Practical Negotiating: Tools, Tactics & Techniques

Chapter 7

1.	Adapted from Terry Bacon, Interpersonal and Interactive Skills Workshop (Durango, CO: LORE International Institute, 1995).
2.	This model is an adaptation of the work of William S. Swan, PhD, specifically the “Conflict Interaction Analysis” model that appears in How to Do a Superior Performance Appraisal (New York: John Wiley & Sons, 1991).
3.	David Berlew, author of the Positive Power and Influence and the Positive Negotiation Programs (Nashua, NH: Situation Management Systems).
4.	Roger Fisher and William Ury, Getting to Yes: Negotiating Agreement without Giving In, 2nd ed. (New York: Penguin Books, 1991).