178 ◾ The Guide to Entrepreneurship: How to Create Wealth for Your Company
7. Look and act indecisive.
8. Be disliked and unhelpful.
9. Demand references for all their statements.
10. Walk away if necessary.
References
1. http://en.wikipedia.org/wiki/Negotiation
2. http://en.wikipedia.org/wiki/Bargaining
3. Shell, R.G. Bargaining for Advantage. New York: Penguin Books, 2006.
4. Saner, R. The Expert Negotiator. The Netherlands: Kluwer Law International,
2000.
5. Harvard Business Essentials, Negotiation, Boston, MA.
6. http://www.pon.harvard.edu/. The Program on Negotiation (PON) is a con-
sortium program of Harvard University, Massachusetts Institute of Technology,
and Tufts University.
7. http://highered.mcgraw-hill.com/sites/dl/free/0070979960/894027/lew79960_
chapter02.pdf
8. http://www.prenhall.com/behindthebook/0131868667/pdf/CarrellCh04nal.
pdf
9. Brazeal, G. Against gridlock: the viability of interest-based legislative negotia-
tion. Harvard Law & Policy Review (Online), 3, 1, 2009.
10. Fisher, R. and Ury, W. Getting to Yes. Negotiating Agreement Without Giving In.
New York: Penguin Books, 1981.
11. http://en.wikipedia.org/wiki/Zone_of_possible_agreement
12. Lewicki, R.J., Minton, J., & Saunders, D. Zone of potential agreement. In:
Negotiation, 3rd ed. Burr Ridge, IL: Irwin-McGraw Hill, 1999.
13. http://www.harveymackay.com/about/harveys-books/
excerpts-from-swim-with-the-sharks-without-being-eaten-alive/
14. Shell, G.R. Bargaining styles and negotiation: The Thomas-Kilmann conict
mode instrument in negotiation training. Negotiation Journal, 155–174, 2001.
15. http://en.wikipedia.org/wiki/Negotiation
16. Gates, S. The Negotiation Book. United Kingdom: John Wiley & Sons, 2011,
p.240.
17. Goldman, A. Settling For More: Mastering Negotiating Strategies and
Techniques. Washington, D.C.: The Bureau of National Affairs, Inc., 1991,
p.83.
18. Lewicki, R.J., Saunders, D.M., & Minton, J.W. Essentials of Negotiation. New
York: McGraw-Hill Higher Education, 2001, p.82.
19. Karrass, C.L. Give and Take. New York: Thomas Y. Crowell Publishers, 1974.
20. Dawson, R. Secrets of Power Negotiating, 15th ed. Franklin Lakes, NJ: Career
Press, 2001.
Power Negotiations ◾ 179
21. Sander, F.E.A. How to break a stalemate. Harvard Business School, Reprint No.
N0406.
22. Karrass, C.L. In Business as in Life—You Don’t Get What You Deserve, You Get
What You Negotiate. Beverly Hills, CA: Stanford St. Press, 1996.
23. Cohen, H. You Can Negotiate Anything. Bantam Books, 1980.
24. Cohen, H. Negotiating the Game. Harper Audio, 1993.
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