Source: How to Negotiate Anything with Anyone Anywhere, AMACOM Books, 1993, Ch. 2.
1 Zig Ziglar, the well-known sales and motivation writer and lecturer, stresses this point to his audiences.
2 Roger Fisher and William Ury, Getting to Yes: Negotiating Agreement Without Giving In (New York: Penguin, 1983), pp. 40–55.
3 Fisher and Ury, Getting to Yes, pp. 56–80.
4 Donald W. Hendon and Rebecca Angeles Hendon, World-Class Negotiating: Dealmaking in the Global Marketplace (New York: John Wiley & Sons, 1990), p. 125.
5 John Bryan, Vis à Vis (1989).
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