Приложение 1 Библиография

Atkinson, G. G. M. (1975), The Effective Negotiator, Newbury, Negotiating Systems.

Atkinson, G. [G. M.] (1990), Negotiate the Best Deal: Techniques that Really Work, London, Institute of Directors.

Axtell, R. E. (1990), Do’s and Taboos around the World, New York, John Wiley.

Bacharach, S. B. and Lawler, E. J. (1981), Bargaining: Power, Tactics and Outcomes, San Francisco, Jossey – Bass.

Bazerman, M. H. and Neale, M. A. (1992), Negotiating Rationally, New York, Free Press.

Bierman, H. S. and Fernandez, L. (1993), Game Theory With Economic Applications, Reading, Mass, Addison-Wesley.

Blau, P. M. (1964), Exchange and Power in Social Life, New York, John Wiley.

Bles, M. and Low, R. (1987), The Kidnap Business, London, Pelham Books.

Braudel, F. (1979), Civilisation and Capitalism, 15th – 18th Century[10], London, Collins, Harper-Row.

Carlisle, J. (1980), «Successful training for effective negotiators», Journal of European Industrial Training, вып. 4, № 1, с. 99–102.

Carlisle, J. and Parker, J. C. (1989), Beyond Negotiation: Redeeming Customer-supplier Relationships, Chichester, John Wiley.

Cartwright, J. (1991), Unequal Bargaining: A Study in Vitiating Factors in the Formation of Contracts, Oxford, Oxford University Press.

Chamberlain, N. W. (1951), Collective Bargaining, New York, McGraw-Hill.

Coddington, A. (1968), Theories of the Bargaining Process, Allen & Unwin, London.

Coker, E. and Stuttard, G. (1976), Industrial Studies 2: The Bargaining Context, London, Arrow Books.

Connor, A. (1995), Dirty Negotiating Tactics and Their Solutions, Ely, Cambs, UK, Wyvern Crest.

Cross, J. G. (1965), «A theory of the bargaining process», American Economic Review, вып. 55, с. 67–94.

Dahl, R. A. (1957), «The concept of power», Behavioural Science, т. 2, с. 201–218.

Douglas, A. (1957), «The peaceful settlement of industrial and intergroup disputes», Journal of Conflict Resolution, вып. 1, с. 69–81.

Douglas, A. (1962), Industrial Peacemaking, New York, Columbia University Press.

Druckman, D. (ed.) (1977), Negotiations: Social-psychological Perspectives, Beverly Hills, Sage.

Emerson, R. E. (1962), «Power-dependence Relations», American Sociological Review, вып. 27, с. 31–42.

Fisher, R. (1969), International Conflict for Beginners, Harper & Row, New York.

Fisher, R. and Ury, W. L. (1981), Getting to Yes: Negotiating Agreement Without Giving In, Boston, Houghton Mifflin.

Fisher, R., Ury, W. L. and Patton, B. (1991), Getting to Yes: Negotiating an Agreement Without Giving in[11] (revised edn), London, Century Business.

French, J. R. P. and Raven, B. (1959), «The bases of social power», in D. Cartwright (ed.), Studies in Social Power, Ann Arbor, MI, Institute of Social Research, с. 183–205.

Friedman, M. (1957), A Theory of the Consumption of Function, Princeton, New Jersey, Princeton University Press.

Fuller, G. (1991), The Negotiator’s Handbook, Englewood Cliffs, NJ, Prentice-Hall.

Galanter, M. (1984), «Words of deals: using negotiation to teach about legal proceedings», Journal of Legal Education, вып. 34, с. 268–276.

Gauthier, D. (1979), «Bargaining our way into morality: a do-it-yourself primer», Philosophical Exchange, вып. 2, с. 15–27.

Gauthier, D. (1985), «Bargaining and justice», Social Philosophy and Policy, вып. 2, с. 20–47.

Gauthier, D. (1986), Morals by Agreement, Oxford, Oxford University Press.

Genn, H. (1987), Hard Bargaining: Out of Court Settlement in Personal Injury Actions, Oxford, Oxford University Press.

Gilbert, M. A. (1980; 1996), How to Win an Argument, New York, John Wiley.

Gilkey, R. W. and Greenhaugh, L. (1986), «The role of personality in successful negotiating», Negotiation Journal: On the Process of Dispute Settlement, вып. 2, № 3, с. 245–256.

Glaser, R. and Glaser, C. (1991), Negotiating Style Profile: facilitator guide, King of Prussia, Pennsylvania, Organisation Design and Development Inc.

Gottchalk, A. W. G. (1974, 1990), Teaching Notes, London Business School: Negotiation Course Manual, unpublished.

Gottchalk, A. [W. G.] (1993), The Negotiating Guide, London, Group A. G.

Gottlieb, M. and Healy, W. J. (1990), Making Deals: The Business of Negotiating, New York, New York Institute of Finance.

Gulliver, P. H. (1979), Disputes and Negotiations: A Cross-cultural Perspective, New York, Academic Press.

Hall, L. (ed.) (1993), Negotiation: Strategies for Mutual Gain, London, Sage.

Hampden, C. and Trompenaars, F. (1993), The Seven Cultures of Capitalism: Value Systems for Creating Wealth in the United States, Britain, Japan, Germany, France, Sweden and the Netherlands[12], New York, Doubleday.

Hatsock, N. (1985), «Exchange theory: critique from a feminist standpoint», Current Perspectives in Social Theory, вып. 6.

Herman, M. G. and Kogan, N. (1977), «Effects of negotiator’s personalities on negotiating behaviour», in Druckman, D. (ed.), (1977), op. cit.

Hirschman, A. O. (1970), Exit Voice and Loyalty, Cambridge, Mass., Harvard University Press.

Hodgson, J. (1994), Thinking on Your Feet in Negotiations, London, Pitman.

Hoffman, E. (1951), The True Believer: Thoughts on the Nature of Mass Movements, New York, Harper and Row.

Hofstede, G. (1980), Culture’s Consequences, Beverly Hills, Sage.

Hofstede, G. (1980b), Cultures and Organisations: Software of the Mind, New York, McGraw-Hill.

Holmes, G. and Glaser, S. (1991), Business-to-Business Negotiation, Oxford, Butterworth-Heineman.

Jandt, F. E. (1985), Win-win Negotiating: Turning Conflict into Agreement, New York, John Wiley.

Johnson, R. A. (1993), Negotiation Basics: Concepts, Skills, and Exercises, Newbury Park, Ca., Sage.

Karass, C. L. (1968), A Study of the Relationship of Negotiator Skill and Power as Determinants of Negotiation Outcomes, PhD Thesis, University of Southern California, Los Angeles (unpublished).

Karass, C. L. (1970), The Negotiating Game, New York, Thomas Y. Crowell.

Karass, С. L. (1974), Give and Take: The Complete Guide to Negotiating Strategies and Tactics, New York, Thomas Y. Crowell.

Kennedy, G. (1972), Productivity Bargaining: A Case Study in the Petroleum Industry, 1964–1971, Glasgow, University of Strathclyde, MSc Thesis (unpublished).

Kennedy, G. (1982; 1989; 1997), Everything is Negotiable, London, Century Hutchinson.

Kennedy, G. (1985), Negotiate Anywhere, London, Century.

Kennedy, G. (1990; 1996), The Negotiate Trainer’s Manual, Edinburgh, Negotiate.

Kennedy, G. (1991), Negotiation: a Distance Learning Text, London, Pitman Publishing.

Kennedy, G. (1992), The Perfect Negotiation, New York, Wings Books.

Kennedy, G. (1993, 1997), Pocket Negotiator: The Essentials of Negotiation from A to Z, London, The Economist and Profile Books.

Kennedy, G. (1993; 1996), Kennedy’s Simulations for Negotiation Training, Aldershot, Gower.

Kennedy, G., Benson, J. and McMillan, J. (1980, 1982, 1984, 1987), Managing Negotiations, London, Business Books.

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.

Sheppard, P. and Lapeyre, B. (1993), Negotiate in French and English: Negocier en Anglais comme en Francais, London, Nicholas Brealey.

Sheridan, D. L. (1991), Negotiating Commercial Contracts, London, McGraw-Hill.

Sigmund, K. (1993), Games for Life: Explorations in Ecology, Evolution and Behaviour, London, Penguin.

Simon, H. A. (1955), «A behavioral model of rational choice», The Quarterly Journal of Economics, вып. 69, февраль, с. 99–118.

Slaikeu, K. A. (1996), When Push Comes to Shove: A Practical Guide to Mediating Disputes, San Francisco, Jossey-Bass.

Smith, A. (1776), An Inquiry in to the Nature and Causes of the Wealth of Nations, London.

Smith, H. B. (1988), Selling Through Negotiation: The Handbook of Sales Negotiation, New York, Amacom.

Snyder, G. H. and Diesing, P. (1977), Conflict Among Nations: bargaining, decision-making and system structure in international crises, Princeton, NJ, Princeton University Press.

Sperber, P. (1983), Fail-Safe Business Negotiating: Strategies and Tactics for Success, Englewood Cliffs, NJ, Prentice-Hall.

Stevens, С. M. (1958), «On the theory of negotiation», Quarterly Journal of Economics, вып. 73, с. 77–93.

Ury, W. (1991), Getting Past No[14], London, Century Business.

Ury, W. L., Brett, J. M. and Goldberg, S. B. (1988), Getting Disputes Resolved: designing systems to cut the costs of conflict, San Francisco, Jossey-Bass.

Valentyne, P. (1991), Contractarianism and Rational Choice: essays on David Gauthier’s «Morals by Agreement», New York, NY, Cambridge University Press.

Walton, R. E. and McKersie, R. B. (1965), A Behavioural Theory of Labour Negotiation: an analysis of a social interaction system, New York, McGraw-Hill.

Weintraub, E. R. (1975), Conflict and Co-operation in Economics, Basingstoke, Macmillan.

Wildavsky, A. (1964), The Politics of the Budgetary Process, New York, Little, Brown.

Williams, G. R. (1983), Legal Negotiation and Settlements, St. Paul, Minn., West Publishing.

Young, O. R. (ed.) (1975), Bargaining: Formal Theories of Negotiation, Urbana, Chicago, University of Illinois Press.

Zartman, I. W. and Berman, M. R. (1982), The Practical Negotiator, New Haven, Yale University Press.

Zartman, W. (1975), «Negotiations: theory and reality», Journal of International Affairs, вып. 9, с. 68–77.

Zeuthen, F. (1930), Problems of Monopoly and Economic Warfare, London, Routledge & Kegan Paul.

Ziglar, Z. (1984), Zig Ziglar’s Secrets of the Closing of the Sale[15], Old Tappan, NJ, Fleming H. Revell.