Academic Reference - Negotiation Journey

All our research references sorted by order of appearance

1.          Royer S. A Negotiation System for Leaders. Business Science Institute; 2022.

2.          Byrnes JF. Ten guidelines for effective negotiating. Bus Horiz. 1987;30(3):7-12. doi:10.1016/0007-6813(87)90030-9

3.          Jay A. Conger. The Necessary Art of Persuasion. Harv Bus Rev. 1998;(May-June 1998). Accessed January 5, 2019. https://hbr.org/1998/05/the-necessary-art-of-persuasion

4           Armand Jean du Plessis de Richelieu. Testament Politique; 1688.

5           Pruitt DG, Carnevale PJ. Negotiation in Social Conflict. Thomson Brooks/Cole Publishing Co; 1993.

6.          Warr PB. Psychology and Collective Bargaining. London: Hutchinson; 1973.

7           Leroux E, Chouraqi E, Pekar Lempereur A. Commercial negotiation: all the theoretical bases of psychology and management. Published online 2016:219.

8           Fisher R, Ury W, Patton Bruce. Getting to YES Negotiating an Agreement without Giving In. Rev. Ed. Penguin; 2011.

9           Lax DA, Sebenius JK. 3-D Negotiation: Powerful Tools to Change the Game in Your Most Important Deals. Harvard Business School Press; 2006.

10.        Usunier JC. How to teach business negotiation. Revue française de gestion. 2004;153(6):63-86. doi:10.3166/rfg.153.61-86

11.        Raiffa H. The Art and Science of Negotiation. Reprint, 2. The Belknap Press of Harvard University Press; 1982. doi:10.2307/3324050

12.        Thompson LL. Information exchange in negotiation. J Exp Soc Psychol. 1991;27(2):161-179. doi:10.1016/0022-1031(91)90020-7

13         Rojot Jacques. La Négociation. Vuibert; 2006.

14.        Flanchec A Le. How to Reduce Uncertainty in a Context of Innovation: The Case of IBM's Negotiation of its European Works Council. International Negotiation. 2004;9(2):271-289. doi:https://doi.org/10.1163/1571806042403036

15         Zetik DC, Stuhlmacher AF. Goal Setting and Negotiation Performance: A Meta-Analysis. Group Processes & Intergroup Relations. 2002;5(1):35-52. doi:10.1177/1368430202005001537

16.        Lewicki, R. J., Saunders, D. M., Minton, J. W., & Lewicki RJN. Essentials of Negotiation; 2001.

17         Malhotra D, Bazerman MH. Psychological influence in negotiation: An introduction long overdue. J Manage. Published online 2008. doi:10.1177/0149206308316060

18.        Bellenger L. La négociation. Presses Universitaires de France; 2011.

19         Bazerman MH, Malhotra D. Negotiation Genius-How to Overcome Obstacles & Achieve Brilliant Results at the Bargaining Table & Beyond. Bantam Books; 2007. Accessed January 3, 2019. www.bantamdell.com

20.        Dewulf A, Gray B, Putnam L, et al. Disentangling approaches to framing in conflict and negotiation research: A meta-paradigmatic perspective. Human Relations. 2009;62(2):155-193. doi:10.1177/0018726708100356

21         Leebaert D, Zartman IW, Berman MR. The Practical Negotiator. Journal of Policy Analysis and Management. Published online 2006. doi:10.2307/3323311

22         Sebenius JK. Negotiation Analysis: A Characterization and Review. Manage Sci. 1992;38(1):18-38. doi:10.1287/mnsc.38.1.18

23.        Voss C, Raz T. Never Split the Difference: Negotiating as If Your Life Depended on It.; 2016.

24         Carnevale PJ, Pruitt DG. Negotiation and mediation. Annu Rev Psychol. 1992;43(1):531-582.

25.        Pekar Lempereur A, Colson A. Méthode de Négociation on Ne Naît Pas Bon Négociateur, on Le Devient. Dunod; 2004.

26         Neale MA, Bazerman MH. The effects of framing and negotiator overconfidence on bargaining behaviors and outcomes. Academy of Management Journal. 1985;28(1):34-49.

27         Bazerman MH, Curhan JR, Moore DA, Valley KL. Negotiation. Annu Rev Psychol. 2000;51(1):279-314.

28.        Thompson LL. The Mind and Heart of the Negotiator. 5th Editio. Pearson Education; 2012.

29         Oesch JM, Galinsky AD. First Offers in Negotiations: Determinants and Effects. SSRN Electronic Journal. Published online 2005. doi:10.2139/ssrn.399722

30         Fisher R, Shapiro D. Beyond Reason: Using Emotions as You Negotiate. Penguin; 2005.

31         Adler RS, Rosen B, Silverstein EM. Emotions in Negotiation: How to Manage Fear and Anger. Negotiation Journal. 1998;14(2):161-179. doi:10.1111/j.1571-9979.1998.tb00156.x

32.        Druckman D, Olekalns M, Druckman D, Olekalns M. Emotions in negotiation. 2008;17:1-11. doi:10.1007/s10726-007-9091-9

33         Diamond Stuart. Getting More: How to Negotiate to Achieve Your Goals in the Real World. Crown Business; 2010.

34         Dutton DG, Lane RA, Koren T, Bartholomew K. Secure Base Priming Diminishes Conflict-Based Anger and Anxiety. Cipresso P, ed. PLoS One. 2016;11(9):e0162374. doi:10.1371/journal.pone.0162374

35.        van Kleef GA, Côté S. Emotional Dynamics in Conflict and Negotiation: Individual, Dyadic, and Group Processes. Annual Review of Organizational Psychology and Organizational Behavior. 2018;5(1). doi:10.1146/annurev-orgpsych-032117-104714

36         Kohlrieser G, Goldsworthy Susan, Coombe Duncan. Care to Dare: Unleashing Astonishing Potential through Secure Base Leadership. Jossey-Bass; 2012.

37         Sinaceur M, Adam H, van Kleef GA, Galinsky AD. The advantages of being unpredictable: How emotional inconsistency extracts concessions in negotiation. J Exp Soc Psychol. 2013;49(3):498-508. doi:10.1016/J.JESP.2013.01.007

38.        Butler JK. Trust Expectations, Information Sharing, Climate of Trust, and Negotiation Effectiveness and Efficiency. Group Organ Manag. 1999;24(2):217-238. doi:10.1177/1059601199242005

39.        Callières F de. De La Manière de Négocier Avec Les Souverains, Réédition Critique Par Pekar Lempereur. Droz; 2002.

40.        Gabriel Bonnet de Mably. Principes Des Négociations Pour Servir d'introduction Au Droit Public de l'Europe; 1757.

41.        Jolibert A, Velazquez M. La négociation commerciale Cadre théorique et Synthèse. Recherche et Applications en Marketing (French Edition). Published online 1989. doi:10.1177/076737018900400403

42.        Curhan JR, Elfenbein HA, Xu H. What do people value when they negotiate? Mapping the domain of subjective value in negotiation. J Pers Soc Psychol. 2006;91(3):493-512. doi:10.1037/0022-3514.91.3.493

43.        Rosenberg MB. Nonviolent Communication: A Language of Life.

44.        Kimmel MJ, Pruitt DG, Magenau JM, Konar-Goldband E, Carnevale PJD. Effects of trust, aspiration, and gender on negotiation tactics. J Pers Soc Psychol. 1980;38(1):9.

45.        Péreau JC. Ariel Rubinstein: the master negotiator. Negotiations. 2012;17(1):9. doi:10.3917/neg.017.0009

46.        Carnevale PJ. Strategic time in negotiation. Curr Opin Psychol. 2019;26:106-112. doi:10.1016/J.COPSYC.2018.12.017

47.        Bobot L. Méthodes d'enseignement de la négociation. Négociations. 2009;12(2):257. doi:10.3917/neg.012.0257

48.        Rosenberg MB, Cesotti Annette, Secretan Christiane, Rojzman Charles. Les Mots Sont Des Fenêtres (Ou Bien Ils Sont Des Murs): Introduction À La Communication Non Violente. La Découverte & Syros; 1999.

49         Adair WL, Brett JM. The Negotiation Dance: Time, Culture, and Behavioral Sequences in Negotiation. Organization Science. 2005;16(1):33-51.

50.        Kalkhoff W, Thye SR, Gregory SW. Nonverbal Vocal Adaptation and Audience Perceptions of Dominance and Prestige. Soc Psychol Q. 2017;80(4):342-354.

51         Caelen-Haumont G, Zei Pollermann B. Voice and affect in speech communication. Emotions in the human voice San Diego, USA: Plural Publishing. Published online 2007:215-232.

52         Cialdini RB. Pre-Suasion: A Revolutionary Way to Influence and Persuade.

53         Pruitt DG. Negotiation Behavior. Academic Press; 1981.

54         Riggenbach JA. Silent Negotiations: Listen with Your Eyes. Journal of Management in Engineering. 1986;2(2):91-100.

55.        Ellsworth P, Carlsmith JM. Eye contact and gaze aversion in an aggressive encounter. J Pers Soc Psychol. 1973;28(2):280.

56.        Kohlrieser G. How to Manage Conflict: Six Essentials from Hostage Negotiations to the Boardroom, These Tips Work.; 2018.

57.        Rogers CR. The necessary and sufficient conditions of therapeutic personality change. J Consult Psychol. 1957;21(2):95.

58         Lieberman MD, Eisenberger NI, Crockett MJ, Tom SM, Pfeifer JH, Way BM. Putting feelings into words. Psychol Sci. 2007;18(5):421-428.

59.        Cialdini RB. The Science of Persuasion. Sci Am. 2001;284(2):76-81. doi:10.1038/scientificamerican0201-76

60         Itzchakov G, Kluger A. Listening with understanding in negotiation and conflict resolution. The negotiator's desk reference. Published online 2017:409-420.

61         Hideg I, van Kleef GA. When expressions of fake emotions elicit negative reactions: The role of observers' dialectical thinking. J Organ Behav. 2017;38(8). doi:10.1002/job.2196

62.        Morris D. Bodytalk: A World Guide to Gestures. Random House; 2015.

63         Ekman P, Friesen W V. The repertoire of nonverbal behavior: Categories, origins, usage, and coding. Semiotica. 1969;1(1):49-98.

64         Ekman PE, Davidson RJ. The Nature of Emotion: Fundamental Questions. Oxford University Press; 1994.

65         Ekman PE, Davidson RJ. The Nature of Emotion: Fundamental Questions. Oxford University Press; 1994.

66.        D. Loschelder D, Friese M, Trötschel R. How and why precise anchors distinctly affect anchor recipients and senders. J Exp Soc Psychol. 2017;70:164-176. doi:10.1016/J.JESP.2016.11.001

67         Yukl GA. Effects of the opponent's initial offer, concession magnitude, and concession frequency on bargaining behavior. J Pers Soc Psychol. 1974;30:323-335.

68.        Binmore K, Shaked A, Sutton J. Testing noncooperative bargaining theory: A preliminary study. Am Econ Rev. 1985;75(5):1178-1180.

69.        Galinsky AD, Mussweiler T. First offers as anchors: The role of perspective-taking and negotiator focus. J Pers Soc Psychol. 2001;81(4):657-669. doi:10.1037/0022-3514.81.4.657

70.        Ochs J, Roth AE. An Experimental Study Of Sequential Bargaining. Am Econ Rev. 1989;79(3):355.

71.        Jeong M, Minson J, Yeomans M, Gino F. Communicating with warmth in distributive negotiations is surprisingly counterproductive. Manage Sci. 2019;65(12):5813-5837.

72.        Malhotra D, Bazerman MH. Pitch Your Offer--and Close the Deal. Negotiation. Published online 2007.

73         Forgas JP. On Feeling Good and Getting Your Way: Mood Effects on Negotiator Cognition and Bargaining Strategies. J Pers Soc Psychol. 1998;74(3):565-577. doi:10.1037/0022-3514.74.3.565

74         Rees L, Chi SCS, Friedman R, Shih HL. Anger as a trigger for information search in integrative negotiations. Journal of Applied Psychology. 2020;105(7):713-731. doi:10.1037/apl0000458

75.        Shirako A, Kilduff GJ, Kray LJ. Is there a place for sympathy in negotiation? Finding strength in weakness. Organ Behav Hum Decis Process. Published online 2015. doi:10.1016/j.obhdp.2015.09.004

76         Sopory P, Dillard JP. The persuasive effects of metaphor: A meta-analysis. Hum Commun Res. 2002;28(3):382-419.

77         Crawford LE. The role of conceptual metaphor in memory. Published online 2014.

78.        Deutsch M, Krauss RM. Studies of interpersonal bargaining. Journal of Conflict Resolution. 1962;6(1):52-76.

79.        Sibony O. Vous Allez Commettre Une Terrible Erreur!: Combattre Les Biais Cognitifs Pour Prendre de Meilleures Décisions. Flammarion; 2019.

80.        Bellenger L. La Négociation; 2015.

81.        Artinger S, Vulkan N, Shem-Tov Y. Entrepreneurs' negotiation behavior. Small Business Economics. Published online 2015. doi:10.1007/s11187-014-9619-8

82.        Milgram S. Behavioral {Study} of obedience. The Journal of Abnormal and Social Psychology. 1963;67(4):371-378. doi:10.1037/h0040525

83.        Aronson E. The Social Animal. W.H. Freeman; 1984.

84.        Teger AI. Too Much Invested to Quit: Pergamon General Psychology Series. Vol 83. Elsevier; 2017.

85.        Joule RV, Beauvois JL. Petit Traité de Manipulation À l'usage Des Honnêtes Gens. Presses universitaires de Grenoble; 2014.

86.        Gadamer HG. On the Truth of the Word. In: Symposium. Vol 6. ; 2002:115-134.

87.        Zand DE. Trust and Managerial Problem Solving. 1972;17(2):229-239.

88.        Kennan J, Wilson R. Bargaining with private information. J Econ Lit. 1993;31(1):45.

89         Brett JM, Shapiro DL, Lytle AL. Breaking the bonds of reciprocity in negotiations. Academy of Management Journal. 1998;41(4):410-424.

90.        Rapoport A, Chammah AM, Orwant CJ. Prisoner's Dilemma: A Study in Conflict and Cooperation. Vol 165. University of Michigan press; 1965.

91.        Shaw, J. C., Wild, E., & Colquitt JA. To justify or excuse: A meta-analytic review of the effects of explanations. Journal of Applied Psychology. 2003;88(3):444-458. http://10.0.4.13/0021-9010.88.3.444

92         Schelling TC. An essay on bargaining. Am Econ Rev. 1956;46(3):281-306.

93.        Yukl GA. Effects of situational variables and opponent concessions on a bargainer's perception, aspirations, and concessions. J Pers Soc Psychol. 1974;29(2):227.

94.        Druckman D. Determinants of Compromising Behavior in Negotiation: A Meta-Analysis. J Conflict Resolut. 1994;38(3):507-556.

95.        Babcock L, Loewenstein G. Explaining Bargaining Impasse: The Role of Self-Serving Biases. Journal of Economic Perspectives. 1997;11(1):109-126. doi:10.1257/jep.11.1.109

96.        Babcock L, Loewenstein G, Issacharoff S, Camerer C. Biased Judgments of Fairness in Bargaining. Am Econ Rev. 1995;85(5):1337.

97.        Schurr PH, Ozanne JL. Influences on exchange processes: Buyers' preconceptions of a seller's trustworthiness and bargaining toughness. Journal of consumer research. 1985;11(4):939-953.

98         Schelling TC. The Strategy of Conflict. Cambridge, Harvard University Press; 1980.

99.        Watson C, Richard Hoffman L. Managers as negotiators: A test of power versus gender as predictors of feelings, behavior, and outcomes. Leadersh Q. 1996;7(1):63-85. doi:10.1016/S1048-9843(96)90035-1

100.      Roth AE, Murnighan JK, Schoumaker F. The Deadline Effect in Bargaining: Some Experimental Evidence. Am Econ Rev. 1988;78(4):806-823. http://www.jstor.org.ezscd.univ-lyon3.fr/stable/1811178

101.      Willett G. Paradigm, theory, model, schema: what are they? Communication and organization. Published online 1996. doi:10.4000/communicationorganisation.1873

102.      Colson A. Antoine Pecquet's Discours sur l'art de négocier (1737), or the outline of a theorization of negotiation. Negotiations. 2020;33(1):151-160. doi:10.3917/neg.033.0151

103.      Tversky A, Kahneman D. The framing of decisions and the psychology of choice. Science (1979). 1981;211(4481):453-458. doi:10.1126/science.7455683

104.      Thompson L. Negotiation behavior and outcomes: Empirical evidence and theoretical issues. Psychol Bull. 1990;108(3):515.

105       Neale MA, Bazerman MH. Negotiator cognition and rationality: A behavioral decision theory perspective. Organ Behav Hum Decis Process. 1992;51(2):157-175. doi:10.1016/0749-5978(92)90009-V