References

Achebe, C. (1959). Things fall apart. New York, NY: Ballantine.

Acuff, F. (1993). How to negotiate anything with anyone anywhere. Chicago, IL: AMACOM.

Adler, N. J., Gehrke, T. S., & Graham, J. L. (1987). Business negotiations in Canada, Mexico and the United States. Journal of Business Research 15 (October), 411–430.

Allas, T., & Georgiades, N. (2001). New tools for negotiators. The McKinsey Quarterly (2), 8–97.

Allison, G. (1971). Essence of decision: Explaining the Cuban Missile Crisis. Boston, MA: Little, Brown.

Altany, D. (1998). Wise men from the east bearing fights. International Management (UK) 37(5), 67–68.

Arrow, K., Mnookin, R., Ross L., Tversky A., & Wilson, R. (1995). Barriers to conflict resolution. New York, NY: Norton.

Audeber, P. (2004) Bien négocier. Paris: Editions d’Organisation.

Auster, E. R., & Sirower, M. (2002). The dynamics of merger and acquisition waves: A three–stage conceptual framework with implications for practice. Journal of Applied Behavioral Science 38(2), 216–244.

Avruch, K. (2004). Culture and Negotiation Pedagogy, Negotiation Journal 16(4), 339–346.

Axtell, R. (Ed.). (1985). Do’s and taboos around the world (3rd ed.). New York, NY: John Wiley & Sons.

Axtell, R. (1998). The do’s and taboos of body language around the world. New York, NY: John Wiley & Sons.

Axrell, R., & Lewis, A. (1997). Do’s and taboos around the world for women in business. New York, NY: John Wiley & Sons.

Barre, N. (199b). Renault-Nissan—L’accord devrait être entériné à Tokyo le 27 mars. Les Échos mars 19.

Babcock, L., & Laschever, S. (2008). Ask for it: How women can use the power of negotiation to get what they really want. London: Piatkus.

Babcock, L., & Laschever, S. (2003). Women don’t ask: Negotiation and the gender divide. Princeton, NJ: Princeton University Press.

Baker, J. A. (1995). The politics of diplomacy: Revolution, war and peace: 1989–1992. New York, NY: G. P. Putnam & Sons.

Banks, J. C. (1987). Negotiating international mining agreements: Win-win versus win-lose bargaining. Columbia Journal of World Business 22(4), 67–75.

Banthin, J. (1991). Negotiating with the Japanese. Mid-Atlantic Journal of Business 27(April), 79–81.

Barnum, C., & Wolniansky, N. (1989). Why Americans fail at overseas negotiations. Management Review 78(10), 55–57.

Bennett, D. C., & Sharpe, K. E. (1979). Agenda setting and bargaining power: The Mexican state versus transnational corporations. World Politics 32(1), 57–89.

Berton, P., Kimura, H., & Zartman, I. W. (Eds.). (1999). International negotiation: Actors, structure, process, values. New York, NY: Bedford/St. Martin’s.

Bilder, R. B. (1981). Managing the risks of international agreement. Madison: University of Wisconsin Press.

Billings-Yun, M. (2010). Beyond deal making. San Francisco, CA: Jossey-Bass.

Binnendijk, H. (Ed.). (1987). National negotiating styles. Washington, DC: Foreign Service Institute, U.S. Department of State.

Bird, A. (2001). Using video clips in the classroom. AIB Insights 2(2), 20–22.

Black, J. S., & Mendenhall, M. (1989). A practical but theory-based framework for selecting cross-cultural training methods. Human Resource Management 28(4), 511–539.

Black, J. S., & Mark Mendenhall. (1993). Resolving conflicts with the Japanese: Mission impossible. Sloan Management Review 34(3), 49–53.

Boyer, M., Starkey, B., & Wilkenfeid, J. (1999). Negotiating a complex world. New York, NY: Rowman and Littlefield.

Boyer, B., & Cremieux, L. (1999). The anatomy of association: NGOs and the evolution of Swiss climate and biodiversities policies. International Negotiation 4(2), 255–282.

Breslin, J. W., & Rubin, J. Z. (1991). Negotiation theory and practice. Cambridge, MA: Program on Negotiation at Harvard Law School.

Brett, J., Adair, W., Lempereur, A., Okumura, T., Shikhirev, P., Tinsley, C., & Lytle, A. (1998). Culture and joint gains in negotiation. Negotiation Journal 14(1), 61–86.

Brett, J. M. (2001). Negotiating globally. San Francisco, CA: Jossey-Bass.

Brunner, J. A., & Wang You. (1988). Chinese negotiating and the concept of face. Journal of International Consumer Marketing 1(1), 27–43.

Bryan, R. M., & P. C. Buck. (1989). The cultural pitfalls in cross-border negotiations. Mergers and Acquisition 24(2), 61–63.

Burt, D. N. (1984). The nuances of negotiating overseas. Journal of Purchasing and Materials Management 20(Winter), 2–8.

Burt, D. N. (1989). The nuances of negotiating overseas. Journal of Purchasing and Materials Management 25(1), 56–64.

Cai, D. A., & Drake, L. E. (1998). The business of business negotiation: Intercultural perspectives. In M. E. Roloff (Ed.), Communication yearbook 21 (pp. 153–189). Newbury Park, CA: Sage.

Campbell, N. C. G. (1987). Negotiating with the Chinese—A commercial long march. Journal of Marketing Management 2(3), 219–223.

Campbell, N. C. G., Granham, J. L., Jilbert, A., & Meissner, H. G. (1988). Marketing negotiations in France, Germany, the United Kingdom and the United States. Journal of Marketing 52(2) (April), 49–62.

Casse, P. (1991). Negotiating across cultures. Washington, DC: United States Institute of Peace Press.

Casse, P., & Deol, S. (1985). Managing intercultural negotiations. Yarmouth, ME: Intercultural Press.

Cavusgil, S. T., Ghauri, P. N., & Agarwal, M. R. (2002) Doing business in emerging markets. Thousand Oaks, CA: Sage Publications.

Cavusgil, S. T., & Ghauri, P. N. (1990). Doing business in developing countries: Entry and negotiation strategies. London: Routledge.

Cellich, C. (1991). Negotiating strategies: The question of price. International Trade FORUM (April–June), p. 12.

Cellich, C. (1997). Closing your business negotiations. International Trade FORUM 1, 16.

Cellich, C. (1997). Communication skills for negotiation. International Trade FORUM 3, 25.

Cellich, C. (2000). Business negotiations: Making the first offer. International Trade FORUM 2, 15.

Christensen, C. R., Garvin, D., & Sweet, A. (Eds.). (1991). Education for judgment: The artistry of discussion leadership. Cambridge, MA: Harvard Business School Press.

Cialdini, R. B. (1984). Influence: The psychology of persuasion. New York, NY: William Morrow.

Clavell, J. (1975). Shogun. New York, NY: Atheneum.

Cohen, H. (1980). You can negotiate anything. Secaucus, NJ: Lyle Stuart.

Cohen, R. (1993). An advocate’s view. In G. O. Faure & J. Z. Rubin (Eds.), Culture and negotiation (pp. 30–31). Thousand Oaks, CA: Sage.

Cohen, R. (1997). Negotiating across cultures: International communication in an interdependent world. (rev. ed.). Washington, DC: U.S. Institute of Peace.

Contractor, F. J., & Lorange, P. (1988). Cooperative strategies in international business. Lexington, MA: Lexington Books.

Cooke, T. E. (1988). International mergers and acquisitions. Oxford: Basil Blackwell.

Copeland, M. J., & Griggs, L. (1985). Going international. New York, NY: Random House.

Cormick, G. (1989). Strategic issues in structuring multi-party public policy negotiations. Negotiation Journal 5(2), 125–132.

Cova, B., Nazet, F., & Salle, R. (1996). Project negotiations: An episode in the relationship. In P. N. Ghauri & J. C. Usunier (Eds.), International business negotiation (pp. 253–271). New York, NY: Elsevier.

Covey, S. (1989). The 7 habits of highly effective people. New York, NY: Simon & Schuster.

Craver, C. (2002). The intelligent negotiator. New York, NY: Prima Venture.

Crichton, M. (1992). Rising sun. New York, NY: Alfred A. Knopf.

Cross, J. G. (1969). The economics of bargaining. New York, NY: Basic Books.

Cross, J. G. (1996). Negotiation as adaptive learning. International Negotiation 1(1), 153–178.

Cutcher-Gershenfeld, J., & Watkins, M. (1997). Toward a theory of representation in negotiation. Presented at the Academy of Management, Boston, MA.

de Bourbon Busset, J. (1963). La grande conférence. Paris: Gallimard.

De La Torre, J. (1981). Foreign investment and economic development: Conflict and negotiation. Journal of International Business Studies 12(2), 9–32.

Dennett, R., & Johnson, J. E. (1989). Negotiating With the Russians. New York, NY: World Peace Foundation.

Deverge, M. (1986). Negotiating with the Chinese. Euro-Asia Business Review 5(1), 34–36.

Diem, W. (1999, May). The Renault-Nissan deal: The view from Paris. Ward’s Auto World 35(5), 59–60.

Dietmeyer, B. (2004). Strategic negotiation. Chicago, IL: Dearborn Publishing.

Doganis, D. (Director). (2002). The siege of Bethlehem [Television broadcast]. London: October Films.

Douin, G. (2002). Behind the scenes of the Renault-Nissan alliance. Trans. R. Martin. Les amis de l’École de Paris, No. 38 (November–December). Paris: Association des Amis de l’École de Paris du management.

Drake, L. E. (1995). Negotiation styles in intercultural communication. The International Journal of Conflict Management 6(1), 72–90.

Druckman, D. (1983). Social psychology and international negotiations: Processes and influences. In R. F. Kidd & M. J. Saks (Eds.), Advances in applied social psychology (Vol. 2, pp. 51–81). Mahwah, NJ: Erlbaum.

Druckman, D., Benton, A. A., Ali, F., & Bagur, J. S. (1976). Cultural differences in bargaining behavior: India, Argentina and the United States. Journal of Conflict Resolution 20(3), 413–448.

Dupont, C. (1994). La negociation: Conduite, théorie, applications. (4th ed.). Paris: Dalloz.

Dupont, C. (1996). Negotiation as coalition-building. International Negotiation 1(1), 47–64.

Dupont, C. (2006). La négociation post-moderne. Paris: Publibook.

Dussauge, P., & Garrette, B. (1999). Cooperative strategy: Competing successfully through strategic alliances. Chichester: John Wiley & Sons, Chichester.

Edmondson, G., & Edmonson, G. (1999, March 29). Dangerous liaison. Business Week, p. 22.

Eibl-Eibesfeldt, I. (1972). Similarities and differences between cultures in expressive movements. In R. A. Hinde (Ed.), Non-verbal communication (pp. 297–314). Cambridge: Cambridge University Press.

Ekman, P. (1971). Universals and cultural differences in facial expressions of emotion. In J. Cole (Ed.), Nebraska symposium on motivation (Vol. 19, pp. 207–283). Lincoln: University of Nebraska Press.

Elashmawi, F. (2001). Competing globally. Boston, MA: Butterworth Heinemann.

Elgstrom, O. (1994). National culture and international negotiations. Cooperation and Conflict 29(3) 289–301.

Engholm, C. (1992). Asian bargaining tactics: Counterstrategies for survival. East Asian Executive Reports 14(7), 9–25.

England, G. W. (1978). Managers and their value systems: A five-country comparative study. Columbia Journal of World Business 13(2), 35–42.

Ertel, D., & Gordon, M. (2007). The point of the deal. Boston, MA: Harvard Business School Press.

Fang, T. (1999). Chinese business negotiating style. Newbury Park, CA: Sage Publications.

Faure, G. O. (1991). Negotiating in the orient. Negotiation Journal 7(3), 279–290.

Faure, G. O. (1995). Nonverbal negotiation in China. Negotiation Journal 11(1), 11–18.

Faure, G. O. (1998). Negotiation: The Chinese concept. Negotiation Journal 14(2), 137–148.

Faure, G. O. (2003). How people negotiate. Dordrecht, The Netherlands: Kluwer Academic.

Faure, G. O., & Rubin, J. Z. (Eds.). (1993). Culture and negotiation. Newbury Park, CA: Sage.

Faure, G. O., Mermet, L., & Touzard, H. (1981). La négociation: Situations–problématique–applications. Paris: Dunod.

Fayerweather, J., & Kapoor, A. (1976). Strategy and negotiation for the international corporation. New York, NY: Ballinger Publications.

Fisher, G. (1980). International negotiations: A cross-cultural perspective. Chicago, IL: Intercultural Press.

Fisher, R. (1991). Negotiating inside out: What are the best ways to relate internal negotiations with external ones? In J. W. Breslin & J. Rubin (Eds.), Negotiation theory and practice (pp. 71–72). Cambridge, MA: Program on Negotiation Books.

Fisher, R., & Brown, S. (1989). Getting together: Building relationships as we negotiate. New York, NY: Penguin Books.

Fisher, R., & Shapiro, D. (2005). Beyond reason: Using emotions as you negotiate. New York, NY: Viking.

Fisher, R., & Ury W. (1981). Getting to yes. Boston, MA: Penguin Books.

Fisher, R., Ury, W., & Patton, B. (1991). Getting to YES: Negotiating agreement without giving in (2nd ed.). New York, NY: Penguin Books.

Fisher, R., Kopelman, E., & Schneider, A. (1994). Beyond Machiavelli: Tools for coping with conflict. Cambridge, MA: Harvard University Press.

Foster, D. A. (1992). Bargaining across borders: How to negotiate business successfully anywhere in the world. New York, NY: McGraw-Hill.

Frances, J. N. (1991). When in Rome? The effects of cultural adaptation on intercultural business negotiations. Journal of International Business Studies 22(3), 403–428.

Frank, S. (1992). Global negotiating. Sales & Marketing Management (May), 64–70.

Frazier, G. L., Gill, J. D., & Kale, S. H. (1989). Dealer dependence levels and reciprocal actions in a channel of distribution in a developing country. Journal of Marketing 53(1), 50–69.

Gallic charm. (1999, March 13). The Economist, p. 72.

Galante, S. (1984, July 30). U. S. firms aim to avert cultural clashes. The Wall Street Journal.

Gannon, M. J. (1994). Understanding global cultures: Metaphorical journeys through 17 countries. Thousand Oaks, CA: Sage.

Gardner, H. (1999). The disciplined mind. New York, NY: Simon & Schuster.

Gesteland, R. (2005). Cross-cultural business behavior. Copenhagen, Denmark: Copenhagen Business School Press.

Ghauri, P. N. (1986). Guidelines for international business negotiations. International Marketing Review 3(3), 72–82.

Ghauri, P. N. (1988). Negotiating with firms in developing countries: Two case studies. Industrial Marketing Management 17(1) (February), 49–53.

Ghauri, P. N., & Usunier, J. C. (Eds.). (1996). International business negotiation. New York, NY: Elsevier.

Ghauri, P. N., & Usunier, J. C. (Eds.). (2003). International business negotiations. Amsterdam: Pergamon.

Ghosn, C., Riès, P. (2003). Citoyen du monde. Paris: Grasset.

Gilbert, N. (1985). The China Guanxi. Forbes 136(3), 104.

Gleick, J. (1987). Chaos: Making a new science. New York, NY: Viking Press.

Golden, A. (1997). Memoirs of a Geisha. Toronto: Vintage Canada.

Gosling, L. A. P. (1990). Your face is your fortune: Fortune telling and business in Southeast Asia. Journal of Southeast Asia Business 6(4), 41–52.

Graham, J. L. (1983a). Brazilian, Japanese, and American business negotiations. Journal of International Business Studies 14(1), 44–66.

Graham, J. L. (1983b). Business negotiations in Japan, Brazil, and the United States. Journal of International Business Studies 14(1), 47–62.

Graham, J. L. (1984). A comparison of Japanese and American business negotiations. International Journal of Research in Marketing 1(1), 51–68.

Graham, J. L. (1985a). Cross cultural marketing negotiations: A laboratory experiment. Marketing Science 4(2), 130–146.

Graham, J. L. (1985b). The influence of culture on the process of business negotiations: An exploratory study. Journal of International Business Studies 16(1), 81–96.

Graham, J. L. (1986). Across the negotiating table from the Japanese. International Marketing Review 3(3), 58–70.

Graham, J. L. (1987). Difference given the buyer: Variation across twelve cultures. In P. Lorange & F. Contractor (Eds.), Cooperative strategies in international business (pp. 473–484). New York, NY: Oxford University Press.

Graham, J. L. (1993). Business negotiations: Generalizations about Latin America and East Asia are dangerous. UCINSIGHT University of California Irvine GSM (Summer), 6–23.

Graham, J. L., & Andrews, J. D. (1987). A holistic analysis of Japanese and American business negotiation. Journal of Business Communication 23(4), 63–77.

Graham, J. L., Evenko, L. I., & Rajan, M. N. (1992). An empirical comparison of Soviet and American business negotiations. Journal of International Business Studies 23(3), 387–418.

Graham, J. L., & Herberger, R. A. (1983). Negotiators abroad: Don’t shoot from the hip. Harvard Business Review (July–August), 160–168.

Graham, J. L., Kim, D., Lin, C. Y., & Robinson, M. (1988). Buyer-seller negotiations around the Pacific Rim: Differences in fundamental exchange processes. Journal of Consumer Research 15(1), 48–54.

Graham, J. L., & Lin, C. Y. Y. (1987). A comparison of marketing negotiations in the Republic of China (Taiwan) and the United States. Advances in International Marketing 2, 23–46.

Graham, J. L., & Meissner, H. G. (1986). Content analysis of business negotiations in Five Countries (Working paper). Los Angeles: University of Southern California.

Graham, J. L., Mintu, A. T., & Rodgers, W. (1994). Explorations of negotiation behaviors in ten foreign cultures using a model developed in the United States. Management Science 40(1), 72–95.

Graham, J. L., & Sano, Y. (1984). Smart bargaining: Doing business with the Japanese. Cambridge, MA: Ballinger.

Graham, J. L., & Sano, Y. (1989). Smart bargaining: Doing business with the Japanese. New York, NY: Harper Business.

Graham, J. L., & Sano, Y. (1990). Smart bargaining: Doing business with the Japanese (2nd ed.). Cambridge, MA: Ballinger.

Graham, R. J. (1981). The role of perception of time in consumer research. Journal of Consumer Research 7(4), 335–342.

Greenhalgh, L. (2001). Managing strategic partnerships: The key to business success. New York, NY: Free Press.

Griffin, T. J., & Daggatt, W. R. (1990). The global negotiator: Building strong business relationships anywhere in the world. New York, NY: Harper Business.

Grindsted, A. (1994). The impact of cultural styles on negotiations: A case study of Spaniards and Danes. IEEE Transactions on Professional Communication 37(1), 34–38.

Gross, S. H. (1988). International negotiation: A multidisciplinary perspective. Negotiation Journal 4(3), 221–232.

Guittard, S. W. (1974). Negotiating and administering an international sales contract with the Japanese. International Lawyer 8(4), 823–831.

Guittard, S. W., & Sano, Y. (1989). Smart Bargaining: Dealing with the Japanese. New York, NY: Harper & Row.

Gulbro, R., & Herbig, P. (1995). Differences in cross-cultural negotiating behavior between industrial product and consumer firms. Journal of Business and Industrial Marketing 10(3), 18–28.

Gulbro, R., & Herbig, P. (1996). Negotiating successfully in cross-cultural situations. Industrial Marketing Management 25(3), 235–241.

Habeeb, W. M. (1988). Power and tactics in international negotiation. Baltimore, MD: Johns Hopkins University Press.

Hall, E. T. (1959). The silent language. Greenwich, CT: Fawcett.

Hall, E. T., & Hall, M. (1987). Hidden differences: Doing business with the Japanese. Garden City, NY: Anchor Books/Doubleday.

Hall, E. T., & Hall, M. (1990). Understanding cultural differences: Germans, French and Americans. Yarmouth, ME: Intercultural Press.

Hampden-Turner, C., & Trompenaars, F. (2000). Building cross cultural confidence. New York, NY: John Wiley & Sons.

Hampson, F. O. (1994). Multilateral negotiation. Baltimore, MD: Johns Hopkins University Press.

Harris, P. R., & Moran, R. T. (1991). Managing cultural differences. Houston, TX: Gulf Publishing Company.

Harrison, G. W., & Saffer, B. H. (1980). Negotiating at 30 paces. Management Review 69(4), 51–54.

Haskel, B. G. (1974). Disputes, strategies and opportunities and opportunity costs: The example of Scandinavian economic market negotiations. International Studies Quarterly 18(2), 3–30.

Hawrysh, B. M., & Zaichkowsky, J. L. (1990). Cultural approaches to negotiations: Understanding the Japanese. International Marketing Review 7(2), 28–42.

Hay, M., & Usunier, J. C. (1993). Time and strategic action: A cross-cultural view. Time and Society 2(3), 313–333.

Heiba, F. I. (1984). International business negotiations: A strategic planning model. International Marketing Review 1(4), 5–16.

Hendon, D. W., & Hendon, R. A. (1990). World-class negotiating: Dealmaking in the global marketplace. New York, NY: John Wiley & Sons.

Hendon, D. W., Hendon, R. A., & Herbig, P. (1996). Cross cultural business negotiations. Westport, CT: Quorum Books.

Herbig, P. A., & Kramer, H. E. (1991). Cross-cultural negotiations: Success through understanding. Management Decision 29(1), 19–31.

Herbig, P. A., & Kramer, H. E. (1992a). The dos and don’ts of cross-cultural negotiations. Industrial Marketing Management 20(2), 1–12.

Herbig, P.. A., & Kramer, H. E. (1992b). The role of cross-cultural negotiations in international marketing. Marketing Intelligence and Planning 10(2), 10–13.

Hobson, C. (1999). E-negotiations: Creating a framework for online commercial negotiations. Negotiation Journal 15(3), 201–218.

Hofstede, G. (1989). Cultural predictors of national negotiation styles. In F. Mautner-Markhof (Eds.), Process of international negotiations (pp. 193–201). Boulder, CO: Westview Press.

Hofstede, G. (1991). Cultures and organizations. London: McGraw-Hill Europe.

Hofstede, G. (1994). Culture’s consequences. London: Sage.

Hofstede, G., & Usunier, J. C. (1996). Hofstede’s dimensions of culture and their influence on international business negotiations. In P. Ghauri & J. C. Usunier (Eds.), International business negotiations (pp. 137–153). Oxford: Pergamon.

Holbrooke, R. (1998). To end a war. New York, NY: Random House.

Hopmann, P. (1996). The negotiation process and the resolution of international conflicts. Columbia: University of South Carolina Press.

Husted, B. W. (1994). Bargaining with the gringos: An exploratory study of negotiations between Mexican and U.S. firms. The International Executive 36(5), 625–644.

Ikle, F. C. (1964). How nations negotiate. Millwood, NY: Kraus Reprint.

Ikle, F. C. (1976). How nations negotiate. Millwood, NY: Kraus Reprint.

Ikle, F. C. (1982). How nations negotiate. New York, NY: Harper and Row.

International Negotiation Institute. (1982). Effective preparation for negotiation. Monographs on International Business Negotiation No. 1. Princeton, NJ: International Negotiation Institute.

Janosik, R. (1987). Rethinking the culture-negotiation link. Negotiation Journal 3(4), 385–395.

Jayachandran, C. (1991). International technology collaborations: Issues in negotiations. Management Decision: Quarterly Review of Management Technology 29(6), 80–85.

Jensen, K., & Unt, I. (2002). Negotiating partnerships. New York, NY: Prentice-Hall.

Johnson, R. (1993). Negotiation basics. Newbury Park, CA: Sage.

Jonsson, C. (1989). Communication processes in international negotiation: Some common mistakes. In F. F. Mautner-Markhof (Ed.), Processes of international negotiations. Boulder, CO: Westview Press.

Jonsson, C., et al. (1998). Negotiations in networks in the European Union. International Negotiation 3(3), 319–344.

Kale, S. H., & Barnes, J. W. (1992). Understanding the domain of cross-national buyer-seller interactions. Journal of International Business Studies 23(1), 101–132.

Kapoor, A. (1970). International business negotiations: A study in India. New York, NY: New York University Press.

Kapoor, A. (1974). MNC negotiations: Characteristics and planning implications. Columbia Journal of World Business 14(1), 121–132.

Kapoor, A. (1975). Planning for international business negotiations. Cambridge, MA: Ballinger.

Katz, L. (2006). Negotiating International Business. Charleston, SC: Booksurge.

Kazuo, O. (1979). How the “inscrutables” negotiate with the “inscrutables”: Chinese negotiating tactics vis-à-vis the Japanese. The China Quarterly (79), 529–552.

Kellerman, B., & Rubin, J. Z. (Eds.). (1988). Leadership and negotiation in the Middle East. New York, NY: Praeger.

Kemper, R., & Kemper, D. (1999). Negotiation. Metuchen, NJ: Literature Scarecrow Press.

Kennedy, G. (1985). Doing business abroad. New York, NY: Simon & Schuster.

Kennedy, G. (1987). Negotiate anywhere! London: Arrow Books.

Kennedy, R., and Raiffa, H. (1992). Structuring and analyzing values for multiple-issue negotiations. In P. H. Young (Ed.), Negotiation analysis (pp. 131–151). Ann Arbor: University of Michigan Press.

Kenneth S. Courtis: Having a (crystal) ball. The Journal, January 2000.

Kersten, G., & Noronha, S. (1999). Negotiation via the World Wide Web: A cross-cultural study of decision making. Group Decision and Negotiation 8(3), 251–279.

Kim, W. C., & Mauborgne, R. (1997). Fair process: Managing in the knowledge economy. Harvard Business Review 75(4), 65–75.

Klein, G. (1998). Sources of power: How people make decisions. Cambridge, MA: MIT Press.

Klotz, J. M. (2000). Going global: Power tools for international business deals. Toronto: Global Business Press.

Korine, H., Asakawa, K., & Gomez, P.-Y. (2002). Partnering with the unfamiliar: Lessons from the case of Renault and Nissan. Business Strategy Review 13(2), 41–50.

Kreisberg, P. H. (1994). China’s negotiating behavior. In T. W. Robinson & D. Shambaugh (Eds.), Chinese foreign policy: Theory and practice (pp. 453–478). Oxford: Clarendon Press.

Kremenyuk, V. (Ed.). (1991). International negotiation. San Francisco, CA: Jossey-Bass.

Kremenyuk, V., & Sjostedt, G., eds. (2000). International economic negotiation: Models versus realities. Cheltenham, Gloucestershire, UK: Edward Elgar.

Lakos, A. (1989). International negotiations: A bibliography. Boulder, CO: Westview Press.

Lall, A. (1966). Modern international negotiation. New York, NY: Columbia University Press.

Lapeyre, B., & Sheppard, P. (1992). Negotiate in French as well as in English: Négocier en Anglais comme en Français. London: Nicholas Brealey Publishing.

Latz, M. (2004). Gain the edge. New York, NY: St Martin’s Press.

Lauer, S. (1999a, Avril 9). Neuf mois de négociations discrètes, de doutes…et de certitudes. Le Monde, p. 25.

Lauer S. (1999b, Mars 29). Renault et Nissan donnent naissance au quatrième groupe mondial automobile; Louis Schweitzer, président-directeur général de Renault ‘Les salariés de Nissan ont envie de s’en sortir.’ Le Monde, p. 14.

Lavin, F. L. (1994). Negotiating with the Chinese: Or how not to kowtow. Foreign Affairs 73(4), 16–22.

Lax, D., & Sebenius, J. (1991a). The power of alternatives or the limits to negotiation. In J. W. Breslin & J. Rubin (Eds.), Negotiation theory and practice (pp. 97–114). Cambridge, MA: Program on Negotiation Books.

Lax, D., & Sebenius, J. (1991b). Thinking coalitionally. In P. H. Young (Ed.), Negotiation analysis (pp. 153–193). Ann Arbor: University of Michigan Press.

Lax, D., & Sebenius, J. (2006). 3-D negotiation. Boston, MA: Harvard Business School Press.

Lax, D. A., & Sebenius, J. K. (1986). The manager as negotiator. New York, NY: Free Press.

Leclercq, X. (2002). Négocier les prestations intellectuelles. Paris: Dunod.

Lee, E. (1980). Saudis as we, Americans as they. The Bridge (Fall), 3–5, 32–334.

Lee, K., & Lo, T. W. C. (1988). An American business people’s perceptions of marketing and negotiating in the People’s Republic of China. International Marketing Review 5(2), 41–51.

Lewicki, R., & Hiam, L. (2006). Mastering business negotiations. San Francisco, CA: Jossey-Bass.

Lewicki, R., Saunders, D., & Minton, J. (1993). Negotiation (3rd ed.). Burr Ridge, IL: McGraw-Hill.

Lewicki, R. J., Saunders, D. M., & Minton, J. W. (2001). Essentials of negotiation (2nd ed.). New York, NY: McGraw-Hill, Irwin.

Lewis, R. (1996). When cultures collide. London: Nicholas Brealy Publishing.

Lewis, R. (2003). The cultural imperative. London: Nicholas Brealy Publishing.

Li, X. (1999). Chinese-Dutch business negotiations. Amsterdam: Rodopi.

Low, P. (2010). Successfully negotiating in Asia. New York, NY: Springer.

Lundberg, K. (1996). The Oslo channel: Finding a secret path to peace [Case study]. Cambridge, MA: Kennedy School of Government, Harvard University.

March, R. M. (1982). Business negotiation as cross-cultural communication: The Japanese western case. Cross Currents 9(1), 55–65.

March, R. M. (1985). East meets West at the negotiating table. Winds (April), 55–57.

March, R. M. (1985). No no’s in negotiating with the Japanese. Across the Border (April), 44–50.

March, R. M. (1991). The Japanese negotiator. Tokyo: Kodansha International.

Mautner-Markhof, F. (Ed.). (1989). Processes of international negotiations. Boulder, CO: Westview Press.

McCall, J. B., & Warrington, M. B. (1990). Marketing by agreement: A cross-cultural approach to business negotiation (2nd ed.). New York, NY: John Wiley & Sons.

McCreary, D. R. (1986). Japanese-U.S. business negotiations: A cross-cultural study. New York, NY: Praeger.

McKersie, R. B., & Fonstad, N. (1997). Teaching negotiating theory and skills over the internet. Negotiation Journal 13(4), 363–368.

Meridian Resources Associates. (1992). Working with China (videotape series). San Francisco.

Min, H., & Galle, W. (1993). International negotiation strategies of U.S. purchasing professionals. Journal of Supply Chain Management 29(3), 40–50.

Mintzberg, H. (1987). Crafting strategy. Harvard Business Review 65(4), 66–75.

Mintzberg, H. (1990). Strategy formation: Schools of thought. In J. Fredrickson (Ed.), Perspectives on strategic management (pp. 105–235). New York, NY: Harper Business.

Mistry, R. (1995). A fine balance. Toronto: McClelland & Stewart.

Mnookin, R. (2000). Beyond winning. Cambridge, MA: Harvard University Press.

Mnookin, R., & Susskind, L. (Eds.). (1999). Negotiating on behalf of others. San Francisco, CA: Sage Publications.

Moncrief, W. C. (1993). A comparison of sales activities in an international setting. In E. Kaynak (Ed.), The global business: Four key marketing strategies (pp. 141–158). New York, NY: Haworth Press.

Moran, R. T. (1985). Getting your yen’s worth: How to negotiate with Japan, Inc. Houston, TX: Gulf Publishing Company.

Moran, R. T., & Stripp, W. G. (1991). Successful international business negotiation. Houston, TX: Gulf Publishing Company.

Moran, R. T., Harris, P. R., & Moran, S. V. (2007). Managing cultural differences. Burlington, MA: Elsevier.

Morrison, T., Conaway, W. A., & Borden, G. A. (1994). Kiss, bow, or shake hands: How to do business in sixty countries. Holbrook, MA: Bob Adams, Inc.

Movius, H., & Susskind, L. (2009). Build to win: Creating a world-class negotiating organization. Boston, MA: Harvard Business Press.

Nakane, C. (1970). Japanese Society. Berkeley: University of California Press.

National Film Board of Canada (Producer), & Gunnarsson, S. (Director). (1985). Final offer [Motion picture]. South Burlington, VT: California Newsreel.

Natlandsmyr, J. H., & Rognes, J. (1995). Culture, behavior, and negotiation outcomes: A comparative and cross-cultural study of Mexican and Norwegian negotiators. The International Journal of Conflict Management 6(1), 5–29.

Odell, J. S. (1980). Latin American trade negotiations with the United States. International Organization 34(2), 207–228.

Oikawa, Na., & Tanner, J., Jr. (1992). Influence of Japanese culture on business relations and negotiations. Journal of Services Marketing 6(13), 1–12.

Oxnam, R. B. (1989). Cinnabar: A novel of China. New York, NY: St. Martin’s Press.

Parker, V. (1996). Negotiating licensing agreements. In P. Ghauri & J.-C. Usunier (Eds.), International business negotiation (pp. 3–20). New York, NY: Elsevier.

Pekkar Lempereur, A., & Colson, A. (2004). Méthode de négociation. Paris: Donod.

Pendergast, W. (1990). Managing the negotiation agenda. Negotiation Journal 6(2), 135–145.

Pfeiffer, J. (1988). How not to lose the trade wars by cultural gaffes. Smithsonian 18(10), 145–156.

Posses, F. (1978). The art of international negotiation. London: Business Books/Brookfield Publishing.

Puffer, S. M. (Ed.). (1996). Management across cultures: Insights from fiction and practice. Cambridge, MA: Blackwell.

Putnam, R. (1988). Diplomacy and domestic politics: The logic of two-level games. International Organizations 42(3), 427–460.

Pye, L. W. (1992). The Chinese approach to negotiating. The International Executive 34(6), 463–468.

Pye, L. W. (1982). Chinese commercial negotiating style. Cambridge, MA: Oelgeschlager, Gunn & Hain.

Pye, L. W. (1992). Chinese negotiating style: Commercial approaches and cultural principles. New York, NY: Quorum Books.

Pye, L. W., & Hendryx, S. R. (1986). The China trade: Making the deal. Harvard Business Review 64(4), 74–85.

Quinn, J. (1992). Strategic change: “Logical incrementalism.” In H. Mintzberg & J. Quinn (Eds.), The strategy process: Concepts, contexts and cases (pp. 96–104). Englewood Cliffs, NJ: Prentice Hall.

Radway, R. J. (1978). Negotiating in the Caribbean Basin: Trade and Investment Contracts. International Trade Law Journal 4, 164–169.

Raiffa, H. (1982). The art and science of negotiation. Cambridge, MA: Belknap Press of Harvard University Press.

Raiffa, H. (with Richardson, J., & Metcalfe, D.). (2002). Negotiation analysis: The science and art of collaborative decision-making. Cambridge, MA: Belknap Press.

Raiffa, H., & Breslin, J. W. (1992). Preparing for negotiations. Proceedings from: Li & Fung Lecture. Hong Kong: Chinese University of Hong Kong.

Raiffa, H., Richardson, J., & Metcalfe, D. (2002). Negotiation analysis. Boston, MA: Harvard University Press.

Rangaswany, A., Eliashberg, J., Burk, R. R., & Wind, J. (1989). Developing marketing expert systems: An application to international negotiations. Journal of Marketing 53(4), 24–38.

Raval, D., & Raval, B. (1998). Cultural shift in Indian managers’ perceptions: Implications for MNC’s negotiation strategy (pp. 337–345). Proceedings from: The ASC Conference.

Reardon, K. K., & Spekman, R. E. (1994). Starting out right: Negotiation lessons for domestic and cross-cultural business alliances. Business Horizons 37(1), 71–79.

Renault, S. A. (n.d.). Renault/Nissan: Une ambition globale. Lettre de Renault ses actionnaires, numéro exceptionnel.

Renault Communication. (1999, Mars 27). Accord entre Renault et Nissan: Annexe-Chronologie des négociations et de l’accord entre Renault et Nissan. Renault (Agence Information Interne), Paris.

Reynolds, P. D. (1971). A primer in theory construction. Indianapolis, IN: Bobbs-Merrill.

Riker, W. (1986). The art of political manipulation. New Haven, CT: Yale University Press.

Robinson, R. J. (1997a). Errors in social judgment: Implications for negotiation and conflict resolution. Part 1: Biased assimilation of information. Boston, MA: Harvard Business School Publishing.

Robinson, R. J. (1997b). Errors in social judgment: Implications for negotiation and conflict resolution. Part 2: Partisan perceptions. Boston, MA: Harvard Business School Publishing.

Roemer, C., Garb, P., Neu, J., & Graham, J. L. (1999). A comparison of American and Russian patterns of behavior in buyer-seller negotiations using observational measures. International Negotiation 4(1), 37–61.

Rosegrant, S., & Watkins, M. (1995). Carrots, sticks and question marks: Negotiating the North Korean nuclear crisis (A) and (B) [Case study]. Cambridge, MA: John F. Kennedy School of Government.

Rosegrant, S., & Watkins, M. (1996). Getting to Dayton: Negotiating an end to the war in Bosnia [Case study]. Cambridge, MA: John F. Kennedy School of Government.

Rosegrant, S., & Watkins, M. (1994). The Gulf crisis: Building a coalition for war [Case study]. Cambridge, MA: John F. Kennedy School of Government.

Rosegrant, S., & Watkins, M. (1996a). A “seamless” transition: United States and United Nations operation in Somalia—1992–1993 (A) and (B) [Case study]. Cambridge, MA: John F. Kennedy School of Government.

Rosegrant, S., & Watkins, M. (1996b). Sources of power in coalition building. Negotiation Journal 12(1) 47–68.

Rosen, S., & Watkins, M. (1998). Rethinking “preparation” in negotiation (Working Paper 1999-42). Cambridge, MA: Harvard Business School.

Ross, L., & Ward, A. (1995). Psychological barriers to dispute resolution. Advances in Experimental Social Psychology 27, 255–304.

Roston, J. (1992). McGill negotiation simulator. Montreal: Instructional Communications Centre, McGill University.

Rubin, J., & Sander, F. (1991). When should we use agents? Direct v. representative negotiation. In J. W. Breslin & J. Rubin (Eds.), Negotiation theory and practice. Cambridge, MA: Program on Negotiation Books.

Rubin, J. Z., & Faure, G. O. (1993). Culture and negotiation. San Francisco, CA: Sage.

Rubin, J. Z., Pruitt, D. G., & Kim, S. H. (1994). Social conflict: Escalation, stalemate and settlement (2nd ed.). New York, NY: McGraw-Hill.

Salacuse, J. W. (1991). Making global deals: Negotiating in the international marketplace. Boston, MA: Houghton Mifflin.

Salacuse, J. W. (Producer), & Lithgow, W. (Director). (1992). Negotiating in today’s world: Successful deal making at home and abroad [Motion picture]. Boulder, CO: Big World.

Salacuse, J. W. (1999). Intercultural Negotiation in International Business. Group Decision and Negotiation 8(3), 217–236.

Salacuse, J. W. (2005). Negotiating the top ten ways that culture can affect your negotiation. Ivey Business Journal 69(4), 1–6.

Salacuse, J. W. (2008). Seven secrets for negotiating with government. New York, NY: AMACOM.

Sarrailhe, P. (1994). International business negotiations in France. In J. R. Silkenat & J. M. Aresty (Eds.), The ABA guide to international business negotiations (pp. 120–130). Chicago, IL: American Bar Association.

Saunders, H. (2007). We need a larger theory of negotiation: The importance of pre-negotiating phases. Negotiation Journal 1(3), 249–262.

Sawyer, J., & Guetzkow, H. (1965). Bargaining and negotiation in international relations. In H. Kelman (Ed.), International behavior. New York, NY: Holt, Rinehart and Winston.

Schecter, J. (1998). Russian negotiating behavior. Washington, DC: U.S. Institute of Peace Press.

Schneider, S. C., & Barsoux, J. L. (1997). Managing across cultures. London: Prentice-Hall.

Schon, D. (1983). The reflective practitioner: How professionals think in action. New York, NY: Basic Books.

Schuster, C., & Copeland, M. (2006) Global business practices: Adapting for success. Cincinnati, Ohio: South-Western Educational Publishing.

Schuster, C. P., & Copeland, M. J. (1996). Global business: Planning for sales and negotiations. Fort Worth, TX: Dryden Press.

Schuster, P. (1993). Sensitivity to differences in cultures can smooth dealings. The Business Record (November/December), 15.

Sebenius, J. (1984). Negotiating the law of the sea. Cambridge, MA: Harvard University Press.

Sebenius, J. (1991). Negotiation analysis. In V. A. Kremenyuk (Ed.), International negotiation: Analysis, approaches, issues (pp. 203–215). San Francisco, CA: Jossey-Bass.

Sebenius, J. (1992). Negotiation analysis: A characterization and review. Management Science 38(1), 18–38.

Sebenius, J. (1996a). Introduction to negotiation analysis: Structure, people, and context. Boston, MA: Harvard Business School Publishing.

Sebenius, J. (1996b). Sequencing to build coalitions: With whom should I talk first? In R. Zekhauser, R. Keeney, & J. Sebenius (Eds.), Wise choices: Decisions, games, and negotiations. Boston, MA: Harvard Business School Press.

Sebenius, J. (1998). Negotiating cross-border acquisitions. Sloan Management Review 39(2), 27–41.

Sebenius, J. K. (2000). Negotiating lessons from the Browser Wars. Sloan Management Review 43(4), 43–50.

Sen, S. (1981). The art of international negotiating: Doing business in the Middle East. Art of Negotiating Newsletter 11(3) (December).

Shell, G. (1999). Bargaining for advantage. New York, NY: Viking.

Shenkar, O., & Ronen, S. (1987). The cultural context of negotiations: The implications of Chinese interpersonal norms. The Journal of Applied Behavioral Science 23(2), 263–275.

Sheth, J. (1983). Cross-cultural influences on the buyer-seller interaction/negotiation process. Asia Pacific Journal of Management 1(1), 46–55.

The shuttle diplomacy of a car deal. (1999, March 29). Business Week, p. 22.

Silkenat, J., & Aresty, J., eds. (1999). The ABA guide to international business negotiations. Chicago, IL: ABA.

Solomon, R. H. (1999). Chinese negotiating behavior. Washington, DC: U.S. Institute of Peace Press.

St. Edmunds, B., & Eisenstein P. (1999, April 14). Why marriage makes sense. Professional Engineering.

Stein, J. G. (Ed.). (1989). Getting to the table: The process of international prenegotiation. Baltimore, MD: John Hopkins University Press.

Stein, J. G. (1989). Getting to the table: The triggers, stages, functions, and consequences of prenegotiation. In J. Stein (Ed.), Getting to the table: The process of international prenegotiation (pp. 239–268). Baltimore, MD: Johns Hopkins University Press.

Stein, J. G. (1988). International negotiation: A multidisciplinary perspective. Negotiation Journal 4(3), 221–231.

Stewart, E. C., & Bennett, M. J. (1991). American cultural patterns: A cross-cultural perspective. (rev. ed.). Yarmouth, ME: Intercultural Press.

Stewart, S., & Keown, C. F. (1989). Talking with the dragon: Negotiating in the People’s Republic of China. Columbia Journal of World Business 24(3), 68–72.

Stoever, W. A. (1979). Renegotiation: The cutting edge of relations between MNCs and LDCs. Columbia Journal of World Business 14(1), 5–13.

Stoever, W. A. (1981). Renegotiations in international business transactions: The process of dispute resolution between multinational investors and host societies. Lexington, MA: Lexington Books.

Stone, R. (1989). Negotiating in Asia. The Practicing Manager 9(2), 36–39.

Subramanian, G. (2010) Negotiauctions. New York, NY: W. W. Norton & Co.

Sullivan, S. E., & Tu, H. (1995). Developing globally competent students: A review and recommendations. Journal of Management Education 19(4), 473–493.

Swierczek, F. W. (1990). Culture and negotiation in the Asian context. Journal of Managerial Psychology 5(5), 17–25.

Tagliabue, J. (2000, July 2). Renault pins its survival on a global gamble. New York Times, Section 1, p. 1.

Taylor, E. B. (1871). Primitive culture. London: John Murray.

Thiederman, S. (1991). Profiting in America’s multicultural marketplace: How to do business across cultural lines. New York, NY: Lexington Books.

Thompson, L. (1998) The mind and heart of the negotiator. Upper Saddle River, NJ: Prentice Hall.

Thompson, T. (2008). The truth about negotiations. Upper Saddle River, NJ: Pearson.

Thornton, E., Thornton, E., Armstrong, L., Kerwin, K., & Resch, I. (1999, October 11). A new order at Nissan. Business Week, p. 54.

Ting-Toomey, S. (1988). Intercultural conflict styles: A face-negotiation theory. In Y. Kim & W. Gudykunst (Eds.), Theories in intercultural communication. Beverly Hills, CA: Sage.

Tomlin, B. W. (1989). The stages of prenegotiation: The decision to negotiate North American free trade. In J. Stein (Ed.), Getting to the table (pp. 22–25). Baltimore, MD: Johns Hopkins University Press.

Trompenaars, F., & Hampden-Turner, C. (1998). Riding the waves of culture (2nd ed.). London: Nicholas Brealey Publishing.

Tse, D. K., Francis, J., & Walls, J. (1994). Cultural differences in conducting intra- and inter-cultural negotiations: A Sino-Canadian perspective. Journal of International Business Studies 25(3), 537–555.

Tucker, J. B. (1996). Interagency bargaining and international negotiation: Lessons from the Open Skies Treaty talks. Negotiation Journal 12, 275–288.

Tung, R. L. (1982). U.S.-China trade negotiations: Practices, procedures, and outcomes. Journal of International Business Studies 10(3), 25–37.

Tung, R. L. (1984a). Business negotiations with the Japanese. Lexington, MA: Lexington Books.

Tung, R. L. (1984b). Handshakes across the sea: Cross-cultural negotiating for business success. Organizational Dynamics 23(3), 30–40.

Tung, R. L. (1984c). How to negotiate with the Japanese. California Management Review 26(4), 62–77.

Tung, R. L. (1989). A longitudinal study of United States–China business negotiation. China Economic Review 1(1), 57–71.

Underdal, A. (1991). The outcomes of negotiation. In V. Kremenyuk (Ed.), International negotiation (pp. 110–125). San Francisco, CA: Jossey-Bass.

Unt, I. (1999). Negotiations without a loser. Copenhagen, Denmark: Copenhagen Business School Press.

Ury, W. (1991). Getting past no: Negotiating your way from confrontation to cooperation. New York, NY: Bantam Books.

Usunier, J. C. (1996). Cultural aspects of international business negotiations. In P. Ghauri and J. C. Usunier (Eds.), International business negotiation (pp. 93–118). New York, NY: Elsevier.

Van Zandt, H. F. (1970). How to negotiate in Japan. Harvard Business Review 48(6), 45–56.

Vlasic, B. (1998, May 18). The first global car colossus. Business Week, pp. 40–43.

Walmsley, A. (1995). The deal that almost got away. Report on Business Magazine (August), 26–36.

Walton, R., & McKersie, R. (1965). A behavioral theory of labor negotiations. Ithaca, NY: ILR Press.

Walton, R., McKersie, R., & Cutcher-Gershenfeld, J. (1994). Strategic negotiations: A theory of change in labor-management relations. Boston, MA: Harvard Business School Press.

Wasserstein, B. (2000). Big deal: Mergers and acquisitions in the digital age. New York, NY: Warner Books.

Watkins, M. (1998a). Building momentum in negotiations: Time-related costs and action-forcing events. Negotiation Journal 14(3), 241–256.

Watkins, M. (1998b). Shaping the structure of negotiations [Monograph]. Cambridge, MA: Harvard Law School.

Watkins, M. (2000). Dynamic negotiation: Seven propositions about complex negotiations. Cambridge, MA: Harvard Business School.

Watkins, M. (2002). Breakthrough business negotiation. San Francisco, CA: Jossey-Bass.

Watkins, M. (2006). Shaping the game. San Francisco, CA: Jossey-Bass.

Watkins, M., & Passow, S. (1996). Analyzing linked systems of negotiations. Negotiation Journal 12(4), 325–339.

Watkins, M., & Rosegrant, S. (2001). Breakthrough international negotiations. San Francisco, CA: Jossey-Bass.

Watkins, M., & Rosen, S. (2000). Rethinking preparation in negotiation. Cambridge, MA: Harvard Business School.

Watkins, M., & Winters, K. (1997). Intervenors with interests and power. Negotiation Journal 13(2), 119–142.

Weiss, S. E. (1985). Negotiating with foreign business persons: An introduction for Americans with propositions on six cultures [Working Paper 1985-01]. New York, NY: New York University Faculty of Business Administration.

Weiss, S. E. (1987). Creating the GM-Toyota joint venture: A case in complex negotiation. Columbia Journal of World Business 22(2), 23–37.

Weiss, S. E. (1993). Analysis of complex negotiations in international business: The RBC perspective. Organization Science 4(2), 269–282.

Weiss, S. E. (1994a). Negotiating with the Romans—Part 1. Sloan Management Review 35(2), 51–62.

Weiss, S. E. (1994b). Negotiating with the Romans—Part 2. Sloan Management Review 35(3), 85–97.

Weiss, S. E. (1995). International business negotiations research: Bricks, mortar, and prospects. In B. J. Punnett & O. Shenkar (Eds.), Handbook on international management research (pp. 415–474). Cambridge, MA: Blackwell.

Weiss, S. E. (2003). Teaching the cultural aspects of negotiation: A range of experiential techniques. Journal of Management Education 27(1), 95–120.

Weiss, S. E., & Tinsley, C. H. (1999). International business negotiation. International Negotiation 4(1), 1–4.

Winham, G. (1979). Practitioners’ views of international negotiation. World Politics 32(1), 111–135.

Winham, G. R. (1980). International negotiation in an age of transition. International Journal 35(1), 1–20.

Wolf-Laudon, G. (1989). How to negotiate for joint ventures. In F. Mautner-Markhof (Ed.), Processes of international negotiations (pp. 179–190). Boulder, CO: Westview Press.

Woodruff, D. (1999, March 1). Renault bets Ghosn can drive Nissan. Wall Street Journal, p. 1.

Yamada, H. (1997). Different games, different rules: Why Americans and Japanese misunderstand each other. New York, NY: Oxford University Press.

Zartman, I. W. (1989). Prenegotiation: Phases and functions. In J. Stein (Ed.), Getting to the table: The processes of international prenegotiation. Baltimore, MD: John Hopkins University Press.

Zartman, I. W. (1994). International multilateral negotiation. San Francisco, CA: Jossey-Bass.

Zartman, I. W., & Berman, M. (1982). The practical negotiator. New Haven, CT: Yale University Press.

Zartman, I. W., & Rubin, J. Z. (2000). Power and negotiations. Ann Arbor: University of Michigan Press.

Zhang, D., & Kuroda, K. (1989). Beware of Japanese negotiation style: How to negotiate with Japanese companies. Northwestern Journal of Law and Business 10(Fall), 195–212.

Zimbardo, P., & Lieppe, M. (1991). The psychology of attitude change and social influence. New York, NY: McGraw-Hill.

..................Content has been hidden....................

You can't read the all page of ebook, please click here login for view all page.
Reset
18.226.165.247