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A New ICON for Negotiation Advice -- References

Grande Lum and Anthony Wanis-St. John

Arrow, K., R. Mnookin, L. Ross, A. Tversky and R. Wilson, eds. 1995. Barriers to Conflict Resolution. WW Norton & Co.

Bazerman, M.H. and M.A. Neale. 1992. Negotiating Rationally. New York: Free Press.

Fisher, R., W.L. Ury, and B. Patton. 1991. Getting to YES: Negotiating Agreement Without Giving In. 2nd ed. Penguin Books. New York.

Gillespie, J.J., L.L. Thompson, J. Loewenstein, D. Gentner. 1999. Negotiation Journal 15 (4).

Kelman, H. 1997. "Social Psychological Dimensions of International Conflict." In Peacemaking in International Conflict, edited by I.W. Zartman and J.L. Rasmussen. Washington, DC: United States Institute of Peace.

Lax, D. and J.K. Sebenius. 1986. The Manager as Negotiator: Bargaining for Cooperation and Competitive Gain. New York: Free Press.

Lum, G. and M. Christie. "Adversaries to Allies: Lessons from the San Diego City Schools Contract Negotiations." 2001. Mediate.com.

Stone, D., B. Patton and S. Heen. 2000. Difficult Conversations. New York: Penguin Books.

Susskind, L. and J. Cruikshank. 1987. Breaking the Impasse. New York. Basic Books.

Ury, W.L. 1991. Getting Past No: Negotiating With Difficult People. New York: Bantam Books.