Chapter 1
1. Rudd and Lawson (2007).
2. This and the following section draw heavily from Phatak and Habib (1996), pp. 30–38.
3. Baelman and Davidson (2010), pp. 15–20.
4. “Ultimatum for the Avon Lady” (1998), p. 58.
5. Moran (2011).
6. Jain (2008), pp. 161–162.
7. Deardorff (2009).
8. Thompson (2009), pp. 31–52.
Chapter 2
1. Taylor (1871), p. 1.
2. Hall (1977), p. 16.
3. Lewicki et al. (2001), pp. 196–200.
4. Ricks (1998), p. 11; Dinker et al. (1998), pp. 337–345.
5. Foster (1992), p. 281.
6. Herbig and Kramer (1992), pp. 287–298.
7. Hall (1973); Sebenius (2002), pp. 76–89.
8. Hofstede (1980).
9. Sebenius (2002), pp. 76–89.
10. Oliver (1996).
11. Salacuse (2005), pp. 1–6.
Chapter 3
1. Kale (1999), pp. 21–38.
2. Weiss (1994), pp. 51–61.
3. Herbig and Kramer (2001).
4. Gregersen, Morrison, and Black (1998), pp. 21–23.
5. Jandt (1985).
6. Foster (1992), chap. 8.
7. Allred (2000), pp. 387–397.
1. Lewicki, Saunders, and Minton (2001), chap. 2.
2. Acuff (2008).
3. Lewicki et al. (2001).
4. Salacuse (1991).
5. Jain (2004).
6. See Fisher and Ury (1991).
7. Thompson (1998). Also see Thompson (2008).
8. Kublin (1995).
9. Graham (1986), pp. 58–70. Also see Avruch (2004), pp. 330–346.
10. Black and Mendenhall (1993), pp. 49–53.
11. Hendon, Hendon, and Herbig (1996).
12. U.S. Purchasing Professionals (1993).
Chapter 5
1. Lewicki, Saunders, and Minton (2001), pp. 67–68.
2. Cialdini (1993).
3. Eyuboglu and Buja (1993), pp. 47–65.
4. O’Quin and Aronoff (2005), pp. 349–357.
5. Thompson (1998), pp. 38–42.
Chapter 6
1. Koch (1998).
2. Jensen and Unt (2002).
3. Ghosh (1996), pp. 312–325.
4. Olekalns, Smith, and Walsh (1996), pp. 68–77.
5. Gruder and Duslak (1973), pp. 162–174.
6. Pruitt (1994), pp. 217–230.
7. Koch (1998).
Chapter 7
1. Pechter (2002), pp. 46–50.
2. The discussion on pricing factors draws heavily from Jain (2008), chap. 13.
3. Jain (2008), chap. 13.
4. Lester (2005), p. 8.
5. Narayandas, Quelch, and Swartz (2001), pp. 61–69.
Chapter 8
1. Moran and Stripp (1991).
2. Riley and Zeckhauser (1983), pp. 267–289.
3. Foster (1992).
4. Ghauri (1986), pp. 72–82.
5. Graham (1986), pp. 58–70.
6. Campbell, Graham, Joliber, and Meissur (1988), pp. 49–62.
7. Axtell (1993).
Chapter 9
1. Salacuse (1991).
2. Blackman (1997), pp.98–102
3. This section draws heavily from Salacuse (1991).
4. Salacuse (1991).
Chapter 10
1. Rudd and Lawson (2007), chaps. 4 and 6.
2. Discussion in this chapter draws heavily from Lewicki, Saunders, and
3. Moran, Harris, and Moran (2011), pp. 52–54.
4. Lewicki, Saunders, and Minton (1997), pp. 124–127.
5. Hendon, Hendon, and Herbig (1996), pp. 63–64.
6. Kublin (1995), pp. 119–125.
7. Klopf (1991), p. 197.
Chapter 11
1. Habeeb (1988).
2. Banks (1987), pp. 67–75.
3. Berten, Kimura, and Zartman (1999).
4. Cross (1996), pp. 153–178.
5. Druckman (1983).
1. Thompson (1998).
2. Brett, Friedman and Behfar (2009).
3. Mannix (2005).
4. Kramer (2001).
Chapter 13
1. Ertel (1999); Ertel and Gordon (2007); Movius and Susskind (2009).
2. Movius (2007).
3. Movius and Susskind (2009).
4. Ertel and Gordon (2007).
5. Benoliel (2011).
6. Kramer (2001).
7. Weiss (2011).
Chapter 14
1. Nurn and Tan (2010), pp.360–371.
2. Lewicki, Barry and Saunders (2010).
3. Dyer and Chu (2003).
4. Ro (2013).
Chapter 15
1. McGrath and Hollingshed (1999).
2. Sproull and Keisler (1991).
3. Silkenat, Aresty, and Klosek (2009).
4. McGrath and Hollingshed (1999).
5. McGuire, Keisler, and Siegler (2001), pp. 917–930.
6. Dorlet and Morris (1995).
7. Kramer (1995), pp. 95–120.
8. Thompson (1998), pp. 264–265.
9. Arunchalan and Dilla (2003), pp. 258–290.
1. Anderson (1994).
2. Lewicki and Robinson (2000), pp. 665–692.
3. Herring (1996).
4. Lewis (2001).
5. Hofstede (1991).
6. Katz (2006).
7. Adler and Izraeli (1994).
8. Babcock and Laschever (2003).
Chapter 17
1. Cohen (2002).
2. Koch (1998).
3. Watkins (2002).
4. Collins and Porras (1994).
5. Dawson (1995).
Chapter 18
1. Weiss (1987), pp.23–37.
2. Ferraro and Briody (2013).
3. Rudd and Lawson (2007).
4. Fang (1999).
5. Yamada (1997).
6. Cavusgil, Ghauri and Aklcal (2012).
7. Salacuse (1991).
8. Ting-Toomey (1999).
9. Trompenaars and Hamden-Turner (1999
10. Weiss (2011)
11. This chapter contains valuable comments by Yury Obozny and Jenny Sigot Müller