References

Cialdini, R. B. (1993). Influence: The psychology of persuasion. New York: William Morrow

Diamond, S. (2010). Getting more: How you can negotiate to succeed in work and life. Crown Currency.

Fisher, R., & Ury, W. (1981). Getting to yes: Negotiating agreement without giving in. New York: Penguin Books.

Getting More: negotiating in the real world. (n.d.). The Getting More Model. https://gettingmore.com/the-model/

Praxis. (n.d.). Thomas-Kilmann. https://www.praxisframework.org/en/library/thomas-kilmann

Pinkley, R. L. (1995). Impact of knowledge regarding alternatives to settlement in dyadic negotiations: Whose knowledge counts? Journal of Applied Psychology, 80(3), 403–417. https://doi.org/10.1037/0021-9010.80.3.403

Thompson, L., & Hrebec, D. (1996). Lose-lose agreements in interdependent decision making. Psychological Bulletin, 120(3), 396–409. https://doi.org/10.1037/0033-2909.120.3.396

Thompson, L. (1990). Negotiation behavior and outcomes: Empirical evidence and theoretical issues. Psychological Bulletin, 108(3), 515–532. https://doi.org/10.1037/0033-2909.108.3.515

Voss, C., & Raz, T. (2017). Never split the difference. Random House Business Books.