LIST OF READINGS IN NEGOTIATIONS COURSE-PACKET

-Galinsky (2004): Should You Make the First Offer?,Harvard PON Negotiation Newsletter (Reprint N0407A).

-Cialdini (2001): Harnessing the Science of Persuasion, Harvard Business Review (Reprint R0109D)

-Malhotra & Bazerman (2007): Investigative Negotiation (Reprint R0709D)

-Sebenius (2001): Six Habits of Merely Effective Negotiators, Harvard Business Review (Reprint R0104E)

-Medvec & Galinsky (2005): Putting More on the Table, Harvard PON Negotiation Newsletter (Reprint N0504B).

-Brett, Friedman, & Behfar (2009): How to Manage Your Negotiating Team, Harvard Business Review (Reprint
R0909M).

-Bazerman & Gillespie (1999): Betting on the Future, Harvard Business Review (Reprint 99501).

-Bazerman, Russ, & Yakura (1987): Post-Settlement Settlements in Two-Party Negotiations, Negotiation Journal, pp.
283-292.

-Thompson & Leonardelli (2004): Why Negotiation is the Most Popular Business School Course, Ivey Business
Journal (Reprint 9B03TD09)

-Thompson (2009): Principal-Agent Negotiations (pp. 236-241), in The Mind & Heart of the Negotiator, 4ed. Upper
Saddle River, New Jersey: Pearson Prentice Hall [ISBN: 0131742272].

-Moore (2004): Deadline Pressure, Harvard PON Negotiation Newsletter (Reprint N0408A).

-Robinson (1995): Defusing the Exploding Offer, Negotiation Journal, pp. 277-285.

-Malhotra (2004): Smart Alternatives to Lying, PON Negotiation Newsletter (Reprint N0405C).

-Fortgang, Lax, & Sebenius (2003): Negotiating the Spirit of the Deal, Harvard Business Review (Reprint R0302E)

-Cohen, T. R., Meier, B. P., Hinsz, V. B., & Insko, C. A. (2010). Competitive group interactions: Why they exist and
how to overcome them. Chapter 13 (pp. 223-236) in S. Schuman (Ed.), The Handbook for Working with Difficult
Groups. San Francisco: Jossey-Bass. [ISBN: 978-0-470-19038-8].

-Ury, Brett, & Goldberg (1989). Three Approaches to Resolving Disputes: Interests, Rights, & Power. Chapter 1 (pp.
3-19, 177-180) in Getting Disputes Resolved: Designing Systems to Cut the Costs of Conflict. [ISBN: 1555421253].

-Lytle, A. L., Brett, J. M., & Shapiro, D. L. (1999). The Strategic Use of Interests, Rights, and Power to Resolve
Disputes. Negotiation Journal, 15(1), 31-51.

-Galinsky & Liljenquist (2004): Putting on the Pressure, Harvard PON Negotiation Newsletter (Reprint N0412B).

- Liljenquist & Galinsky (2006): How to Defuse Threats at the Bargaining Table, Harvard PON Negotiation Newsletter
(Volume 9, Number 9, pp. 1-3, September 2006).

- Swaab & Galinsky (2007): How to Negotiate When Youre Far Apart, Harvard PON Negotiation Newsletter (Volume
10, Number 2, pp. 1-3, February 2007).

-Babcock, Laschever, Gelfand, & Small (2003): Nice Girls Dont Ask, Harvard Business Review (Reprint F0310A).

-Pradel, Bowles, & McGinn (2005). When does gender matter in negotiation?, Harvard Business Review (Reprint
N0511D).