Читать книгу "Переговоры. Полный курс - Гэвин Кеннеди"

Kennedy, G. and Webb, R. J. (1996), «The game of strife», Supply Management, 23 April.

Kniveton, В. (H.) (1989), The Psychology of Bargaining, Aldershot, Avebury.

Koch, Jr. H. W. (1988), Negotiator’s Factomatic™, Englewood Cliffs, NJ, Prentice-Hall.

Kolb, D. M. (1995), «The love for three oranges or: what did we miss about Ms. Follett in the library?», Negotiation Journal, вып. 11, № 4, с. 339–348.

Kreps, D. M. (1990), Game Theory and Economic Modelling, Oxford, Oxford University Press.

Kuhn, R. L. (1988), Deal Maker: All the Negotiating Skills and Secrets You Need, New York, John Wiley.

Lax, A. D. and Sebenius, J. K. (1986), The Negotiator as Manager: Bargaining for Cooperation and Competitive Gain, New York, Free Press Macmillan.

Lee, R. and Lawrence, P. (1991), Politics at Work, Cheltenham, Stanley Thorne.

Levin, E. (1980), Negotiating Tactics: Bargaining Your Way to Winning, New York, Fawcett Columbine.

Levinson, H. M. (1966), Determining Forces in Collective Wage Bargaining, New York, John Wiley.

Lewis, D. V. (1981), Power Negotiating Tactics and Techniques, Englewood Cliffs, NJ, Prentice-Hall.

Lewis, R. D. (1996), When Cultures Collide: Managing Successfully Across Cultures, London, Nicholas Brealey.

McMillan, J. (1992), Games Strategies and Managers, New York, Oxford University Press.

MacWillson, A. C. (1992), Hostage Taking Terrorism: Incident-response Strategy, Basingstoke, Macmillan.

Malin, S. (1984), The Negotiation Edge, Palo Alto, Calif., Human Edge Software Corporation.

Marsh, P. D. V. (1974, 1984), Contract Negotiation Handbook, Epping, Gower Press.

Mastenbroek, W. (1989), Negotiate, Oxford, Basil Blackwell.

Mauss, M. (1954; 1996), The Gift: Forms and Functions of Exchange in Archaic Societies, London, Routledge & Kegan Paul.

Morley, I. E. and Stephenson, G. M. (1977), The Social Psychology of Bargaining, London, George Allen & Unwin.

Morrison, W. F. (1985), The Prenegotiation Planning Book, New York, John Wiley.

Mulholland, J. (1991), The Language of Negotiation: a handbook of practical strategies for improving communication, London, Routledge.

Murninghan, J. K. (1992), Bargaining Games: A New Approach to Strategic Thinking in Negotiations, New York, William Morrow.

Nash, J. F. (1950), «The bargaining problem», Econometrica, вып. 18, с. 155–162.

Neale, M. A. and Bazerman, M. H. (1991), Cognition and Rationality in Negotiation, New York, Free Press.

Neuman, J. von and Morgenstern, O. (1944), Theory of Games and Economic Behaviour[13], Princeton, NJ, Princeton University Press.

Nierenberg, G. I. (1968), The Art of Negotiating: Psychological Strategies for Gaining Advantageous Bargains, New York, Cornerstone Library.

Nierenberg, G. I. (1973), The Fundamentals of Negotiating, New York, Hawthorn Books.

Nierenberg, G. I. (1985, 1986), The Art of Negotiating®: User’s Manual for IBM PC’s and Compatibles, Berkeley, CA., Experience in Software.

Pigou, A. C. (1920), The Economics of Welfare, London, Macmillan, с. 11.

Pillar, P. R. (1983), Negotiating Peace: War Termination as a Bargaining Process, Princeton, NJ, Princeton University Press.

Polanyi, K. (1957), The Great Transformation, Boston, Beacon Press.

Poundstone, W. (1993), Prisoner’s Dilemma, Oxford, Oxford University Press.

Rackham, N. (1972), «Controlled pace negotiation: as a new technique for developing negotiating skills», Industrial and Commercial Training, с. 266–275.

Rackham, N. (1987), Making Major Sales, Aldershot, Gower.

Rackham, N. (1988), Account Strategy for Major Sales, Aldershot, Gower.

Rackham, N. and Carlisle, J. (1978), «The effective negotiator Part 1: the behaviour of successful negotiators», Journal of European Industrial Training, вып. 2, № 6, с. 161–165.

Rackham, N. and Carlisle, J. (1979), «The effective negotiator Part 2: the behaviour of successful negotiators», Journal of European Industrial Training, вып. 2, № 7, с. 129–136.

Rackham, N. and Morgan, T. (1977), Behaviour Analysis in Training, London, McGraw-Hill.

Rackham, N. and Ruff, R. (1991), Managing Major Sales: Practical Strategies for Improving Sales Effectiveness, New York, Harper Collins.

Raiffa, H. (1982), The Art and Science of Negotiation, Cambridge, Mass., Harvard University Press.

Rapoport, A. (1966), Two-Person Game Theory: The Essential Ideas, Ann Arbor, University of Michigan Press.

Rapoport, A. (1974), Fights, Games and Debates, Ann Arbor, University of Michigan Press.

Rawls, J. (1972), A Theory of Justice, Oxford, Oxford University Press.

Ringer, R. J. (1973), Winning Through Intimidation, New York, Fawcett Crest.

Ringer, R. J. (1977), Looking Out for Number 1, New York, Fawcett Crest.

Robinson, C. (1990), Winning at Business Negotiations: A Guide to Profitable Deal Making, London, Kogan Page.

Rojot, J. (1991), Negotiation: From Theory to Practice, London, Macmillan.

Rose, C. (1987), Negotiate and Win: The Proven Methods of the Negotiation Workshop, Melbourne, Lothian Publishing.

Ross, H. L. (1970), Settled Out of Court: The Social Process of Insurance Claims Adjustment, Chicago, Aldine.

Royal Bank of Scotland (1992), Negotiation in Practice, Edinburgh, Royal Bank of Scotland.

Rubin, J. Z. and Brown, B. R. (1975), The Social Psychology of Bargaining and Negotiation, London, Academic Press.

Sahlins, M. (1972), Stone Age Economics, Chicago, Aldine Atherton.

Schelling, Т. C. (1960), The Strategy of Conflict, Cambridge, Mass., Harvard University Press.

Schelling, Т. C. (1966), Arms and Influence, New Haven, Yale University Press.

Schoenfield, M. K. and Schoenfield, R. M. (1991), The McGraw-Hill 36-Hour Negotiating Course, New York, McGraw-Hill.

Shackle, G. L. S. (1957), «The nature of the bargaining process», in Dunlop, J. T. (ed.), The Theory of Wage Determination: proceedings of a conference held by the International Economic Association, London, Macmillan.