Negotiations: Alternatives 3


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Citations:

1:35 Lewickie, R. J., Litterer, J. A., Minton, J. W., & Saunders, D. M., (1994). Negotiation (2nd Edition). U.S.A..: Richard D. Irwin, Inc. at pp. 55, 58-59.

3:34 Sebenius, James K., and David Lax. "The Power of Alternatives or the Limits to Negotiation." Negotiation Journal 1, no. 2 (April 1985): 77–95. (Reprinted in: Negotiation and Settlement Advocacy, Charles B. Wiggins, ed. West Publishing Company, 1997. Negotiation Theory and Practice, Rubin & Breslin, eds. Cambridge, Mass.: PON Books, 1991.) In Negotiation Theory and Practice, Rubin & Breslin, eds. Cambridge, Mass.: PON Books, 1991 see pp. 103 - 105.

9:23 Lewickie, Litterer, Minton, Saunders at pp. 55-56, 61-61.

9:33 Lewickie, Litterer, Minton, Saunders at pp. 55-56, 61-61.

9:40 David A. Lax and James K. Sebenius, “How No Deal Options Can Drive Great Deals: When Actions Away From the Table Eclipse Face to Face Negotiation”, Ivey Business Journal , July, August , 2004, p. 1-9.

10:01 Lax and Sebenius at pp. 1 - 3.

10:04 Lax and Sebenius at p. 7.

10:09 Lax and Sebenius at pp. 6 - 8.

10:15 Lax and Sebenius at pp. 5 - 6.

13:02 Sebenius, James K., and David Lax. "The Power of Alternatives or the Limits to Negotiation." Negotiation Journal 1, no. 2 (April 1985): 77–95. (Reprinted in: Negotiation and Settlement Advocacy, Charles B. Wiggins, ed. West Publishing Company, 1997. Negotiation Theory and Practice, Rubin & Breslin, eds. Cambridge, Mass.: PON Books, 1991.) In Negotiation Theory and Practice, Rubin & Breslin, eds. Cambridge, Mass.: PON Books, 1991 see p. 106.

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