journal  22:459-465  October 2006.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=eoah&AN=10073810

Schulz, Jennifer L.  Confectionery and Conflict Resolution?  What Chocolat Reveals about Mediation.  Negotiation Journal  22:251-277  July 2006.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=eoah&AN=9312797

Sclavi, Marianella.  The Role of Play and Humor in Creative Conflict Management (In Theory).  Negotiation Journal  24:157-180  April 2008.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=eoah&AN=14053159

Shmueli, Deborah and others.  Enhancing Community Leadership Negotiation Skills to Build Civic Capacity.  Negotiation Journal  25:249-266  April 2009.
Also available online at:  http://www3.interscience.wiley.com/cgi-bin/fulltext/122307493/PDFSTART

Should You Negotiate with Bullies?; A Current Political Debate Offers Strategies for Your Talks with Everyday Tyrants.  Negotiation  11:5-7  October 2008.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=buh&AN=34389954

Steinel, Wolfgang and others.  When Constituencies Speak in Multiple Tongues:  The Relative Persuasiveness of Hawkish Minorities in Representative Negotiation.  Organizational Behavior and Human Decision Processes  108:67-78  May 2009.
Also available online at:  http://papers.ssrn.com/sol3/Delivery.cfm/SSRN_ID1031681_code898941.pdf?abstractid=1031681&mirid=1

Subramanian, Guhan.  The Final Word on Small Talk.  Negotiation  10:8  November 2007.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=buh&AN=27185464

Subramanian, Guhan.  Wheeling and Dealing.  Negotiation  11:8  February 2008.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=buh&AN=29995144

Sunstein, Cass R.  Group Polarization and 12 Angry Men.  Negotiation Journal  23:443-447  October 2007.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=eoah&AN=12702025

The Surprising Benefits of Conflict in Negotiating Teams; If Carefully Managed, Disagreements Can Lead to Better Results Than You Might Expect.  Negotiation  12:5-7  February 2009.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=buh&AN=36029088

Susskind, Lawrence.  Breaking Robert's Rules.  Negotiation Journal  22:351-355  July 2006.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=eoah&AN=9312802

Susskind, Lawrence and Hulet, Carri.  The Practice of Public Dispute Resolution:  Measuring the Dollar Value of the Field. (Column).  Negotiation Journal  23:355-364  July 2007.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=eoah&AN=12277364

Susskind, Noah and Susskind, Lawrence.  Connecting Theory and Practice  Negotiation Journal  24:201-209  April 2008.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=eoah&AN=14053162

Trepkowski, Gerald L.  Driving a Hard Bargain:  The Benefits of More Meaningful Discussions.  Contract Management  49:38-41+  June 2009.
The standard of practice for communication between the government and offerors has been set far too low.  By engaging in more meaningful discussions, all parties concerned will create better business deals.
Also available online at:  http://proquest.umi.com/pqdweb?did=1788738461&Fmt=7&clientId=417&RQT=309&VName=PQD

Trumpy, Alexa J.  Subject to Negotiation:  The Mechanisms behind Co-Optation and Corporate Reform.  Social Problems  55:480-500  November 2008.
Also available online at:  http://proquest.umi.com/pqdweb?did=1590609791&Fmt=7&clientId=417&RQT=309&VName=PQD

Trying to Resolve a Dispute?  Choose the Right Process.  Negotiation  12:5-6  August 2009.
When you're stuck in a conflict, three basic questions can clarify which path to follow.

Van Roosbroek, Steven and Van de Walle, Steven.  The Relationship Between Ombudsman, Government, and Citizens:  A Survey Analysis.  Negotiation Journal  24:287-302  July 2008.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=eoah&AN=14580942

Ward, Andrew and others.  Acknowledging the Other Side in Negotiation.  Negotiation Journal  24:269-285  July 2008.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=eoah&AN=14580941

Weingart, Laurie R. and others.  Conflicting Social Motives in Negotiating Groups.  Journal of Personality and Social Psychology  93:994-1010  December 2007.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=aph&AN=27762320

Wheeler, Michael.  Bargaining in the Shadow of Doubt.  Negotiation  8:8  April 2008.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=buh&AN=31337314

Wheeler, Michael.  One Angry Man?  A New Look at an Old Film.  Negotiation Journal  23:469-471  October 2007.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=eoah&AN=12702028

Wheeler, Michael and Waters, Nancy J.  Twenty-Five Years of Getting to Yes:  The Origins of a Classic:  Getting to Yes Turns Twenty-Five (Special Section).  Negotiation Journal  22:475-481  October 2006.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=eoah&AN=10073812

When Negotiation Is Not the Answer; Before Wasting Your Time and Money on Unproductive Talks, Do a Cost-benefit Analysis.  Negotiation  11:5-7  June 2008.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=buh&AN=32022398

When You Have a Failure to Communicate.  Negotiation  11:1-4  July 2008.
Misunderstandings may crop-up in negotiation, but they need not ruin your talks.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=buh&AN=33018273

When Your Thoughts Work Against You; Even the Most Educated and Experienced Negotiators Succumb to Predictable Cognitive Biases.  Negotiation  11:1-5  October 2008.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=buh&AN=34389953

Why It Pays for Negotiators to Feel Powerful.  Negotiation  11:5-7  August 2008.
New research on executive performance suggests that those with power may be more focused negotiators than the powerless--but not for reasons you might expect.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=buh&AN=33132262

Why Our Negotiations Turn Out Differently.  Negotiation  11:2  December 2008.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=buh&AN=35129021

 


Business Negotiations
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Internet Resources

Al-Khatib, Jamal A. and others.  Business-to-Business Negotiating in China:  The Role of Morality.  Journal of Business & Industrial Marketing  22,no.2:84-96  2007. 
Available online at:  http://proquest.umi.com/pqdweb?did=1222459331&Fmt=7&clientId=417&RQT=309&VName=PQD

Altschul, Carlos.  Internal Coordination in Complex Trade Negotiations.  International Negotiation  12:315-331  October 2007. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=eoah&AN=13317816

Andrýsek, Josef and others.  On Combining Partial and Incompatible Information in E-negotiation and E-arbitration.  Group Decision and Negotiation  17:225-236  May 2008. 
Available online at:  http://proquest.umi.com/pqdweb?did=1469091111&Fmt=7&clientId=417&RQT=309&VName=PQD

Appelt, Kirstin C. and others.  Regulatory Fit in Negotiation:  Effects of "Prevention-Buyer" and "Promotion-Seller" Fit.  Social Cognition  27:365-384  June 2009. 
Available online at:  http://proquest.umi.com/pqdweb?did=1768487461&Fmt=7&clientId=417&RQT=309&VName=PQD

Bender, Raymond G., Jr.  Critical First Steps in Complex Commercial Arbitration; Appointing Qualified Arbitrators and Staging the Preliminary Conference.  Dispute Resolution Journal  64:28-37  February-April 2009. 
How parties should approach arbitrator selection and the preliminary conference in order to set the stage for an efficient and fair process.
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=buh&AN=38018442

Cotter, Michael J. and Henley, Jr., James A.  First-Offer Disadvantage in Zero-Sum Game Negotiation Outcomes.  Journal of Business-to-Business Marketing  15,no.1:25-44  2008. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=aph&AN=32747283

Diener, Marc.  Real Deal; Talk the Talk--Don't Be Afraid to Negotiate--Just Know What You're Doing.  Entrepreneur  35:68  August 2007. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=f5h&AN=25858740

Ertel, Danny and Gordon, Mark.  Best Practices:  Negotiating--What's the Point of the Deal, Really?  Ivey Business Journal  72:1-3  September-October 2008. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=f5h&AN=34879977

Filzmoser, Michael and Vetschera, Rudolf.  A Classification of Bargaining Steps and Their Impact on Negotiation Outcomes  Group Decision and Negotiation  17:421-443  September 2008. 
Available online at:  http://proquest.umi.com/pqdweb?did=1518146711&Fmt=7&clientId=417&RQT=309&VName=PQD

Fincher, Richard D.  Mediating Whistleblower Disputes:  Integrating the Emotional and Legal Challenges.  Dispute Resolution Journal  64:62-70  February-April 2009. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=buh&AN=38018446

Gitomer, Jeffrey.  Help!  I Need to Get Better at Negotiation.  Enterprise (Salt Lake City), p 8, August 4, 2008. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=f5h&AN=33964510

Johnson, Eric.  Tips on Negotiating Relationships.  Purchasing  136:49  September 13, 2007. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=f5h&AN=26716063

McKersie, Robert B. and others.  Bargaining Theory Meets Interest-Based Negotiations:  A Case Study.  Industrial Relations  47:66-96  January 2008. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=buh&AN=28103671

Nastase, Vivi and others.  Content Analysis Through the Machine Learning Mill.  Group Decision and Negotiation  16:335-346  July 2007. 
Available online at:  http://proquest.umi.com/pqdweb?did=1284765021&Fmt=7&clientId=417&RQT=309&VName=PQD

Negotiate Win-Win Solutions.  Farm Industry News  40:28-30  December 2007. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=f5h&AN=28006836

Negotiating Tactics: Knowledge Equals Clout at the Bargaining Table.  Pharmaceutical Executive:  The Executive Guide to Meetings and Travel Procurement, pp 16,19-20, 2007. 
Available online at:  http://proquest.umi.com/pqdweb?did=1292345481&Fmt=7&clientId=417&RQT=309&VName=PQD

Olekalns, Mara and Smith, Philip L.  Loose with the Truth:  Predicting Deception in Negotiation.  Journal of Business Ethics  76:225-238  December 2007. 
Available online at:  http://proquest.umi.com/pqdweb?did=1372595051&Fmt=7&clientId=417&RQT=309&VName=PQD

Olekalns, Mara and Smith, Philip L.  Mutually Dependent: Power, Trust, Affect and the Use of Deception in Negotiation.  Journal of Business Ethics  85:347-365  March 2009. 
Available online at:  http://proquest.umi.com/pqdweb?did=1666635421&Fmt=7&clientId=417&RQT=309&VName=PQD

Schoop, Mareike and others.  The Antecedents of Renegotiations in Practice--An Exploratory Analysis.  Group Decision and Negotiation  17:127-139  March 2008. 
Available online at:  http://proquest.umi.com/pqdweb?did=1442661031&Fmt=7&clientId=417&RQT=309&VName=PQD

White, Lucy and Williams, Mark.  Bargaining with Imperfect Enforcement.  RAND Journal of Economics  40:317-339  Summer 2009. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=buh&AN=38802341

 

Books

Negotiation:  Readings, Exercises, and Cases, edited by Roy J. Lewicki and others.  5th ed.  Boston, McGraw-Hill/Irwin, 2007.  718 p. 
Book call no.:  658.4052  N3841

Requejo, William Hernández and Graham, John.  Global Negotiation:  The New Rules.  New York, Palgrave Macmillan, 2008.  263 p. 
Book call no.:  658.4052  R427g

 

Periodicals

Adler, Robert S.  Negotiating with Liars.  MIT Sloan Management Review  48:69-74  Summer 2007.
Also available online at:  http://proquest.umi.com/pqdweb?did=1360146081&Fmt=7&clientId=417&RQT=309&VName=PQD

Almas, Bud and Schlich, Fred.  Negotiating Profit:  A Different Matter.  Contract Management  49:26-30+  July 2009.
Since profit is a motivator of efficient and effective contract performance, understanding how to analyze and negotiate a fair and reasonable profit is in the interest of both the government and the contractor.
Also available online at:  http://proquest.umi.com/pqdweb?did=1803430731&Fmt=7&clientId=417&RQT=309&VName=PQD

Are You Overly Committed to the Deal?  Negotiation  11:6-7  April 2008.
When you're more tightly bound to an agreement than your counterpart is, trouble could follow.  Manage your escalation of commitment--and level the playing field.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=buh&AN=31337312

Are You Really Ready to Negotiate?  "Winging It" Is a Fine Approach to Life's Minor Decisions, but in Negotiation, It Can Be Disastrous.  Follow These Three Preparation Steps and Improve Your Agreements.  Negotiation  10:1-2,4  September 2007.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=buh&AN=26225949

Ashraf, Nava.  Asking a New Employee for More.  Negotiation  12:8  May 2009.

Atkin, Thomas S. and Rinehart, Lloyd M.  The Effect of Negotiation Practices on the Relationship Between Suppliers and Customers (Research Report).  Negotiation Journal  22:47-65  January 2006.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=eoah&AN=8254607

The Auto Industry Bailout:  When the Big 3 Went to Washington.  Negotiation  12:7  March 2009.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=buh&AN=36498769

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

Barron, Gregory M.  Negotiating under a Blue Moon.  Negotiation  12:8  June 2009.

Bazerman, Max H.  Managing for Better Results.  Negotiation  11:8  October 2008.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=buh&AN=34389955

Becoming a Team Player:  Lessons from Professional Athletics.  Negotiation  12:6-7  October 2009.

Before you Sign on the Dotted Line ...  Negotiation  12:1-3  May 2009.
Too many deals and relationships deteriorate due to poorly negotiated contracts.  Now more than ever, your agreements need to be well crafted and clear.

Ben-Shahar, Omri.  A Bargaining Power Theory of Default Rules.  Columbia Law Review  109:396-430  March 2009.
This essay explores the merits of a new criterion for default rules in incomplete contracts:  filling gaps with terms that are favorable to the party with the greater bargaining power.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=aph&AN=36875801

Betting on Blockbusters:  Lessons from Book Auctions.  Negotiation  12:5-6  April 2009.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=buh&AN=36978562

Beyond Salary:  Negotiating for Job Satisfaction and Success; By Thinking Broadly about Your Career Goals, You Can Increase Your Value and Opportunities Both Inside and Outside a Hiring Organization.  Negotiation  10:1-3  November 2007.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=buh&AN=27185460

Bordone, Robert C.  Managing the Millennial Generation.  Negotiation  12:8  August 2009.

Bordone, Robert C.  Taming Hard Bargainers.  Negotiation  11:8  September 2008.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=buh&AN=33719245

Break Through Impasse with a Deadline  Negotiation  11:4  April 2008.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=buh&AN=31337311

The Brett Favre Trade:  A Win-Win Deal in a Win-Lose Game.  Negotiation  11:5  November 2008.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=buh&AN=34780556

Brown, Marshall.  Getting the Best Salary Offer Possible.  T+D  62:84-85  December 2008.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=aph&AN=36314617

Chameleons Win at Negotiation.  HRMagazine  52:10, 12  October 2007.
This article explains that negotiators may increase the odds of success at the bargaining table by copying an opponent's gestures, postures and mannerisms during the negotiation process.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=f5h&AN=26826127

Coping with Corruption.  Negotiation  11:4  February 2008.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=buh&AN=29995141

Create Value with Matching Rights.  Negotiation  10:5  October 2007.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=buh&AN=26650052

The Crucial First Five Minutes; What You Think, Say, and Do upon Meeting a New Negotiating Partner Sets the Course of Your Relationship.  To Get Off on the Right Foot, Beware These Common Errors.  Negotiation  10:1-3  October 2007.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=buh&AN=26650049

Cubby, Amy J. C.  Throwing Good Money after Bad.  Negotiation  12:8  January 2009.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=buh&AN=35694183

Disappointed by Results?  Improve Accountability.  Negotiation  12:6-7  January 2009.
When it comes to planning and carrying out talks, negotiators are too often left to their own devices.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=buh&AN=35694181

Driving Chrysler into Bankruptcy.  Negotiation  12:6-7  July 2009.

Erikson, Truls and Berg-Utby, Terje.  Preinvestment Negotiation Characteristics and Dismissal in Venture Capital-Backed Firms.  Negotiation Journal  25:41-57  January 2009.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=eoah&AN=17756769

A Film Project Strikes Out:  The Cancellation of Moneyball, the Movie.  Negotiation  12:5  September 2009.

Find Out What They Value by Making Multiple Equivalent Simultaneous Offers.  Negotiation  12:7  September 2009.

Garskof, Josh.  How to Haggle with a Contractor.  Money  38:40  June 2009.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=aph&AN=39260293

Get to the Point of the Deal.  Negotiation  10:4-5  December 2007.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=buh&AN=27464813

Gill, Dee.  When Good Deals Go Bad:  How to Renegotiate a Contract.  Inc  29:33  November 2007.
Also available online at:  http://proquest.umi.com/pqdweb?did=1381402751&Fmt=7&clientId=417&RQT=309&VName=PQD

The HD Supply Buyout:  Salvaging a Deal in Distress.  Negotiation  11:5  January 2008.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=buh&AN=27825492

Healey, Jon and others.  The Knowledge Workers' Strike; How Much Leverage Do Unions Have in a Bad Economic Climate?  Harvard Business Review  87:27-30+  July 2009.
Commentary by Richard L. Trumka, Richard B. Freeman, and Jeffrey Anderson.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=buh&AN=41997237

The Hospices De Beaune Wine Auction:  New World Tactics Meet Old World Tradition.  Negotiation  12:4  February 2009.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=buh&AN=36029087

How "Close Calls" Can Hurt You.  Negotiation  12:5  October 2009.

How Short-Term Focus Contributes to Future Disasters.  Negotiation  11:6-7  December 2008.
Negotiators tend to concentrate too closely on the here and now.  By incorporating future concerns into your talks, you'll make sounder decisions and guard against crises.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=buh&AN=35129024

How the Writers Got Back to Work.  Negotiation  11:4-5  May 2008.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=buh&AN=31626500

How to Build Trust at the Bargaining Table.  Negotiation  12:1-3  January 2009.
Mutual trust is the foundation of productive negotiations, yet it can be difficult to achieve. By following these strategies, you can reduce your exposure to risk.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=buh&AN=35694179

How to Deal When the Going Gets Tough.  Negotiation  12:4-6  March 2009.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=buh&AN=36498767

How to Deal When They Won't Play; When a Key Party Refuses to Come to the Table, You'll Need a Plan of Action-Or, Better Yet, Three.  Negotiation  20:4  October 2007.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=buh&AN=26650050

In Negotiation, How Much Do Personality and Other Individual Differences Matter?  Negotiation  11:1-4  December 2008.
Most negotiation advice centers on the mistakes all of us make.  But individual differences in personality, intelligence, and outlook could also affect your talks.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=buh&AN=35129020

Keep Your Career Moving Forward; As Organizations Struggle to Cut Costs, Layoffs and Salary Freezes have Become Commonplace.  Negotiation  12:1-3  April 2009.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=buh&AN=36978560

Kolb, Deborah M.  Dealing with a Problem Partner.  Negotiation  10:8  December 2007.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=buh&AN=27464815

Larkin, Ian.  Should You Get the Kinks Out?  Negotiation  11:8  July 2008.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=buh&AN=33018278

Lax, David.  Negotiating with Sole Suppliers.  Negotiation  11:8  January 2008.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=buh&AN=27825494

The Lazard IPO:  From "Never" to Inevitable.  Negotiation  10:7  October 2007.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=buh&AN=26650053

Make the Most of Mediation; Learn What to Expect from This Popular, Effective Form of Dispute Resolution.  Negotiation  12:1-4  October 2009.

Malhotra, Deepak and Bazerman, Max H.  Investigative Negotiation.  Harvard Business Review  85:72-78  September 2007.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=buh&AN=26129649

Managers:  Think Twice before Setting Negotiation Goals.  Negotiation  12:45  May 2009.

Master the Art and Science of Haggling; In Our Current Marketplace, Opportunities to Negotiate Are Cropping Up in New Places.  Negotiation  12:1-4  August 2009.

McKay, Ruth B. and Chung, Ed.  It's Cowanbunga Time:  Setting up Shop in a Foreign Country.  Simulation & Gaming  39:558-576  December 2008.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=aph&AN=35233761

Measure What Matters with a Scoring System.  Negotiation  10:5  November 2007.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=buh&AN=27185462

Mouzas, Stefanos.  Negotiating Umbrella Agreements (Research Report).  Negotiation Journal  22:279-301  July 2006.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=eoah&AN=9312798

Negotiating in an Economic Downturn.  Negotiation  11:1-3  November 2008.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=buh&AN=34780553

Negotiating in the Shadow of Crisis.  Negotiation  12:7  February 2009.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=buh&AN=36029090

Negotiating with Those Who Matter Most.  Negotiation  10:1-3  December 2007.
Business Transactions Between Friends and Family Are Notoriously Challenging. With a Little Advance Planning, Though, You Can Avoid the Most Common Pitfalls.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=buh&AN=27464811

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

Page, Diana and Mukherjee, Arup.  Effective Technique for Consistent Evaluation of Negotiation Skills.  Education  129:521-533  Spring 2009.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=aph&AN=37138545 | http://proquest.umi.com/pqdweb?did=1801926071&Fmt=7&clientId=417&RQT=309&VName=PQD

People Pleasers Pass up Profits.  Negotiation  11:3  December 2008.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=buh&AN=35129022

Pick the Right Negotiating Team; When Facing Complex Talks, Ensure That You Have the Best People on Your Side.  Negotiation  10:6-7  November 2007.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=buh&AN=27185463

The Pittsburgh Steelers Sale:  Handing Off a Beloved Asset.  Negotiation  12:7  April 2009.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=buh&AN=36978563

Resolve Employee Conflicts with Mediation Techniques; Alternative Dispute Resolution Offers Solutions for Bringing Your People Together.  Negotiation  10:6-7  December 2007.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=buh&AN=27464814

The Robin Hood Effect in Negotiation.  Negotiation  11:5  March 2009.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=buh&AN=36498768

Should You Make the First Offer?  A New Framework Will Help You Answer This Age-old Question.  Negotiation  11:3-4  January 2008.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=buh&AN=27825491

The Spy Satellite Debacle:  How Not to Contract Long-Term Projects.  Negotiation  11:5  February 2008.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=buh&AN=29995142

Start Your Talks Off on the Right Foot; Before Getting Down to Business, Discuss the Negotiation Process Together.  Negotiation  12:1-4  September 2009.

The Strike Zone:  How to Defuse Protracted Labor Conflicts.  Negotiation  11:6-7  March 2008.
The long-term costs of strikes can be devastating to organizations and industries.  Here are some strategies for getting people off the picket line and back to the bargaining table.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=buh&AN=29995146

Subramanian, Guhan.  To Bluff or Not to Bluff?  Negotiation  12:8  March 2009.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=buh&AN=36498770

Subramanian, Guhan.  Weighing a New Way to Pay.  Negotiation  12:8  July 2009.

Susskind, Lawrence.  How to Do More with Less.  Negotiation  12:8  February 2009.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=buh&AN=36029091

Susskind, Lawrence.  Negotiation Training That Works.  Negotiation  11:8  March 2008.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=buh&AN=29995147

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

Think You're Powerless?  Think Again; Tap into These Sources of Bargaining Power during Your Next Negotiation.  Negotiation  12:1-3  February 2009.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=buh&AN=36029085

Threat Response at the Bargaining Table; When Someone Issues a Threat or an Ultimatum, Take a Step Back and Diagnose the Problem.  Negotiation  11:6-7  January 2008.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=buh&AN=27825493

Threatened with Extinction:  A Negotiation Saga Unfolds at the Boston Globe.  Negotiation  12:7  August 2009.

Tired of Fighting City Hall?  Negotiate Instead.  Negotiation  11:1-4  February 2008.
Governments bring special powers and privileges to the bargaining table.  You can gain leverage by acquiring some power tools of your own.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=buh&AN=29995140

Uncover Hidden Value with a Post-Settlement Settlement.  Negotiation  12:3  March 2009.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=buh&AN=36498766&site=ehost-live&custid=airuniv

View Your Counterpart as an Agent.  Negotiation  12:2  February 2009.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=buh&AN=36029086

The Wachovia Buyout:  A Battle for Credit-Crisis Spoils.  Negotiation  12:4-5  January 2009.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=buh&AN=35694180

Wasynczuk, Andrew.  Sewing Up a Long-term Relationship.  Negotiation  12:8  October 2009.

Welch, Jack and Welch, Suzy.  Negotiate in a Cool, Dark Place; Lessons from the Very Public Breakup of Joe Torre and the New York Yankees.  Business Week, p 94, November 5, 2007.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=aph&AN=27241020

What to Do When Others Are Counting on You; Before Representing Another Party, Prepare for the Challenge of Negotiating as an Agent.  Negotiation  11:5-7  September 2008.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=buh&AN=33719243

What to Do When the Table Gets Crowded.  Negotiation  11:6-7  May 2008.
Facing talks with multiple parties?  Learn from the victories and defeats of seasoned deal makers.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=buh&AN=31626502

Wheeler, Michael.  Dealing with an Unrealistic Seller.  Negotiation  12:8  April 2009.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=buh&AN=36978564

Wheeler, Michael.  When They Slice the Deal Too Thin.  Negotiation  10:8  October 2007.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=buh&AN=26650054

When Incentives Strike Out.  Negotiation  12:4  May 2009.

When Your Organization Is the Obstacle:  Overcoming Barriers for Better Results.  Negotiation  12:1-4  June 2009.

Why Your Next Negotiation Power Trip Could Backfire.  Negotiation  10:4-5  December 2007.
Negotiators who appear to have the upper hand are often surprised when their opponents rebel against offers and contracts. Here's how to avoid a power backlash.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=buh&AN=27464812

Why Your Selling Price May Be Too High; Common Psychological Biases Lead Us to Overvalue Our Possessions. That Can Be a Problem When It's Time to Get Rid of Them.  Negotiation  10:5-6  October 2007.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=buh&AN=26650051

Will Your Proposals Hit the Mark?; Before Putting Offers on the Table, Use Proven Influence Strategies to Frame Them as Effectively as Possible.  Negotiation  11:1-4  May 2008.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=buh&AN=31626499

The Yahoo-Microsoft Negotiation:  What to Consider Before You Say No.  Negotiation  11:7  August 2008.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=buh&AN=33132263


Case Studies
Return to Contents


Internet Resources

Fullard, David Anthony.  A Protocol for Comprehensive Hostage Negotiation Training within Correctional Institutions.  Federal Probation  71:10-17  December 2007. 
Available online at:  http://proquest.umi.com/pqdweb?did=1425233391&Fmt=7&clientId=417&RQT=309&VName=PQD

McKersie, Robert B. and others.  Bargaining Theory Meets Interest-Based Negotiations:  A Case Study.  Industrial Relations  47:66-96  January 2008. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=buh&AN=28103671

Smolinski, Remigiusz.  How Was the Fifth European Union Enlargement Actually Negotiated?  A Comparative Analysis of Selected Traits.  International Negotiation  13:247-283  October 2008. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=eoah&AN=17104871

Young, Mark.  Playing Red and Playing Blue:  The 1990-94 Negotiation Miracle in South Africa.  International Negotiation  12:295-310  June 2007. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=eoah&AN=12792552

 

Book

Negotiation:  Readings, Exercises, and Cases, edited by Roy J. Lewicki and others.  5th ed.  Boston, McGraw-Hill/Irwin, 2007.  718 p. 
Book call no.:  658.4052  N3841

 

Periodicals

Crump, Larry.  For the Sake of the Team:  Unity and Disunity in a Multiparty Major League Baseball Negotiation.  Negotiation Journal  21:317-341  July 2005.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=eoah&AN=7290809

Enia, Jason S.  Sequencing Negotiating Partners:  Implications for the Two-Level Game? (Case Analysis).  Negotiation Journal  25:357-383  July 2009.
Also available online at:  http://www3.interscience.wiley.com/cgi-bin/fulltext/122506820/PDFSTART

Healey, Jon and others.  Anderson, Jeffrey.  The Knowledge Workers' Strike; How Much Leverage Do Unions Have in a Bad Economic Climate?  Harvard Business Review  87:27-30+  July 2009.
Commentary by Richard L. Trumka, Richard B. Freeman, and Jeffrey Anderson.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=buh&AN=41997237

Metcalfe, David.  The Protest Game:  Animal Rights Protests and the Life Sciences Industry (Case Analysis).  Negotiation Journal  24:125-143  April 2008.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=eoah&AN=14053157

Pugh, Jeffrey.  The Structure of Negotiation:  Lessons from El Salvador for Contemporary Conflict Resolution (Case Analysis).  Negotiation Journal  25:83-105  January 2009.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=eoah&AN=17756771&site=ehost-live&custid=airuniv


Conflict Resolution
Return to Contents


Internet Resources

Nan, Susan Allen.  Conflict Resolution in a Network Society.  International Negotiation  13,no.1:111-131  2008. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=aph&AN=32107953

Wanis-St. John, Anthony and Kew, Darren.  Civil Society and Peace Negotiations:  Confronting Exclusion.  International Negotiation  13,no.1:11-36  2008. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=aph&AN=32107958

Witkin, Nathan.  Co-Resolution: A Cooperative Structure for Dispute Resolution.  Conflict Resolution Quarterly 26:239-256  Winter 2008. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=aph&AN=36165585

Zartman, Jonathan.  Negotiation, Exclusion and Durable Peace: Dialogue and Peacebuilding in Tajikistan.  International Negotiation  13,no.1:55-72  2008. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=aph&AN=32107956

Zoffer, Jerry and others.  Synthesis of Complex Criteria Decision Making: A Case Towards a Consensus Agreement for a Middle East Conflict Resolution.  Group Decision and Negotiation  17:363-385  September 2008. 
Available online at:  http://proquest.umi.com/pqdweb?did=1518146681&Fmt=7&clientId=417&RQT=309&VName=PQD

 

Books

Friedrich, Patricia.  Language, Negotiation and Peace:  The Use of English in Conflict Resolution.  New York, Continuum, 2007.  130 p. 
Book call no.:  327.17  F911L

Sriram, Chandra Lekha.  Peace as Governance: Power-Sharing, Armed Groups and Contemporary Peace Negotiations.  Basingstoke [England] ; New York, Palgrave Macmillan, 2008.  220 p.  (Rethinking peace and conflict studies).
Book call no.:  327.172  S774p

 

Documents (Student Research)

Horst, Paul R.  Cross-Cultural Negotiations.  Maxwell AFB, AL, Air War College, Air University, 2007.  35 p. 
Also available online at:  https://www.afresearch.org
Doc. call no.:  M-U  43117  H819c

Parker, Richard B.  Growth of Diplomacy and Negotiation Skills at the Strategic Level.  Carlisle Barracks, PA, U.S. Army War College, 2009.  22 p.  (USAWC strategy research project)
Also available online at:  http://handle.dtic.mil/100.2/ADA494763
Doc. call no.:  M-U 39080-537 P2421g

 

Periodicals

Ebner, Noam and Efron, Yael.  Using Tomorrow's Headlines for Today's Training:  Creating Pseudo-Reality in Conflict Resolution Simulation Games (Teaching Notes).  Negotiation Journal  21:377-393  July 2005.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=eoah&AN=7290811

Finnegan, Amy C. and Hackley, Susan G..  Negotiation and Nonviolent Action:  Interacting in the World of Conflict (In Theory).  Negotiation Journal  24:7-24  January 2008.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=eoah&AN=13599616

Kriesberg, Louis.  Long Peace or Long War:  A Conflict Resolution Perspective (In Theory).  Negotiation Journal  23:97-116  April 2007.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=eoah&AN=11759604

Nelken, Melissa L.  Negotiating Classroom Process:  Lessons from Adult Learning.  Negotiation Journal  25:181-194  April 2009.
Also available online at:  http://www3.interscience.wiley.com/cgi-bin/fulltext/122307497/PDFSTART

Pugh, Jeffrey.  The Structure of Negotiation:  Lessons from El Salvador for Contemporary Conflict Resolution (Case Analysis).  Negotiation Journal  25:83-105  January 2009.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=eoah&AN=17756771&site=ehost-live&custid=airuniv

Ross, Dennis.  How to Have Successful Negotiations.  Wall Street Journal, p A-11, May 24, 2008.
Also available online at:  http://proquest.umi.com/pqdlink?did=1483967811&sid=2&Fmt=3&clientId=417&RQT=309&VName=PQD

Schulz, Jennifer L.  Confectionery and Conflict Resolution?  What Chocolat Reveals about Mediation.  Negotiation Journal  22:251-277  July 2006.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=eoah&AN=9312797

Sclavi, Marianella.  The Role of Play and Humor in Creative Conflict Management (In Theory).  Negotiation Journal  24:157-180  April 2008.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=eoah&AN=14053159

Shannon, Megan.  Preventing War and Providing the Peace?  International Organizations and the Management of Territorial Disputes.  Conflict Management and Peace Science  26:144-163  April 2009.
Also available online at:  http://cmp.sagepub.com/cgi/reprint/26/2/144

 


Cross Cultural Aspects
Return to Contents


Internet Resources

Al-Khatib, Jamal A. and others.  Business-to-Business Negotiating in China:  The Role of Morality.  Journal of Business & Industrial Marketing  22,no.2:84-96  2007. 
Available online at:  http://proquest.umi.com/pqdweb?did=1222459331&Fmt=7&clientId=417&RQT=309&VName=PQD

Carrell, Michael R. and othersFairness Norms in Negotiation:  A Study of American and European Perspectives.  Dispute Resolution Journal  64:54-60  February-April 2009. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=buh&AN=38018445

Goren, Eli.  Words from the Wise.  Successful Meetings  57:88  August 2008. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=f5h&AN=34080201

Hauser, Peter.  Nine Strategies for Planning a Meeting in China.  Successful Meetings  56:22-26  September 2007. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=f5h&AN=26628864

Kopelman, Shirli and Rosette, Ashleigh Shelby.  Cultural Variation in Response to Strategic Emotions in Negotiations.  Group Decision and Negotiation  17:65-77  January 2008. 
Available online at:  http://proquest.umi.com/pqdweb?did=1391171391&Fmt=7&clientId=417&RQT=309&VName=PQD

Liu, Meina.  The Intrapersonal and Interpersonal Effects of Anger on Negotiation Strategies:  A Cross-Cultural Investigation.  Human Communication Research  35:148-169  January 2009. 
Available online at:  http://www3.interscience.wiley.com/cgi-bin/fulltext/121578496/PDFSTART

Yifeng, Nancy Chen and others.  Effects of Warm-Heartedness and Reward Distribution on Negotiation.  Group Decision and Negotiation  17:79-96  January 2008. 
Available online at:  http://proquest.umi.com/pqdweb?did=1391171401&Fmt=7&clientId=417&RQT=309&VName=PQD

Zhang, Catherine Xiaoying.  Business Negotiation Between Westerners and Chinese State-Owned Enterprises.  International Lawyer  42:1303-16  Winter 2008. 
Available online at:  http://proquest.umi.com/pqdweb?did=1686007821&Fmt=7&clientId=417&RQT=309&VName=PQD

 

Internet Resource (Student Research)

Suther, George N.  Conducting Japanese Negotiations Strategic Vision and Cultural Adaptation.  Carlisle Barracks, PA, U.S. Army War College, 2008.  35 p.  (USAWC strategy research project).
Available online at:  http://handle.dtic.mil/100.2/ADA478246

 

Books

Requejo, William Hernández and Graham, John L.  Global Negotiation:  The New Rules.  New York, Palgrave Macmillan, 2008.  263 p. 
Book call no.:  658.4052  R427g

Strategic Culture and Weapons of Mass Destruction:  Culturally Based Insights into Comparative National Security Policymaking, edited by Jeannie L. and others.  New York, Palgrave Macmillan, 2009.  285 p.  (Initiatives in strategic studies: issues and policies).
Book call no.:  355.0217  S8984

Tan, Joo Seng and Lim, Elizabeth N.K.  Strategies for Effective Cross-Cultural Negotiation:  The F.R.A.M.E Approach.  Singapore, McGraw Hill, 2004.  210 p. 
Book call no.:  658.049  T161s

 

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


Document (Student Research)

Horst, Paul R.  Cross-Cultural Negotiations.  Maxwell AFB, AL, Air War College, Air University, 2007.  35 p. 
Also available online at:  https://www.afresearch.org
Doc. call no.:  M-U  43117  H819c

 

Periodicals

Alon, Ilai and Brett, Jeanne M.  Perceptions of Time and Their Impact on Negotiations in the Arabic-Speaking Islamic World.  Negotiation Journal  23:55-73  January 2007.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=eoah&AN=10780618

Bernard, Phyllis E.  Bringing Soul to International Negotiation.  Negotiation Journal  25:147-159  April 2009.
Also available online at:  http://www3.interscience.wiley.com/cgi-bin/fulltext/122307494/PDFSTART

Coping with Culture at the Bargaining Table; Intercultural Negotiations Are Common These Days--And So Are Culture Clashes.  Negotiation  12:1-4  July 2009.

Joseph, Jeremy.  Mediation in War:  Winning Hearts and Minds Using Mediated Condolence Payments (In Practice).  Negotiation Journal  23:219-248  July 2007.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=eoah&AN=12277357

Macduff, Ian.  Your Pace or Mine?  Culture, Time, and Negotiation.  Negotiation Journal  22:31-45  January 2006.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=eoah&AN=8254606

McKay, Ruth B. and Chung, Ed.  It's Cowanbunga Time:  Setting up Shop in a Foreign Country.  Simulation & Gaming  39:558-576  December 2008.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=aph&AN=35233761

Movius, Hal and others.  Tailoring the Mutual Gains Approach for Negotiations with Partners in Japan, China, and Korea (In Practice).  Negotiation Journal  22,no.4:389-435  October 2006.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=eoah&AN=10073806

Sebenius, James K.  Hidden Roadblocks in Cross-Border Talks.  Negotiation  12:8  September 2009.

Volkema, Roger and Rivers, Cheryl.  Negotiating on the Internet:  Insights from a Cross-Cultural Exercise.  Journal of Education for Business  83:165-172  January-February 2008.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=aph&AN=31185881


Education and Research
Return to Contents


Internet Resource

Bragge, Johanna and others.  A Repeatable E-collaboration Process Based on ThinkLets for Multi-Organization Strategy Development.  Group Decision and Negotiation  16:363-379  July 2007. 
Available online at:  http://proquest.umi.com/pqdweb?did=1284765031&Fmt=7&clientId=417&RQT=309&VName=PQD

 

Book

Tressler, David M.  Negotiation in the New Strategic Environment:  Lessons from Iraq.  Carlisle Barracks, PA, Strategic Studies Institute, U.S. Army War College, 2007.  111 p. 
Also available online at:  http://www.strategicstudiesinstitute.army.mil/pdffiles/PUB792.pdf
Book call no.:  355.550973  T799n

 

Document (Student Research)

Ericson, Charles B.  Winning Hearts and Minds Is Not for Amateurs:  Preparing to Negotiate.  Maxwell AFB, AL, Air Command and Staff College, Air University, 2008.  32 p. 
Also available online at:  https://www.afresearch.org
Doc. call no.:  M-U  43122  E683w

 

Periodicals

Andonova, Liliana B. and Mendoza-Castro, Renzo.  The Next Climate Treaty?  Pedagogical and Policy Lessons of Classroom Negotiations.  International Studies Perspectives  9:331-347  August 2008.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=aph&AN=33246288

Avruch, Kevin.  What Is Training All About?  Negotiation Journal  25:161-169  April 2009.
Also available online at:  http://www3.interscience.wiley.com/cgi-bin/fulltext/122307492/PDFSTART

Ebner, Noam and Efron, Yael.  Using Tomorrow's Headlines for Today's Training:  Creating Pseudo-Reality in Conflict Resolution Simulation Games (Teaching Notes).  Negotiation Journal  21:377-393  July 2005.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=eoah&AN=7290811

Groth, Brian Ibbotson and Glevoll, Sølvi.  A New Use for Practitioners in Teaching Negotiation (Teaching Note).  Negotiation Journal  23:173-184  April 2007.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=eoah&AN=11759607

Hackley, Susan.  One Reasonable and Inquiring Man:  12 Angry Men as a Negotiation-Teaching Tool.  Negotiation Journal  23:463-468  October 2007.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=eoah&AN=12702027

Hardy, Samantha.  Teaching Mediation as Reflective Practice (On Teaching).  Negotiation Journal  25:385-400  July 2009.
Also available online at:  http://www3.interscience.wiley.com/cgi-bin/fulltext/122506817/PDFSTART

Holtom, Brooks C. and Kenworthy-U'Ren, Amy L.  Electronic Negotiation:  A Teaching Tool for Encouraging Student Self-Reflection.  Negotiation Journal  22:303-324  July 2006.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=eoah&AN=9312799

Macduff, Ian.  Using Blogs as a Teaching Tool in Negotiation (On Teaching).  Negotiation Journal  25:107-124  January 2009.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=eoah&AN=17756772&site=ehost-live&custid=airuniv

McAdoo, Bobbi and Manwaring, Melissa.  Teaching for Implementation:  Designing Negotiation Curricula to Maximize Long-Term Learning.  Negotiation Journal  25:195-215  April 2009.
Also available online at:  http://www3.interscience.wiley.com/cgi-bin/fulltext/122307489/PDFSTART

Movius, Hal.  The Effectiveness of Negotiation Training (On Teaching).  Negotiation Journal  24:509-531  October 2008.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=eoah&AN=17013309

Susskind, Lawrence and others.  What We Have Learned about Teaching Multiparty Negotiation.  Negotiation Journal  21:395-408  July 2005.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=eoah&AN=7290812

Taylor, Kimberly A. and others.  Teaching the Art of Negotiation:  Improving Students' Negotiating Confidence and Perceptions of Effectiveness.  Journal of Education for Business  83:135-140  January-February 2008.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=aph&AN=31185885

Volkema, Roger J.  Negotiating for Money:  Adding a Dose of Reality to Classroom Negotiations (Teaching Note).  Negotiation Journal  23:473-485  October 2007.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=eoah&AN=12702029

Wade, John.  Defining Success in Negotiation and Other Dispute Resolution Training.  Negotiation Journal  25:171-179  April 2009.
Also available online at:  http://www3.interscience.wiley.com/cgi-bin/fulltext/122307488/PDFSTART

Watkins, Michael D.  Teaching Students to Shape the Game:  Negotiation Architecture and the Design of Manageably Dynamic Simulations (Teaching Note).  Negotiation Journal  23:333-342  July 2007.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=eoah&AN=12277362

Weiss, Stephen E.  Mega-Simulations in Negotiation Teaching:  Extraordinary Investments with Extraordinary Benefits (On Teaching).  Negotiation Journal  24:325-353  July 2008.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=eoah&AN=14580944

Wheeler, Michael.  Is Teaching Negotiation Too Easy, Too Hard, or Both?  (Teaching Note).  Negotiation Journal  22:187-197  April 2006.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=eoah&AN=8746741

Williams, Gerald R. and others.  New Technology Meets an Old Teaching Challenge:  Using Digital Video Recordings, Annotation Software, and Deliberate Practice Techniques to Improve Student Negotiation Skills (Teaching Note).  Negotiation Journal  24:71-87  January 2008.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=eoah&AN=13599619

 


Electronic Negotiations
Return to Contents


Internet Resources

Johnson, Norman A. and Cooper, Randolph B.  Power and Concession in Computer-Mediated Negotiations: An Examination of First Offers.  MIS Quarterly  33:147-170  March 2009. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=aph&AN=36525676

Johnson, Norman A. and others.  The Effect of Flaming on Computer-Mediated Negotiations  European Journal of Information Systems  17:417-434  August 2008. 
There is an increasing use of computer media for negotiations. However, the use of computer-mediated channels increases the hostile expressions of emotion, termed flaming. Although researchers agree that flaming has important effects on negotiation, predictions concerning these effects are inconsistent, suggesting a need for further investigation. We address this need by extending current flaming and negotiation research in two ways. First, we identify two different types of flaming: that which is motivated by perceptions concerning the negotiating opponent (e.g., he/she is unfair) and that which is motivated by perceptions concerning the negotiating context (e.g., the communication channel is too slow). Second, we differentiate between the effects of flaming on the concession behaviors of the flame sender and the flame recipient, and the effects of these behaviors on negotiated agreement.
Available online at:  http://proquest.umi.com/pqdweb?did=1579789871&Fmt=7&clientId=417&RQT=309&VName=PQD

Kim, Jin Bae and others.  E-negotiation System Development:  Using Negotiation Protocols to Manage Software Components.  Group Decision and Negotiation  16:321-334  July 2007. 
Available online at:  http://proquest.umi.com/pqdweb?did=1284764981&Fmt=7&clientId=417&RQT=309&VName=PQD

Lewis, L. Floyd and others.  A Cross-Regional Exploration of Barriers to the Adoption and Use of Electronic Meeting Systems.  Group Decision and Negotiation  16:381-398  July 2007. 
Available online at:  http://proquest.umi.com/pqdweb?did=1284765041&Fmt=7&clientId=417&RQT=309&VName=PQD

Pesendorfer, Eva-Maria and Koeszegi, Sabine T.  Social Embeddedness in Electronic Negotiations.  Group Decision and Negotiation  16:399-415  July 2007. 
Available online at:  http://proquest.umi.com/pqdweb?did=1284765051&Fmt=7&clientId=417&RQT=309&VName=PQD

Poblet, Marta and Casanovas, Pompeu.  Emotions in ODR.  International Review of Law, Computers & Technology  21:145-156  July 2007. 
This paper proposes a review of recent literature on emotions and ODR [online disputing process] to discuss controversial issues such as the capacity of ODR techniques to deal with emotions and the advantages and disadvantages of computer-mediated communication versus face-to-face communication in terms of expressions of emotions.
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=aph&AN=26655588

Schoop, Mareike and others.  The Antecedents of Renegotiations in Practice--An Exploratory Analysis.  Group Decision and Negotiation  17:127-139  March 2008. 
Available online at:  http://proquest.umi.com/pqdweb?did=1442661031&Fmt=7&clientId=417&RQT=309&VName=PQD

Sokolova, Marina and Szpakowicz, Stan.  Strategies and Language Trends in Learning Success and Failure of Negotiation.  Group Decision and Negotiation  16:469-484  September 2007. 
Available online at:  http://proquest.umi.com/pqdweb?did=1311039571&Fmt=7&clientId=417&RQT=309&VName=PQD

Turel, Ofir and others.  Antecedents of Attitude Towards Online Mediation.  Group Decision and Negotiation  16:539-552  November 2007. 
Available online at:  http://proquest.umi.com/pqdweb?did=1372589071&Fmt=7&clientId=417&RQT=309&VName=PQD

Weigand, Hans and van den Heuvel, Willem-Jan .  The Challenge of Self-Adaptive Systems for E-Commerce.  Group Decision and Negotiation  16:169-190  March 2007. 
Available online at:  http://proquest.umi.com/pqdweb?did=1217487391&Fmt=7&clientId=417&RQT=309&VName=PQD

 

Periodicals

Hatta, Taketoshi and others.  An Experimental Study on the Effects of Exitability and Correctability on Electronic Negotiation.  Negotiation Journal  23:283-305  July 2007.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=eoah&AN=12277360

Holtom, Brooks C. and Kenworthy-U'Ren, Amy L.  Electronic Negotiation:  A Teaching Tool for Encouraging Student Self-Reflection.  Negotiation Journal  22:303-324  July 2006.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=eoah&AN=9312799

Make the Most of E-mail Negotiations; When You Have to Negotiate Via E-mail, You Need to Learn How to Cope with Its Pitfalls.  Negotiation  12:5-7  July 2009.

Shirazi, Mohammad Reza Ayatollahzadeh and Barfouroush, Ahmad Abdollahzadeh.  A Conceptual Framework for Modeling Automated Negotiations in Multiagent Systems.  Negotiation Journal  24:45-70  January 2008.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=eoah&AN=13599618

Subramanian, Guhan.  Calling Off E-Auctions.  Negotiation  11:8  November 2008.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=buh&AN=34780558

Volkema, Roger and Rivers, Cheryl.  Negotiating on the Internet:  Insights from a Cross-Cultural Exercise.  Journal of Education for Business  83:165-172  January-February 2008.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=aph&AN=31185881


Emotion
Return to Contents


Internet Resources

Elfenbein, Hillary Anger and others.  Reading Your Counterpart:  The Benefit of Emotion Recognition Accuracy for Effectiveness in Negotiation.  Journal of Nonverbal Behavior  31:205-223  December 2007. 
Available online at:  http://proquest.umi.com/pqdweb?did=1366218471&Fmt=7&clientId=417&RQT=309&VName=PQD

Galinsky, Adam D. and others.  Why It Pays to Get Inside the Head of Your Opponent:  The Differential Effects of Perspective Taking and Empathy in Negotiations.  Psychological Science  19:378-384  April 2008. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=aph&AN=31557895

Johnson, Norman A. and others.  The Effect of Flaming on Computer-Mediated Negotiations.  European Journal of Information Systems  17:417-434  August 2008. 
Available online at:  http://proquest.umi.com/pqdweb?did=1579789871&Fmt=7&clientId=417&RQT=309&VName=PQD

Kopelman, Shirli and Rosette, Ashleigh Shelby.  Cultural Variation in Response to Strategic Emotions in Negotiations.  Group Decision and Negotiation  17:65-77  January 2008. 
Available online at:  http://proquest.umi.com/pqdweb?did=1391171391&Fmt=7&clientId=417&RQT=309&VName=PQD

Martinovski, Bilyana and others.  Rejection of Empathy in Negotiation.  Group Decision and Negotiation 16:61-76 .  January 2007. 
Available online at:  http://proquest.umi.com/pqdweb?did=1197077751&Fmt=7&clientId=417&RQT=309&VName=PQD

Poblet, Marta and Casanovas, Pompeu.  Emotions in ODR.  International Review of Law, Computers & Technology  21:145-156  July 2007. 
This paper proposes a review of recent literature on emotions and ODR [online disputing process] to discuss controversial issues such as the capacity of ODR techniques to deal with emotions and the advantages and disadvantages of computer-mediated communication versus face-to-face communication in terms of expressions of emotions.
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=aph&AN=26655588

 

Periodicals

Bernard, Phyllis E.  Bringing Soul to International Negotiation.  Negotiation Journal  25:147-159  April 2009.
Also available online at:  http://www3.interscience.wiley.com/cgi-bin/fulltext/122307494/PDFSTART

Jameson, Jessica Katz and others.  Like Talking to a Brick Wall:  Implications of Emotion Metaphors for Mediation Practice (In Practice).  Negotiation Journal  22:199-207  April 2006.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=eoah&AN=8746742

Shapiro, Daniel L.  Teaching Students How to Use Emotions as They Negotiate (Column).  Negotiation Journal  22:105-109  January 2006.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=eoah&AN=8254610

Will Your Emotions Get the Upper Hand?  Negotiation  11:1-5  March 2008.
New research shows that emotions affect our judgment in different ways.  Anticipate how you might act on feelings that arise--and negotiate more rationally.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=buh&AN=29995145


Ethics
Return to Contents


Internet Resources

Al-Khatib, Jamal A. and others.  Business-to-Business Negotiating in China:  The Role of Morality.  Journal of Business & Industrial Marketing  22,no.2:84-96  2007. 
Available online at:  http://proquest.umi.com/pqdweb?did=1222459331&Fmt=7&clientId=417&RQT=309&VName=PQD

Olekalns, Mara and Smith, Philip L..  Loose with the Truth:  Predicting Deception in Negotiation.  Journal of Business Ethics  76:225-238  December 2007. 
Available online at:  http://proquest.umi.com/pqdweb?did=1372595051&Fmt=7&clientId=417&RQT=309&VName=PQD

Olekalns, Mara and Smith, Philip L..  Mutually Dependent:  Power, Trust, Affect and the Use of Deception in Negotiation.  Journal of Business Ethics  85:347-365  March 2009. 
Available online at:  http://proquest.umi.com/pqdweb?did=1666635421&Fmt=7&clientId=417&RQT=309&VName=PQD

Perego, Martha.  How Ethical Are You?  PM:  Public Management  91:2-4  August 2009. 
Available online at:  http://proquest.umi.com/pqdweb?did=1810782021&Fmt=6&clientId=417&RQT=309&VName=PQD

 

Book

Murithi, Timothy.  The Ethics of Peacebuilding.  Edinburgh, UK, Edinburgh University Press, 2009.  188 p.  (Edinburgh studies in world ethics).
The Utility of Negotiation and Mediation, pp 71-112.
Book call no.:  327.172  M977e

 

Periodicals

Adler, Robert S.  Negotiating with Liars.  MIT Sloan Management Review  48:69-74  Summer 2007.
Also available online at:  http://proquest.umi.com/pqdweb?did=1360146081&Fmt=7&clientId=417&RQT=309&VName=PQD

Honoroff, Brad and Opotow, Susan.  Mediation Ethics:  A Grounded Approach (In Practice).  Negotiation Journal  23:155-172  April 2007.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=eoah&AN=11759606

Negotiating with the Green-Eyed Monster.  Negotiation  11:4-5  August 2008.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=buh&AN=33132261

Negotiators:  Guard Against Ethical Lapses.  Negotiation  12:5-7  June 2009.

The Robin Hood Effect in Negotiation.  Negotiation  11:5  March 2009.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=buh&AN=36498768

Subramanian, Guhan.  To Bluff or Not to Bluff?  Negotiation  12:8  March 2009.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=buh&AN=36498770

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

Why Your Negotiating Behavior May Be Ethically Challenged--And How to Fix It.  Negotiation  11:1-5  April 2008.
Negotiators sometimes make decisions that clash with their ethical standards.  Identify pitfalls that could endanger your organization and your reputation.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=buh&AN=31337310

Young, Mark.  Sharks, Saints, and Samurai:  The Power of Ethics in Negotiations (In Practice).  Negotiation Journal  24:145-155  April 2008.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=eoah&AN=14053158


Gender
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Internet Resources

Kray, Laura J. and Gelfand, Michele J..  Relief Versus Regret:  The Effect of Gender and Negotiating Norm Ambiguity on Reactions to Having One's First Offer Accepted  Social Cognition  27:418-436  June 2009. 
Available online at:  http://proquest.umi.com/pqdweb?did=1768487501&Fmt=7&clientId=417&RQT=309&VName=PQD

Stuhlmacher, Alice F. and others.  Gender Differences in Virtual Negotiation:  Theory and Research.  Sex Roles  57:329-339  September 2007. 
Available online at:  http://proquest.umi.com/pqdweb?did=1325168601&Fmt=7&clientId=417&RQT=309&VName=PQD

Swaab, Roderick I. and Swaab, Dick F.  Sex Differences in the Effects of Visual Contact and Eye Contact in Negotiations.  Journal of Experimental Social Psychology  45:129-136  .  January 2009. 
Available online at:  http://www.sciencedirect.com

 

Periodicals

Agnvall, Elizabeth.  Women and Negotiation; Research Indicates That Basic Reluctance to Ask Contributes to Women Lagging Men in Pay.  HRMagazine  52:69-73  December 2007.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=f5h&AN=27714422

Ashe, Fidelma.  From Paramilitaries to Peacemakers:  The Gender Dynamics of Community-Based Restorative Justice in Northern Ireland.  British Journal of Politics & International Relations  11:298-314  May 2009.
Also available online at:  http://ejournals.ebsco.com/direct.asp?ArticleID=48279D33791128F75830

Battles of the Sexes.  Negotiation  11:6-7  July 2008.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=buh&AN=33018277

Bohnet, Iris.  Pushing for Better Results.  Negotiation  11:8  August 2008.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=buh&AN=33132264

Bowles, Hannah Riley.  A Closer Look at the Gender Gap.  Negotiation  11:8  December 2008.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=buh&AN=35129025

Bowles, Hannah Riley and others.  Social Incentives for Gender Differences in the Propensity to Initiate Negotiations:  Sometimes It Does Hurt to Ask.  Organizational Behavior and Human Decision Processes  103:84-103  May 2007.
Four experiments show that gender differences in the propensity to initiate negotiations may be explained by differential treatment of men and women when they attempt to negotiate.

Bowles, Hannah Riley and McGinn, Kathleen L..  Gender in Job Negotiations:  A Two-Level Game  Negotiation Journal  24:393-410  October 2008.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=eoah&AN=17013302

Boyer, Mark A. and others.  Gender and Negotiation:  Some Experimental Findings from an International Negotiation Simulation.  International Studies Quarterly  53:23-47  March 2009.
Also available online at:  http://www3.interscience.wiley.com/cgi-bin/fulltext/122229275/PDFSTART

Croson, Rachel and others.  Groups Work for Women:  Gender and Group Identity in Social Dilemmas.  Negotiation Journal  24:411-427  October 2008.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=eoah&AN=17013303

Eckel, Catherine and others.  Gender and Negotiation in the Small:  Are Women (Perceived to Be) More Cooperative than Men?  Negotiation Journal  24:429-445  October 2008.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=eoah&AN=17013304

Greig, Fiona.  Propensity to Negotiate and Career Advancement:  Evidence from an Investment Bank That Women Are on a "Slow Elevator".  Negotiation Journal  24:495-508  October 2008.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=eoah&AN=17013308

Kray, Laura J. and Locke, Connson C.  To Flirt or Not to Flirt?  Sexual Power at the Bargaining Table.  Negotiation Journal  24:483-493  October 2008.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=eoah&AN=17013307

Niederle, Muriel and Vesterlund, Lise.  Gender Differences in Competition.  Negotiation Journal  24:447-463  October 2008.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=eoah&AN=17013305

Rosenblat, Tanya S.  The Beauty Premium:  Physical Attractiveness and Gender in Dictator Games.  Negotiation Journal  24:465-481  October 2008.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=eoah&AN=17013306

Tinsley, Catherine H. and others.  Women at the Bargaining Table:  Pitfalls and Prospects.  Negotiation Journal  25:233-248  April 2009.
Also available online at:  http://www3.interscience.wiley.com/cgi-bin/fulltext/122307495/PDFSTART

What Happens When Women Don't Ask.  Negotiation  11:1-4  June 2008.
Stereotypes and the threat of backlash sometimes hold back women negotiators.  Tailored strategies can motivate them to ask for what they need.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=buh&AN=32022397


Hostage Negotiations
Return to Contents


Internet Resources

Fullard, David Anthony.  A Protocol for Comprehensive Hostage Negotiation Training within Correctional Institutions.  Federal Probation  71:10-17  December 2007. 
Available online at:  http://proquest.umi.com/pqdweb?did=1425233391&Fmt=7&clientId=417&RQT=309&VName=PQD

 

Book

Hammer, Mitchell R.  Saving Lives:  The S.A.F.E. Model for Resolving Hostage and Crisis Incidents.  Westport, CT, Praeger Security International, 2007.  259 p. 
Book call no.:  363.23  H224s

 

Periodicals

Charlés, Laurie L.  Disarming People with Words:  Strategies of Interactional Communication That Crisis (Hostage) Negotiators Share with Systemic Clinicians.  Journal of Marital and Family Therapy  33:51-68  January 2007.
Also available online at:  http://proquest.umi.com/pqdweb?did=1237297281&Fmt=6&clientId=417&RQT=309&VName=PQD

Marquez, Jessica.  Hostage-Taking in France Has U.S. Observers on Their Guard.  Workforce Management  88:10  April 20, 2009.
Also available online at:  http://proquest.umi.com/pqdweb?did=1692012351&Fmt=7&clientId=417&RQT=309&VName=PQD

When a Crisis Reaches the Breaking Point; Hostage Negotiators Offer Invaluable Lessons for Those Facing Tense Standoffs.  Negotiation  11:1-4  September 2008.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=buh&AN=33719241


International Negotiations
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Internet Resources

Anstey, Mark.  Zimbabwe in Ruins:  Mediation Prospects in a Conflict Not Yet Ripe for Resolution.  International Negotiation  12:415-442  October 2007. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=eoah&AN=13317822

Beltramino, Juan Carlos M.  Law as an Implicit Third Party in International Negotiation.  International Negotiation  12:347-356  October 2007. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=eoah&AN=13317818

Bercovitch, Jacob and Judith Fretter.  Studying International Mediation:  Developing Data Sets on Mediation, Looking for Patterns, and Searching for Answers.  International Negotiation  12:145-173  June 2007. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=eoah&AN=12792547

Bouzas, Roberto.  The "New Regionalism" and the Negotiation of a Free Trade Area of the Americas.  International Negotiation  12:333-345  October 2007. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=eoah&AN=13317817

Brooks, Sean P.  Enforcing a Turning Point and Imposing a Deal:  An Analysis of the Darfur Abuja Negotiations of 2006.  International Negotiation  13:413-440  October 2008. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=eoah&AN=17310237

Cohen, Raymond and Meerts, Paul.  The Evolution of International Negotiation Processes.  International Negotiation  13:149-156  June 2008. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=aph&AN=34888621

Colson, Aurélien.  The Ambassador Between Light and Shade:  The Emergence of Secrecy as the Norm for International Negotiation.  International Negotiation  13:179-195  October 2008. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=eoah&AN=17104867

Corbacho, Alejandro Luis.  Prenegotiation and Mediation:  Anglo-Argentine Diplomacy after the Falklands/Malvinas War, 1983-1989.  International Negotiation  13:311-339  October 2008. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=eoah&AN=17310233

Crombois, Jean F.  The ENP and EU Actions in Conflict Management: Comparing Between Eastern Europe and the Maghreb.  Perspectives:  Central European Review of International Affairs  16:29-51  Summer 2008. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=aph&AN=36511962

Da Conceição-Heldt, Eugénia.  Assessing the Impact of Issue Linkage in the Common Fisheries Policy.  International Negotiation  13,no.2:285-300  October 2008. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=eoah&AN=17104872

Höglund, Kristine and Svensson, Isak.  'Damned if You Do, and Damned if You Don't':  Nordic Involvement and Images of Third-Party Neutrality in Sri Lanka.  International Negotiation  13:341-364  October 2008. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=aph&AN=35054618

Kouassi, Edmond Kwam.  Negotiation, Mediation and Other Non-Juridical Ways of Managing Conflicts in Pre-Colonial West African Societies.  International Negotiation  13:233-246  October 2008. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=aph&AN=34888616

Lieberfeld, Daniel.  Secrecy and "Two-Level Games" in the Oslo Accord:  What the Primary Sources Tell Us.  International Negotiation  13,no.1:133-146  2008. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=aph&AN=32107952

Mahieu, Sylvie.  When Should Mediators Interrupt a Civil War?  The Best Timing for a Ceasefire.  International Negotiation  12:207-228  June 2007. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=eoah&AN=12792549

Peace in the Middle East:  Strategies for the Containment of Extremism.  Harvard International Review  30:78  Summer 2008. 
In talking about peace in the Middle East, UN US Ambassador Zalmay Khalilzad said the only time when discussions and negotiations are destructive is if they are a substitute for effective action -- when they become a means by which one is prevented from doing what needs to be done to achieve positive goals.
Available online at:  http://proquest.umi.com/pqdweb?did=1580344921&Fmt=7&clientId=417&RQT=309&VName=PQD

Pruitt, Dean G.  Back-Channel Communication in the Settlement of Conflict.  International Negotiation  13,no.1:37-54  2008. 
Secret back-channel communication is often employed in severe conflict to explore the feasibility of front-channel negotiation.  It can also be used as an adjunct to front-channel negotiation when talks become deadlocked or as a substitute for front-channel negotiation.  Its value lies partly in the flexibility and future orientation it brings to talks.
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=aph&AN=32107957

Ramming, Saskia.  Cyprus's Accession Negotiations to the European Union:  Conditional Carrots, Good Faith, and Miscalculations.  International Negotiation  13:365-386  October 2008. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=aph&AN=35054617

Rixen, Thomas and Rohlfing,  Ingo.  The Institutional Choice of Bilateralism and Multilateralism in International Trade and Taxation.  International Negotiation  12:389-414  October 2007. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=eoah&AN=13317821

Rohlfing, Ingo.  Continuity in Discontinuity:  The Domestic Political Economy of Trade Cooperation from 1860 to 1914.  International Negotiation  13:211-231  October 2008. 
In the literature on international trade, the second half of the nineteenth century is generally characterized as one with two very different faces:  trade was liberalized from 1860 until the mid-1870s and turned protectionist again thereafter.  This discontinuity in the development of commercial relations goes along with much continuity regarding the domestic goals governments pursued in international trade negotiations.
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=eoah&AN=17104869

Schiff, Amira.  Pre-Negotiation and Its Limits in Ethno-National Conflicts:  A Systematic Analysis of Process and Outcomes in the Cyprus Negotiations.  International Negotiation  13:387-412  October 2008. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=aph&AN=35054616

Smolinski, Remigiusz.  How Was the Fifth European Union Enlargement Actually Negotiated?  A Comparative Analysis of Selected Traits.  International Negotiation  13:247-283  October 2008. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=eoah&AN=17104871

Svensson, Isak.  Mediation with Muscles or Minds?  Exploring Power Mediators and Pure Mediators in Civil Wars.  International Negotiation  12:229-248  June 2007. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=eoah&AN=12792550

Tischer, Anuschka.  Claude De Mesmes, Count D'avaux (1595-1650):  The Perfect Ambassador of the Early 17th Century.  International Negotiation  13:197-209  October 2008. 
The Peace of Westphalia of 1648 was thus a result not only of governmental orders, but of a competition between d'Avaux and his rival and co-ambassador Abel Servien.
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=eoah&AN=17104868

Young, Mark.  Playing Red and Playing Blue:  The 1990-94 Negotiation Miracle in South Africa.  International Negotiation  12:295-310  June 2007. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=eoah&AN=12792552

Zahrnt, Valentin.  Gain Claiming and Inefficiency in WTO Negotiations.  International Negotiation  12:363-388  October 2007. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=eoah&AN=13317820

Zarankin, Tal G. and Wall, James A.  Israeli and U.S. Community Mediation.  International Negotiation  12:275-293  June 2007. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=eoah&AN=12792551

Zoffer, Jerry and others.  Synthesis of Complex Criteria Decision Making:  A Case Towards a Consensus Agreement for a Middle East Conflict Resolution.  Group Decision and Negotiation  17:363-385  September 2008. 
Available online at:  http://proquest.umi.com/pqdweb?did=1518146681&Fmt=7&clientId=417&RQT=309&VName=PQD

 

Books

Friedrich, Patricia.  Language, Negotiation and Peace:  The Use of English in Conflict Resolution.  New York, Continuum, 2007.  130 p. 
Book call no.:  327.17  F911L

Kaye, Dalia Dassa.  Talking to the Enemy:  Track Two Diplomacy in the Middle East and South Asia.  Santa Monica, CA, National Security Research Division, RAND Corp., 2007.  139 p.  (RAND monograph, MG-592-NSRD). 
Also available online at:  http://handle.dtic.mil/100.2/ada472174

Book call no.:  956053  K23t

Kriesberg, Louis.  Constructive Conflicts:  From Escalation to Resolution.  3rd ed.  Lanham, MD, Rowman & Littlefield Publishers, 2007.  435 p. 
Book call no.:  303.6 K92c  2007

Limbert, John W.  Negotiating with the Islamic Republic of Iran:  Raising the Chances for Success--Fifteen Points to Remember.  Washington, United States Institute of Peace, 2008.  15 p.  (Special report, 199).
Also available online at:  http://www.usip.org/pubs/specialreports/sr199.pdf
Book call no.:  327.73055  L733n

Murithi, Timothy.  The Ethics of Peacebuilding.  Edinburgh, UK, Edinburgh University Press, 2009.  188 p.  (Edinburgh studies in world ethics).
The Utility of Negotiation and Mediation, pp 71-112.
Book call no.:  327.172  M977e

Strategic Culture and Weapons of Mass Destruction:  Culturally Based Insights into Comparative National Security Policymaking, edited by Jeannie L. Johnson and others.  New York, Palgrave Macmillan, 2009.  285 p.  (Initiatives in strategic studies: issues and policies).
Book call no.:  355.0217  S8984

Tressler, David M.  Negotiation in the New Strategic Environment:  Lessons from Iraq.  Carlisle Barracks, PA, Strategic Studies Institute, U.S. Army War College, 2007.  111 p. 
Also available online at:  http://www.strategicstudiesinstitute.army.mil/pdffiles/PUB792.pdf
Book call no.:  355.550973  T799n

 

Documents (Student Research)

Epstein, Robert H.  Successful Interest-Based Negotiations and the White House Advance Team.  Maxwell AFB, AL, Air Command and Staff College, Air University, 2008.  34 p.  (Research report).
Also available online at:  https://www.afresearch.org
Doc. call no.:  M-U  43122  E642s

Ericson, Charles B.  Winning Hearts and Minds Is Not for Amateurs:  Preparing to Negotiate.  Maxwell AFB, AL, Air Command and Staff College, Air University, 2008.  32 p.  (Research report).
Also available online at:  https://www.afresearch.org
Doc. call no.:  M-U  43122  E683w

Parker, Richard B.  Growth of Diplomacy and Negotiation Skills at the Strategic Level.  Carlisle Barracks, PA, U.S. Army War College, 2009.  22 p.  (USAWC strategy research project)
Also available online at:  http://handle.dtic.mil/100.2/ADA494763
Doc. call no.:  M-U  39080-537  P2421g

Stoddard, Kevin P.  Negotiating the Gordian Knot:  A Revised Strategy on Iran.  Carlisle Barracks, PA, U.S. Army War College, 2007.  32 p.  (USAWC strategy research project)
Also available online at:  http://handle.dtic.mil/100.2/ADA469616
Doc. call no.:  M-U  39080-537  S867n

 

Periodicals

Albin, Cecilia.  Using Negotiation to Promote Legitimacy:  An Assessment of Proposals for Reforming the WTO.  International Affairs  84:757-775  July 2008.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=aph&AN=34204433

Bernard, Phyllis E.  Bringing Soul to International Negotiation.  Negotiation Journal  25:147-159  April 2009.
Also available online at:  http://www3.interscience.wiley.com/cgi-bin/fulltext/122307494/PDFSTART

Bolton, John R.  Bring on the Foreign Policy Debate.  Wall Street Journal, p A-15, May 19, 2008.
Also available online at:  http://proquest.umi.com/pqdlink?did=1480708701&sid=5&Fmt=3&clientId=417&RQT=309&VName=PQD

Boyer, Mark A. and others.  Gender and Negotiation:  Some Experimental Findings from an International Negotiation Simulation.  International Studies Quarterly  53:23-47  March 2009.
Also available online at:  http://www3.interscience.wiley.com/cgi-bin/fulltext/122229275/PDFSTART

Brandt, Patrick T. and others.  When and How the Fighting Stops:  Explaining the Duration and Outcome of Civil Wars.  Defence & Peace Economics  19:415-434  December 2008.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=aph&AN=35325480

Break Down "Sacred" Barriers to Agreement; New Research Suggests a Way to Resolve Stubborn Disputes over Core Values.  Negotiation  12:3-5  April 2009.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=buh&AN=36978561

Burg, Steven L.  NGOs and Ethnic Conflict:  Lessons from the Work of the Project on Ethnic Relations in the Balkans.  Negotiation Journal  23:7-33  January 2007.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=eoah&AN=10780617

Cimbala, Stephen J.  Forward to Where?  U.S.-Russian Strategic Nuclear Force Reductions.  Journal of Slavic Military Studies  22:68-86  January 2009.
Also available online at:  http://www.informaworld.com/smpp/ftinterface~db=all~content=a909097059~fulltext=713240930

Clift, Ben and Tomlinson, Jim.  Negotiating Credibility:  Britain and the International Monetary Fund, 1956-1976.  Contemporary European History  17:545-566  November 2008.

Crump, Larry.  A Temporal Model of Negotiation Linkage Dynamics.  Negotiation Journal  23:117-153  April 2007.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=eoah&AN=11759605

Da Conceição-Heldt, Eugénia.  Integrative and Distributive Bargaining Situations in the European Union:  What Difference Does It Make?  Negotiation Journal  22:145-165  April 2006.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=eoah&AN=8746739

Davis, Christina L.  Linkage Diplomacy; Economic and Security Bargaining in the Anglo-Japanese Alliance, 1902-23.  International Security  33:143-179  Winter 2008-2009.
Also available online at:  http://www.mitpressjournals.org/doi/pdf/10.1162/isec.2009.33.3.143

De Palo, Giuseppe and Harley, Penelope.  Mediation in Italy:  Exploring the Contradictions.  Negotiation Journal  21:469-479  October 2005.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=eoah&AN=7693516

Delreux, Tom.  Cooperation and Control in the European Union:  The Case of the European Union as International Environmental Negotiator.  Cooperation and Conflict  44:189-208  June 2009.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=eoah&AN=18753625

Earnest, David C.  Coordination in Large Numbers:  An Agent-Based Model of International Negotiations.  International Studies Quarterly  52:363-382  June 2008.
Also available online at:  http://www3.interscience.wiley.com/cgi-bin/fulltext/120084669/PDFSTART

Enia, Jason S.  Sequencing Negotiating Partners:  Implications for the Two-Level Game? (Case Analysis).  Negotiation Journal  25:357-383  July 2009.
Also available online at:  http://www3.interscience.wiley.com/cgi-bin/fulltext/122506820/PDFSTART

Finke, Daniel.  Challenges to Intergovernmentalism:  An Empirical Analysis of EU Treaty Negotiations since Maastricht.  West European Politics  32:466-495  May 2009.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=aph&AN=38419275

Graham, John L. and Requejo, William Hernández.  Managing Face-to-Face International Negotiations.  Organizational Dynamics  38:167-177  April 2009.

Hampson, Fen Osler.  In Theory the Risks of Peace:  Implications for International Mediation (In Theory).  Negotiation Journal  22:13-30  January 2006.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=eoah&AN=8254605

Han, Jongwoo.  North Korea's Diplomacy to Engage the United States.  Australian Journal of International Affairs  63:105-120  March 2009.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=aph&AN=36866533

Jackson, Paul.  'Negotiating with Ghosts':  Religion, Conflict and Peace in Northern Uganda.  Round Table  98:319-331  June 2009.
Also available online at:  http://www.ingentaconnect.com/content/routledg/ctrt/2009/00000098/00000402/art00006

Joseph, Jeremy.  Mediation in War:  Winning Hearts and Minds Using Mediated Condolence Payments (In Practice).  Negotiation Journal  23:219-248  July 2007.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=eoah&AN=12277357

Kapstein, Ethan B.  Fairness Considerations in World Politics:  Lessons from International Trade Negotiations.  Political Science Quarterly  123:229-245  Summer 2008.
Also available online at:  http://proquest.umi.com/pqdweb?did=1501974131&Fmt=7&clientId=417&RQT=309&VName=PQD

Kriesberg, Louis.  Long Peace or Long War:  A Conflict Resolution Perspective (In Theory).  Negotiation Journal  23:97-116  April 2007.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=eoah&AN=11759604

MacDonald, Paul K.  Rebalancing American Foreign Policy.  Daedalus  138:115-125  Spring 2009.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=aph&AN=39363058

Movius, Hal and others.  Tailoring the Mutual Gains Approach for Negotiations with Partners in Japan, China, and Korea (In Practice).  Negotiation Journal  22:389-435  October 2006.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=eoah&AN=10073806

Negotiating on Thin Ice:  The Financial Bailout of Iceland.  Negotiation  12:7  May 2009.

Neumann, Peter R.  Negotiating with Terrorists.  Foreign Affairs  86:128-138  January-February 2007.
Also available online at:  http://proquest.umi.com/pqdweb?did=1214613511&Fmt=7&clientId=417&RQT=309&VName=PQD

Odell, John S.  Breaking Deadlocks in International Institutional Negotiations:  The WTO, Seattle, and Doha,  International Studies Quarterly  53:273  June 2009.
Also available online at:  http://www3.interscience.wiley.com/cgi-bin/fulltext/122437387/PDFSTART

Povey, Althea and others.  Mediation Practice in the South African Construction Industry:  The Influence of Culture, the Legislative Environment, and the Professional Institutions.  Negotiation Journal  21:481-493  October 2005.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=eoah&AN=7693517

Pugh, Jeffrey.  The Structure of Negotiation:  Lessons from El Salvador for Contemporary Conflict Resolution (Case Analysis).  Negotiation Journal  25:83-105  January 2009.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=eoah&AN=17756771&site=ehost-live&custid=airuniv

Quackenbush, Stephen L. and Venteicher, Jerome F.  Settlements, Outcomes, and the Recurrence of Conflict.  Journal of Peace Research  45:723-742  November 2008.
Also available online at:  http://jpr.sagepub.com/cgi/reprint/45/6/723

Rojot, Jacques and others.  Mediation within the French Industrial Relations Context:  The SFR Cegetel Case (Research Reports).  Negotiation Journal  21:443-467  October 2005.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=eoah&AN=7693515

Ross, Dennis.  How to Have Successful Negotiations.  Wall Street Journal, p A-11, May 24, 2008.
Also available online at:  http://proquest.umi.com/pqdlink?did=1483967811&sid=2&Fmt=3&clientId=417&RQT=309&VName=PQD

Simonsen, Sven Gunnar.  Bearing Gifts; The Future of Cypriot Negotiation.  Jane's Intelligence Review  21:32-37  May 2009.

Thurner, Paul W. and Pappi, Franz Urban.  Domestic and International Politics during an EU Intergovernmental Conference:  Bridging the Gap Between Negotiation Theory and Practice.  Negotiation Journal  22:167-186  April 2006.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=eoah&AN=8746740

Toros, Harmonie.  'We Don't Negotiate with Terrorists!'  Legitimacy and Complexity in Terrorist Conflicts.  Security Dialogue  39:407-426  August 2008.
This article offers an alternative approach to the question of legitimacy and complexity in engaging with terrorism. Drawing from research in peace and conflict studies, it analyses how these two factors may in fact be conducive to a nonviolent resolution of conflicts involving terrorist violence. Using the conflicts in Northern Ireland and the southern Philippine region of Mindanao as illustrations, the article argues that the legitimization of 'terrorist' groups through talks can be a means to transform a conflict away from violence, while complexity may in fact open up new possibilities for engagement.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=aph&AN=34251680

Weller, Marc.  The Vienna Negotiations on the Final Status for Kosovo.  International Affairs  84:659-681  July 2008.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=aph&AN=34204438

Zartman, Jonathan.  Negotiation, Exclusion and Durable Peace:  Dialogue and Peacebuilding in Tajikistan.  International Negotiation  13,no.1:55-72  2008. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=aph&AN=32107956


Peace Negotiations
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Internet Resources

Harris, A. W.  Peace Processes under Conditions of Uncertain Sovereignty.  International Negotiation  12:175-205  June 2007. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=eoah&AN=12792548

Jessop, Maria and others.  The Ripe Moment for Civil Society.  International Negotiation  13,no.1:93-109  2008. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=aph&AN=32107954

McClintock, Elizabeth A. and Nahimana, Térence.  Managing the Tension Between Inclusionary and Exclusionary Processes: Building Peace in Burundi.  International Negotiation  13,no.1:73-91  2008. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=aph&AN=32107955

Meerts, Paul and Beeuwkes, Peter.  The Utrecht Negotiations in Perspective:  The Hope of Happiness for the World.  International Negotiation  13:157-177  October 2008. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=eoah&AN=17104866

Wanis-St. John, Anthony and Kew, Darren.  Civil Society and Peace Negotiations: Confronting Exclusion.  International Negotiation  13,no.1:11-36  2008. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=aph&AN=32107958

Zartman, Jonathan.  Negotiation, Exclusion and Durable Peace:  Dialogue and Peacebuilding in Tajikistan.  International Negotiation  13,no.1:55-72  2008. 
Available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=aph&AN=32107956

 

Books

Goodwin, Deborah.  The Military and Negotiation:  The Role of the Soldier-Diplomat.  London, Frank Cass, 2005.  243 p.  (The Cass series on peacekeeping, 19).
Book call no.:  355.4  G656m

Murithi, Timothy.  The Ethics of Peacebuilding.  Edinburgh, UK, Edinburgh University Press, 2009.  188 p.  (Edinburgh studies in world ethics).
The Utility of Negotiation and Mediation, pp 71-112.
Book call no.:  327.172  M977e

Sriram, Chandra Lekha.  Peace as Governance:  Power-Sharing, Armed Groups and Contemporary Peace Negotiations.  Basingstoke [England] ; New York, Palgrave Macmillan, 2008.  220 p.  (Rethinking peace and conflict studies).
Book call no.:  327.172  S774p

 

Periodicals

Ashe, Fidelma.  From Paramilitaries to Peacemakers:  The Gender Dynamics of Community-Based Restorative Justice in Northern Ireland.  British Journal of Politics & International Relations  11:298-314  May 2009.
Also available online at:  http://ejournals.ebsco.com/direct.asp?ArticleID=48279D33791128F75830

Baser, Bahar and Swain, Ashok.  Diasporas as Peacemakers:  Third Party Mediation in Homeland Conflicts.  International Journal on World Peace  25:7-28  September 2008.
Also available online at:  http://proquest.umi.com/pqdweb?did=1556482891&Fmt=7&clientId=417&RQT=309&VName=PQD

Beardsley, Kyle.  Agreement Without Peace?  International Mediation and Time Inconsistency Problems.  American Journal of Political Science  52:723-740  October 2008.
Also available online at:  http://www3.interscience.wiley.com/cgi-bin/fulltext/121426574/PDFSTART

Byman, Daniel.  Talking with Insurgents:  A Guide for the Perplexed.  Washington Quarterly  32:125-137  April 2009.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=aph&AN=43429696

Chayes, Antonia Handler.  Sleeves Rolled up on Peacemaking:  Lessons from International Mediators.  Negotiation Journal  23:185-192  April 2007.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=eoah&AN=11759608

Denskus, Tobias.  The Fragility of Peacebuilding in Nepal.  Peace Review  21:54-60  January-March 2009.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=aph&AN=36677796

Favretto, Katja.  Should Peacemakers Take Sides?  Major Power Mediation, Coercion, and Bias.  American Political Science Review  103:248-263  May 2009.
Also available online at:  http://proquest.umi.com/pqdweb?did=1796465131&Fmt=7&clientId=417&RQT=309&VName=PQD

Fisher, Ronald J.  Assessing the Contingency Model of Third-Party Intervention in Successful Cases of Prenegotiation.  Journal of Peace Research  44:311-329  May 2007.
Also available online at:  http://jpr.sagepub.com/cgi/reprint/44/3/311

Greig, J. Michael and Regan, Patrick M.  When Do They Say Yes?  An Analysis of the Willingness to Offer and Accept Mediation in Civil Wars.  International Studies Quarterly  52:759-781  December 2008.
Also available online at:  http://www3.interscience.wiley.com/cgi-bin/fulltext/121525755/PDFSTART

Höglund, Kristine and Svensson, Isak.  Mediating Between Tigers and Lions:  Norwegian Peace Diplomacy in Sri Lanka's Civil War.  Contemporary South Asia  17:175-191  June 2009.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=aph&AN=38995915

Höglund, Kristine and Svensson, Isak.  "Sticking One's Neck Out":  Reducing Mistrust in Sri Lanka's Peace Negotiation (In Theory).  Negotiation Journal  22:367-387  October 2006.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=eoah&AN=10073805

Jackson, Paul.  'Negotiating with Ghosts':  Religion, Conflict and Peace in Northern Uganda.  Round Table  98:319-331  June 2009.
Also available online at:  http://www.ingentaconnect.com/content/routledg/ctrt/2009/00000098/00000402/art00006

Kalhousová, Irena.  The Hopelessness of a Middle East Peace Process; The Ability to Find "Security for Israel, Justice for Palestine" Will Remain Elusive until the People of Israel and Palestine Renew Their Trust in Each Other.  New Presence  12:27-29  Spring 2009.
Also available online at:  http://proquest.umi.com/pqdweb?did=1753797071&Fmt=7&clientId=417&RQT=309&VName=PQD

Kelman, Herbert C.  The Israeli-Palestine Peace Process and Its Vicissitudes:  Insights from Attitude Theory.  American Psychologist  62:287-303  May-June 2007.
See also comment:  Rosenwald, George G.  A Tension Between Theoretical Modeling and Effective Negotiation. American Psychologist  63:279-280  May-June 2008.

Mattes, Michaela.  The Effect of Changing Conditions and Agreement Provisions on Conflict and Renegotiation Between States with Competing Claims.  International Studies Quarterly  52:315-334  June 2008.
Also available online at:  http://www3.interscience.wiley.com/cgi-bin/fulltext/120084667/PDFSTART

Möller, Frida and others.  The Limits of Peace:  Third Parties in Civil Wars in Southeast Asia, 1993-2004 (Research Reports).  Negotiation Journal  23:373-391  October 2007.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=eoah&AN=12702021

O'Hanlon, Michael.  Toward Reconciliation in Afghanistan.  Washington Quarterly  32:139-147  April 2009.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=aph&AN=43429695

Peskin, Victor.  Caution and Confrontation in the International Criminal Court's Pursuit of Accountability in Uganda and Sudan.  Human Rights Quarterly  31:655  August 2009.
Also available online at:  http://muse.jhu.edu/journals/human_rights_quarterly/v031/31.3.peskin.pdf

Shannon, Megan.  Preventing War and Providing the Peace?  International Organizations and the Management of Territorial Disputes.  Conflict Management and Peace Science  26:144-163  April 2009.
Also available online at:  http://cmp.sagepub.com/cgi/reprint/26/2/144

Stanley, Elizabeth E.  Ending the Korean War:  The Role of Domestic Coalition Shifts in Overcoming Obstacles to Peace.  International Security  34:42-82  Summer 2009.
Also available online at:  http://www.mitpressjournals.org/doi/pdf/10.1162/isec.2009.34.1.42

Wanis-St. John, Anthony.  Back-Channel Negotiation:  International Bargaining in the Shadows (In Theory).  Negotiation Journal  22:119-144  April 2006.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=eoah&AN=8746738

Wittman, Donald.  Bargaining in the Shadow of War:  When Is a Peaceful Resolution Most Likely?  American Journal of Political Science  53:588-602  July 2009.
Also available online at:  http://www3.interscience.wiley.com/cgi-bin/fulltext/122465106/PDFSTART


Simulations
Return to Contents


Internet Resources

Carnevale, Peter J.  Positive Affect and Decision Frame in Negotiation.  Group Decision and Negotiation  17:51-63  January 2008. 
Available online at:  http://proquest.umi.com/pqdweb?did=1391171421&Fmt=7&clientId=417&RQT=309&VName=PQD

Liu, Meina.  The Intrapersonal and Interpersonal Effects of Anger on Negotiation Strategies:  A Cross-Cultural Investigation.  Human Communication Research  35:148-169  January 2009. 
Available online at:  http://www3.interscience.wiley.com/cgi-bin/fulltext/121578496/PDFSTART

 

Periodicals

Andonova, Liliana B. and Mendoza-Castro, Renzo.  The Next Climate Treaty?  Pedagogical and Policy Lessons of Classroom Negotiations.  International Studies Perspectives  9:331-347  August 2008.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=aph&AN=33246288

Atkin, Thomas S. and Rinehart, Lloyd M.  The Effect of Negotiation Practices on the Relationship Between Suppliers and Customers (Research Report).  Negotiation Journal  22:47-65  January 2006.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=eoah&AN=8254607

Bowles, Hannah Riley and McGinn, Kathleen L.  Gender in Job Negotiations:  A Two-Level Game  Negotiation Journal  24:393-410  October 2008.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=eoah&AN=17013302

Boyer, Mark A. and others.  Gender and Negotiation:  Some Experimental Findings from an International Negotiation Simulation.  International Studies Quarterly  53:23-47  March 2009.
Also available online at:  http://www3.interscience.wiley.com/cgi-bin/fulltext/122229275/PDFSTART

Earnest, David C.  Coordination in Large Numbers:  An Agent-Based Model of International Negotiations.  International Studies Quarterly  52:363-382  June 2008.
Also available online at:  http://www3.interscience.wiley.com/cgi-bin/fulltext/120084669/PDFSTART

Ebner, Noam and Efron, Yael.  Using Tomorrow's Headlines for Today's Training:  Creating Pseudo-Reality in Conflict Resolution Simulation Games (Teaching Notes).  Negotiation Journal  21:377-393  July 2005.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=eoah&AN=7290811

McKay, Ruth B. and Chung, Ed.  It's Cowanbunga Time:  Setting up Shop in a Foreign Country.  Simulation & Gaming  39:558-576  December 2008.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=aph&AN=35233761

Watkins, Michael D.  Teaching Students to Shape the Game:  Negotiation Architecture and the Design of Manageably Dynamic Simulations (Teaching Note).  Negotiation Journal  23:333-342  July 2007.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=eoah&AN=12277362

Weiss, Stephen E.  Mega-Simulations in Negotiation Teaching:  Extraordinary Investments with Extraordinary Benefits (On Teaching).  Negotiation Journal  24:325-353  July 2008.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=eoah&AN=14580944


Book Reviews
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Periodicals

Babcock, Linda.  Dinner Parties and Poker Games:  Setting the Table, Shaping the Game, and Other Negotiation Metaphors (Review Essay).  Negotiation Journal  23:75-83  January 2007.
3-D Negotiation:  Powerful Tools to Change the Game in Your Most Important Deals, by David A. Lax and James K. Sebenius.
Shaping the Game, by Michael Watkins.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=eoah&AN=10780619

Baker, R. Lisle.  The Intrapersonal Challenges of Learning Interpersonal Negotiation (Review Essay).  Negotiation Journal  22:505-514  October 2006.
Conflict Management:  A Practical Guide to Developing Negotiation Strategies, by Barbara A. Budjac Corvette.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=eoah&AN=10073815

Bellman, Howard.  Improvisation, Mediation, and All That Jazz (Review Essay).  Negotiation Journal  22:325-330  July 2006.
Improvisational Mediation:  A Mediator's Stories of Conflict about Love, Money, Anger and the Strategies That Resolved Them, by Jeffrey Krivis.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=eoah&AN=9312800

Brady, Rory.  Post-Conflict Societies: Reconciling Pragmatism with Principle (Review Essay).  Negotiation Journal  24:181-187  April 2008.
Reconciliation in Divided Societies: Finding Common Ground, by Erin Daly and Jeremy Sarkin.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=eoah&AN=14053160

Costantino, Cathy A.  Managing Facilitation and Consensus-Building Processes: Forget the Discipline and Break the Rules.  Negotiation Journal  23:193-201  April 2007.
Breaking Robert's Rules:  The New Way to Run Your Meeting, Build Consensus, and Get Results, by Lawrence E. Susskind and Jeffrey L. Cruikshank.
The 9 Disciplines of a Facilitator:  Leading Groups by Transforming Yourself, by Jon C. Jenkins and Maureen R. Jenkins.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=eoah&AN=11759609

Crump, Larry and Odell, John S.  Analyzing Complex U.S. Trade Negotiations.  Negotiation Journal  24:355-369  July 2008.
Case Studies in US Trade Negotiation, by Charan Devereaux, Robert Z. Lawrence, and Michael D. Watkins. 2 vols.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=eoah&AN=14580945

Donohue, William A.  Methods, Milestones, and Models:  State of the Art in Conflict Analysis Research (Review Essay).  Negotiation Journal  23:487-497  October 2007.
Doing Research: Methods of Inquiry for Conflict Analysis, by Daniel Druckman.
Methods of Negotiation Research, edited by Peter J. Carnevale and Carsten K.W. De Dreu.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=eoah&AN=12702030

Fox, Kenneth H.  In Search of a Canon:  Three Texts on Dispute Resolution.  Negotiation Journal  22:227-237  April 2006.
Resolving Disputes:  Theory, Practice and Law, edited by Jay Folberg, Dwight Golann, Lisa Kloppenberg, and Thomas Stipanowich.
Dispute Resolution:  Beyond the Adversarial Model, edited by Carrie J. Menkel-Meadow, Lela Porter Love, Andrea Kupfer Schneider, and Jean R. Sternlight.
The Handbook of Dispute Resolution, edited by Michael L. Moffitt and Robert C. Bordone.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=eoah&AN=8746744

Freshman, Clark.  Don't Just Say No (Review Essays).  Negotiation Journal  24:89-100  January 2008.
The Power of Positive No:  How to Say No and Still Get to Yes, by William Ury.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=eoah&AN=13599620

Freund, James C.  3D Negotiation: Powerful Tools to Change the Game in Your Most Important Deals, by David A. Lax and James K. Sebenius.  Dispute Resolution Magazine  14:33-35  Fall 2007. 
Available online at:  http://proquest.umi.com/pqdweb?did=1405536251&Fmt=7&clientId=417&RQT=309&VName=PQD

Hammond, John S.  A Readable, Practical, Rigorous Book on Negotiation.  Negotiation Journal  24:189-199  April 2008.
Negotiation Genius:  How to Overcome Obstacles and Achieve Brilliant Results at the Bargaining Table and Beyond, by Deepak Malhotra and Max H. Bazerman.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=eoah&AN=14053161

Kaufman, Asher.  Arab-Israeli Conflict--Negotiating under Fire:  Preserving Peace Talks in the Face of Terror Attacks, by Matthew Levitt  Middle East Journal  63:322-323  Spring 2009.
Also available online at:  http://proquest.umi.com/pqdweb?did=1682919011&Fmt=7&clientId=417&RQT=309&VName=PQD

Kuttner, Ran.  Striving to Fulfill the Promise:  The Purple House Conversations and the Practice of Transformative Mediation(Review Essay).  Negotiation Journal  22:331-349  July 2006.
The Promise of Mediation:  The Transformative Approach to Conflict, by Robert A. Baruch Bush and Joseph P. Folger.
The "Purple" House Conversations:  A Demonstration of Transformative Mediation in Action, by Sally Ganong Pope.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=eoah&AN=9312801

Kuttner, Ran.  Wisdom Cultivated Through Dialogue.  Negotiation Journal  24:101-112  January 2008.
Insight Dialogue:  The Interpersonal Path to Freedom, by Gregory Kramer.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=eoah&AN=13599621

Matz, David.  Reconstructing Camp David (Review Essay).  Negotiation Journal  22:89-103  January 2006.
Scars of War, Wounds of Peace:  The Israeli-Arab Tragedy, by Shlomo Ben Ami.
Shattered Dreams, the Failure of the Peace Process in the Middle East, 1995-2002, by Charles Enderlin.
The Camp David Papers, by Akram Hanieh.
The Missing Peace:  The Inside Story of the Fight for Middle East Peace, by Dennis Ross.
The Camp David Summit--What Went Wrong?  Americans, Israelis, and Palestinians Analyze the Failure of the Boldest Attempt Ever to Resolve the Palestinian-Israeli Conflict, edited by Shimon Shamir and Bruce Maddy-Weitzman.
The Israeli-Palestinian Peace Negotiations, 1999-2001:  Just Beyond Reach (A Testimony), by Gilead Sher.
The Truth about Camp David:  The Untold Story about the Collapse of the Middle Easet Peace Process, by Clayton Swisher.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=eoah&AN=8254609

Matz, David.  When the Mediator Gets Tough (Review Essay).  Negotiation Journal  24:533-540  October 2008.
Negotiating Arab-Israeli Peace:  American Leadership in the Middle East, by Daniel Kurtzer and Scott Lasensky.
The Much Too Promised Land:  America's Elusive Search for Arab-Israeli Peace, by Aaron David Miller.
Statecraft and How to Restore America's Standing in the World, by Dennis Ross.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=eoah&AN=17013310

Ryan, Erin.  Building the Emotionally Learned Negotiator (Review Essay).  Negotiation Journal  22:209-225  April 2006.
Beyond Reason: Using Emotions as You Negotiate, by Roger Fisher and Daniel Shapiro.
Mediation, Conciliation and Emotion: A Practitioner's Guide for Understanding Emotions in Dispute Resolution, by Peter D. Ladd.
Get It! Street-Smart Negotiation at Work:  How Emotions Get You What You Want, by Lacey T. Smith.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=eoah&AN=8746743

Sonnenberg, Stephan.  The Complexity of Humanitarian Neutrality in a Political World (Review Essay).  Negotiation Journal  25:125-129  January 2009.
A Billion Lives:  An Eyewitness Report from the Frontlines of Humanity, by Jan Egeland.
Also available online at:  http://search.ebscohost.com/login.aspx?direct=true&db=eoah&AN=17756773&site=ehost-live&custid=airuniv

 


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