Return to the Bibliography
List
Return to the Fairchild Research
Information Center Homepage NEGOTIATION
The appearance of hyperlinks does not constitute endorsement by the U.S. Air Force of target web sites or the information, products, or services contained therein. For other than authorized activities such as military exchanges and morale, welfare and recreation sites, the U.S. Air Force does not exercise any editorial control over the information you may find at those locations. Such links are provided consistent with the stated purpose of this DoD web site.
Some materials listed below require access to subscription databases. If you cannot gain access, contact your local library for availability. AU students and faculty can contact the Center's Web Maintainer for a password.
All sites listed were last accessed on September 29, 2009.
| Return to Contents |
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
| 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
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
| 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
Internet Resources Nan, Susan Allen. Conflict Resolution in a Network Society. International Negotiation 13,no.1:111-131 2008.
Return to Contents
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
| 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.Carrell, Michael R. and
others. Fairness 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
| 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
Internet Resources
Return to Contents
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
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
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
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
| 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
| Return to Contents |
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
| Return to Contents |
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
Return to Contents
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
This page was last viewed on 09/29/2009 11:19 AM
Return to the Bibliography
List
Return to the Fairchild Research
Information Center Homepage