רשימה ביבליוגרפית לקורס ניהול משא ומתן עסקי

רשימת מקורות

קריאת חובה

"כן! לשאת ולתת ולהגיע לסיכום חיובי", מאת פישר, יורי ופאטון – מתוך פרוייקט המשא-ומתן של אוניברסיטת הארוורד ובהוצאת מטר, 2013.

Beyond winning: Negotiating to create value in deals and disputes. Chapter 2: The tension between Empathy and Assertiveness (p. 44-68).

Rogers and Roethlisberger (1991). Barriers and Gateways to Communication. Harvard Business Review, Nov-Dec, 105-111.

Thompson, L. (2001). The Mind and Heart of the Negotiator. Upper Saddle River, NJ: Prentive Hill. Chapter 4: Win-Win Negotiation, Expanding the Pie (p. 61-78).

Galinsky A. D (2004) When to Make the First Offer in Negotiations? Harvard Business School Publishing.

קריאת רשות

Ury, W. (2007). Getting past no: negotiating in difficult situations. NY: Random House LLC.‏ Chapter 2: Don’t Argue: Step to Their Side (p. 52-75).

Lewicki, R. J., Saunders, D. M., & Minton, J. W. (1999 – Third addition). Negotiation. Boston MA: Irwin/McGraw-Hill. Chapter 5: Communication, Perception and Cognitive Biases (Cognitive Biases in Negotiation p. 175-181).

Mnookin, R. H., Peppet, S. R., & Tulumello, A. S. (2000). Beyond winning: Negotiating to create value in deals and disputes. Harvard University Press. Chapter 2 (p. 44-68).

Fisher, R., Ury, W. & Patton, B (1991). Getting to yes: Negotiating agreements without giving in. Boston, MA: Houghton Mifflin.

Mnookin, R. H., Peppet, S. R., & Tulumello, A. S. (2000). Beyond winning: Negotiating to create value in deals and disputes. Harvard University Press.

Lewicki, R. J., & Hiam, A. (2011). Mastering business negotiation: a working guide to making deals and resolving conflict. John Wiley & Sons.‏

Galinsky, A. D., & Mussweiler, T. (2001). First offers as anchors: the role of perspective-taking and negotiator focus. Journal of personality and social psychology, 81(4), 657.

Stone, D., Patton, B., Heen, S., & Fisher, R. (2010). Difficult conversations: How to discuss what matters most. New York, NY: Penguin Books.

Fisher, R., Kopelman, E., & Schneider, A. K. (1994). Beyond Machiavelli: Tools for coping with conflict. Boston, MA: Harvard University Press.

Shell, G. R. (2006). Bargaining for advantage: Negotiation strategies for reasonable people. New York, NY: Penguin Books

Thompson, L. L. & Choi, Hoon- Seok (2005). Creativity and Innovation in Organizational Teams (Series in Organization and Management).

Goulston, M. & Martin, R. L. (2013). Real Influence: Persuade Without Pushing and Gain Without Giving In. Boston, MA: Harvard Business Review Press.

Grant, A. M. (2013). Give and Take: A Revolutionary Approach to Success. New York, NY: Penguin Books.

Harvard Business Review (2012). Winning Negotiations (Harvard Business Review Paperback Series), Harvard Business Press.

Shapiro, D. L. (2002). Negotiating emotions. Conflict Resolution Quarterly,20(1), 67-82.‏