The Negotiation Checklist: How to Win the Battle Before It Begins

Cornell Hotel and Restaurant Administration Quarterly

Volumn 38, Issue 1, 1997, Pages 14-23

  Simons, Tony ^a   Tripp, Thomas M ^b  

^a 335 Statler Hall   (United States)

^b WASHINGTON STATE UNIVERSITY   (United States)

Author keywords

[No Author keywords available]

Indexed keywords

EID: 2842612567     PISSN: 00108804     EISSN: None     Source Type: Journal    
DOI: 10.1177/001088049703800114     Document Type: Article

References (7)

1. D.A. Lax and J.K. Sebenius, The Manager as Negotiator (NewYork: Free Press, 1986).
2. H. Cohen, You Can Negotiate Anything (Secaucus, NJ: Lyle Stuart, 1980).
3. R. Fisher and W. Ury, Getting to Yes: Negotiating Agreement Without Giving In (New York: Penguin Books, 1981, 1991).
4. D.A. Lax and J.K. Sebenius, The Manager as Negotiator (New York: Free Press, 1986).
5. R.J. Lewiciki, J.A. Litterer, D.M. Saunders, and J.W. Minton, Negotiation: Readings, Exercises, and Cases (Homewood, IL: Irwin, 1993).
6. M.A. Neale and M.H. Bazerman, Cognition and Rationality in Negotiation (New York: Free Press, 1991).
7. H. Raiffa, The Art and Science of Negotiation (Cambridge: Harvard University Press, 1982).