Bargaining and Negotiation

Beckman, N. , Negotiations. Lexington, Massachusetts: Lexington Books, 1977.

Buskirk, R. , Handbook of Management Tactics. New York: Hawthorne Books, 1976.

Cohen, H. , You Can Negotiate Anything . Secaucus, New Jersey: Lyle Stuart Books, 1980.

Hall, D.T. , Bowen, D.D. , Lewicki, R.J. , and Hall, F. , Experiences in Management and Organizational Behavior. Revised Edition. New York: John Wiley, 1981.

Ilich, J. , Power Negotiating. Reading, Massachusetts: Addison Wesley, 1980.

Karrass, C. , Give and Take. New York: Thomas Y. Crowell, 1974.

Korda, M. , Power : How to Get It, How to Use It. New York: Random House , 1975.

Levin, E. , Levin's Laws. New York: M. Evans and Company, 1980.

Lewicki, R.J. , "A Course in Bargaining and Negotiation." The Teaching of Organization Behavior, 1(1), 1975, 35-40.

Lewicki, R.J. , and Litterer, J. , Readings and Experiences in the Dynamics of Bargaining (tentative title). Homewood, Illinois: Richard D. Irwin, 1982a.

Maccoby, M. , The Gamesman. New York: Simon and Schuster, 1976.

MacMillan, I.C. , Strategy Formulation : Political Concepts. St. Paul, Minnesota: West Publishing, 1978.

McDonald, J. , The Game of Business. New York: Doubleday, 1975.

Nierenberg, G. , Fundamentals of Negotiating. New York: Hawthorne Books, 1973.

Richardson, R.C. , Collective Bargaining by Objectives. Englewood Cliffs: Prentice Hall, 1977.

Warschaw, T. , Winning by Negotiation. New York: McGraw Hill, 1980.

Abell, P. , Organizations as Bargaining and Influence Systems. New York: Halsted Press, 1975.

Adams, S. , "The Structure and Dynamics of Behavior in Organizational Boundary Roles." In M. L. Dunnette (ed.), Handbook of Industrial and Organizational Psychology. Chicago: Rand McNally, 1976.

Bacharach, S.B. , and Lawler, E.G. , Power and Politics in Organizations. San Francisco: Jossey Bass, 1980.

Brown, B. , "The Effects of the Need to Maintain Face on Interpersonal Bargaining ." Journal of Experimental Social Psychology, 4, 1968, 107-122.

Davis, M. , Game Theory : A Nontechnical Introduction. New York: Basic Books , 1970.

Deutsch, M. , The Resolution of Conflict. New Haven, Connecticut: Yale University Press, 1973.

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

Druckman, D. , Negotiations : Social Psychological Perspectives. Beverly Hills, California: Sage Publications, 1977.

Elkouri, F. , and Elkouri, E.A. , How Arbitration Works, 3rd Edition. Washington, D.C.: The Bureau of National Affairs, Inc., 1978.

Filley, A. , Interpersonal Conflict Resolution. Glenview, Illinois: Scott Foresman, 1975.

Fishbein, M. , and Azjen, I. , Belief, Attitude, Intention and Behavior: An Introduction to Theory and Research . Reading, Massachusetts: Addison Wesley, 1975.

Fisher, R. , "Fractionating Conflict." In Smith, C., Conflict Resolution: Contributions of the Behavioral Sciences. Indiana: University of Notre Dame Press, 1971.

Fisher, R. , International Conflict for Beginners. New York: Harper and Row, 1969.

Hamner, C. , "The Influence of Structural, Individual and Strategic Differences ." In Harnett, D. L., and Cummings, L. L., Bargaining Behavior: An International Study. Houston, Texas : Dame Publications, 1980.

Harnett, D.L. , and Cummings, L.L. , Bargaining Behavior: An International Study. Houston, Texas : Dame Publications, 1980.

Heider, F. , The Psychology of Interpersonal Relations. New York: John Wiley, 1958.

Hovland, C.I. , Janis, I.L. , and Kelley, H.H. , Communication and Persuasion. New Haven, Connecticut: Yale University Press, 1953.

Ikle, F.C. , How Nations Negotiate. New York: Harper and Row, 1964.

Kelman, H. , International Behavior. New York: Holt, Rinehart and Winston, 1965.

King, B.T. , and McGinnies, E. , Attitudes, Conflict and Social Change. New York: Academic Press, 1972.

Lewicki, R. , and Litterer, J. , Dynamics of Bargaining (tentative title). Homewood, Illinois : Richard D. Irwin Company, 1982 b.

Mintzberg, H. , "The Manager's Job: Folklore and Fact." Harvard Business Review, July-August 1975, 49-61.

Rappaport, A. , Two Person Game Theory: The Essential Ideas. Ann Arbor : University of Michigan Press, 1966.

Rubin, J. , and Brown, B. , The Social Psychology of Bargaining and Negotiation. New York: Academic Press, 1975.

Schelling, Thomas C. , The Strategy of Conflict. New York: Oxford University Press, 1963.

Sherif, M. , In Common Predicament. Boston, Massachusetts: Houghton Mifflin Company, 1966.

Shubik, M. (ed.), Game Theory and Related Approaches to Social Behavior. New York: John Wiley and Sons, 1964.

Smith, C. G. (ed.), Conflict Resolution: Contributions of the Behavioral Sciences. Indiana: University of Notre Dame Press, 1971.

Stevens, C.M. , Strategy and Collective Bargaining Negotiation. New York : McGraw Hill, 1963.

Tedeschi, James (ed.), The Social Influence Process. Chicago: Aldine-Atherton , 1972.

Thomas, K. , "Conflict and Conflict Management." In M. L. Dunnette (ed.), Handbook of Industrial and Organizational Psychology. Chicago: Rand McNally , 1976.

Thomas, K. , "Organizational Conflict." In S. Kerr (ed.), Organizational Behavior. Columbus, Ohio: Grid Publishing Co., 1979.

Walton, R.E. , and McKersie, B. , A Behavior Theory of Labor Negotiation. New York: McGraw Hill, 1965.

Walton, R.E. , and Dutton, J.M. , "The Management of Interdepartmental Conflict: A Model and Review." Administrative Science Quarterly, 14, 1969, 73-84.

Ware, J. , "Bargaining Strategies: Collaborative vs. Competitive Approaches." Boston: Intercollegiate Case Clearinghouse, 1980.

Wrightsman, L. , O'Connor, J. , and Baker, N. , Cooperation and Competition: Readings on Mixed Motive Games. Belmont, California: Belmont Publishing Co., 1972.

Young, O. , Bargaining : Formal Theories of Negotiation. Champaign, Illinois: University of Illinois Press, 1975.

Zimbardo, P. , Ebbesen, E. , and Maslach, C. , Influencing Attitudes and Changing Behavior. Second Edition. Reading, Massachusetts: Addison Wesley, 1977.