Negotiation

Notes

Chapter 1

1

“Win-Win with Mark Gordon,” Harvard Management Communication Letter, March 1999, 1–3.

2

Ibid.

3

Jim Camp, Start with No (New York: Crown, 2002), 4–6.

4

This section is adapted from the Negotiating module of Harvard ManageMentor, an online service of Harvard Business School Publishing.

Chapter 2

1

David A. Lax and James K. Sebenius, The Manager as Negotiator (New York: Free Press, 1986), 57–58.

2

Danny Ertel, “Turning Negotiation into a Corporate Capability,” Harvard Business Review, May–June 1999, 55.

Chapter 3

1

The nine steps are adapted from the Negotiating module of Harvard ManageMentor, an online service of Harvard Business School Publishing.

2

Jim Camp, Start with No (New York: Crown, 2002), 22.

3

Deborah M. Kolb and ...