Negotiation (English Wikipedia)

Callahan, J; Besterfield-Sacre, M.E.; Carpenter, J.P.; Needy, K.L.; Schrader, C.B. (2016). "Listening and Negotiation". 2016 ASEE Annual Conference & Exposition, New Orleans, Louisiana. doi:10.18260/p.25571. ISBN 978-0-692-68565-5.{{cite journal}}: CS1 maint: periodical has ISBN (link)
Amekudzi-Kennedy, A.A.; Hall, K.D.; Harding, T.S.; Moll, A.J.; Callahan, J. (2017). "Listening and Negotiation II". 2017 ASEE Annual Conference & Exposition, Columbus, Ohio. doi:10.18260/1-2--28631.

beyondintractability.org (Global: low place; English: low place)

Maiese, Michelle "Emotions" Beyond Intractability. Eds. Guy Burgess and Heidi Burgess. Conflict Research Consortium, University of Colorado, Boulder. Posted: July 2005 downloaded: 30 August 2007

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Human, Hanz (2017). Body Language Magic. Lulu.com. ISBN 9781387060191.

calumcoburn.co.uk (Global: low place; English: low place)

Coburn, Calum. "Neutralising Manipulative Negotiation Tactics". Negotiation Training Solutions. Retrieved 1 October 2012.

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Winslett, G., Critical Mass Agreements: The Proven Template for Trade Liberalization in the WTO, published online by Cambridge University Press, 20 July 2017, accessed 29 January 2024

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Next Level Purchasing Association, Tips For Negotiating With A Sole Source, accessed on 5 December 2025

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psych.cf.ac.uk

Van Kleef, G.A.; De Dreu, C.K.W.; Manstead, A.S.R. (2006). "Supplication and Appeasement in Conflict and Negotiation: The Interpersonal Effects of Disappointment, Worry, Guilt, and Regret" (PDF). Journal of Personality and Social Psychology. 91 (1): 124–142. doi:10.1037/0022-3514.91.1.124. PMID 16834484. S2CID 11970038.

cfa.harvard.edu (Global: 2,284^th place; English: 4,960^th place)

Bowles, Hannah; Babcock, Linda; Lai, Lei (2006). "Social incentives for gender diVerences in the propensity to initiate negotiations: Sometimes it does hurt to ask" (PDF). Organizational Behavior and Human Decision Processes. 103: 84–103. doi:10.1016/j.obhdp.2006.09.001. S2CID 18202551.

changingminds.org (Global: low place; English: low place)

Straker, D., Developing Your Walk-away, Changing Minds.org, accessed on 12 March 2026
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Straker, D., Deploying Your Walk-away, Changing Minds.org, accessed on 30 March 2026

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CNA, 15 nations complete 'text-based' negotiations for RCEP, signing expected in 2020 Archived 16 October 2020 at the Wayback Machine, accessed 15 October 2020
CNA, India will not join RCEP trade deal in blow to sprawling Asian pact^{[permanent dead link]}, published 4 November 2019, accessed 16 October 2020

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doi.org

Adnan, Muhamad Hariz Muhamad; Hassan, Mohd Fadzil; Aziz, Izzatdin; Paputungan, Irving V (August 2016). "Protocols for agent-based autonomous negotiations: A review". 2016 3rd International Conference on Computer and Information Sciences (ICCOINS). Kuala Lumpur, Malaysia: IEEE. pp. 622–626. doi:10.1109/ICCOINS.2016.7783287. ISBN 978-1-5090-2549-7. S2CID 11379608.
Adnan, Muhamad Hariz; Hassan, Mohd Fadzil; Aziz, Izzatdin Abdul; Rashid, Nuraini Abdul (2019), "A Survey and Future Vision of Double Auctions-Based Autonomous Cloud Service Negotiations", in Saeed, Faisal; Gazem, Nadhmi; Mohammed, Fathey; Busalim, Abdelsalam (eds.), Recent Trends in Data Science and Soft Computing, vol. 843, Springer International Publishing, pp. 488–498, doi:10.1007/978-3-319-99007-1_46, ISBN 978-3-319-99006-4, S2CID 169093081
Adnan, Muhamad Hariz; Hassan, Mohd Fadzil; Aziz, Izzatdin Abd (October 2018). "Business Level Objectives of Customer for Autonomous Cloud Service Negotiation". Advanced Science Letters. 24 (10): 7524–7528. doi:10.1166/asl.2018.12971. S2CID 116247733.
Hargreaves, Brendan; Hult, Henrik; Reda, Sherief (January 2008). "Within-die process variations: How accurately can they be statistically modeled?". 2008 Asia and South Pacific Design Automation Conference. IEEE. pp. 524–530. doi:10.1109/aspdac.2008.4484007. ISBN 978-1-4244-1921-0. S2CID 12874929.
Swann Jr., William B.; Johnson, Russell E.; Bosson, Jennifer K. (2009). "Identity negotiation at work". Research in Organizational Behavior. 29: 81–109. doi:10.1016/j.riob.2009.06.005.
Langlois, Jean-Pierre P.; Langlois, Catherine C. (2006). "Holding Out for Concession: The Quest for Gain in the Negotiation of International Agreements". International Interactions. 32 (3): 261–293. doi:10.1080/03050620600837866.
Trotschel; Hufmeier; Loschelder; Schwartz; Collwitzer (2011). "Perspective taking as a means to overcome motivational barriers in negotiations: When putting oneself in the opponents shoes helps to walk towards agreements" (PDF). Journal of Personality and Social Psychology. 101 (4): 771–790. doi:10.1037/a0023801. PMID 21728447.
Schoen, Raphael (1 April 2021). "Lacking pluralism? A critical review of the use of cultural dimensions in negotiation research". Management Review Quarterly. 71 (2): 393–432. doi:10.1007/s11301-020-00187-5. ISSN 2198-1639.
Schoen, Raphael (1 January 2021). "Getting to Yes in the cross-cultural-context: 'one size doesn't fit all' – a critical review of principled negotiations across borders". International Journal of Conflict Management. 33 (1): 22–46. doi:10.1108/IJCMA-12-2020-0216. ISSN 1044-4068.
Mischel, Walter; Shoda, Yuichi (1995). "A cognitive-affective system theory of personality: Reconceptualizing situations, dispositions, dynamics, and invariance in personality structure". Psychological Review. 102 (2): 246–268. doi:10.1037/0033-295x.102.2.246. ISSN 1939-1471.
Thomas, Kenneth W (21 November 2006). "Conflict and conflict management: Reflections and update" (PDF). Journal of Organizational Behavior. 13 (3): 265–274. doi:10.1002/job.4030130307. hdl:10945/40295. S2CID 145635552.
Marks, M; Harold, C (2011). "Who Asks and Who Receives in Salary Negotiation". Journal of Organizational Behavior. 32 (3): 371–394. doi:10.1002/job.671.
Sorenson, R; Morse, E; Savage, G (1999). "The Test of the Motivations Underlying Choice of Conflict Strategies in the Dual-Concern Model". The International Journal of Conflict Management. 10: 25–44. doi:10.1108/eb022817.
Baarslag, Tim; Hindriks, Koen; Jonker, Catholijn (2011). "Towards a Quantitative Concession-Based Classification Method of Negotiation Strategies". Agents in Principle, Agents in Practice. Lecture Notes in Computer Science. Vol. 7047. pp. 143–158. doi:10.1007/978-3-642-25044-6_13. ISBN 978-3-642-25043-9.
Vecchi, G. M.; Van Hasselt, V. B.; Romano, S. J. (2005). "Crisis (hostage) negotiation: Current strategies and issues in high-risk conflict resolution". Aggression and Violent Behavior. 10 (5): 533–551. doi:10.1016/j.avb.2004.10.001.
Forgas, J. P. (1998). "On feeling good and getting your way: Mood effects on negotiator cognition and behavior". Journal of Personality and Social Psychology. 74 (3): 565–577. doi:10.1037/0022-3514.74.3.565. PMID 11407408.
Van Kleef, G.A.; De Dreu, C.K.W.; Manstead, A.S.R. (2006). "Supplication and Appeasement in Conflict and Negotiation: The Interpersonal Effects of Disappointment, Worry, Guilt, and Regret" (PDF). Journal of Personality and Social Psychology. 91 (1): 124–142. doi:10.1037/0022-3514.91.1.124. PMID 16834484. S2CID 11970038.
Butt, AN; Choi, JN; Jaeger, A (2005). "The effects of self-emotion, counterpart emotion, and counterpart behavior on negotiator behavior: a comparison of individual-level and dyad-level dynamics". Journal of Organizational Behavior. 26 (6): 681–704. doi:10.1002/job.328.
Kramer, R. M.; Newton, E.; Pommerenke, P. L. (1993). "Self-enhancement biases and negotiator judgment: Effects of self-esteem and mood". Organizational Behavior and Human Decision Processes. 56: 110–133. doi:10.1006/obhd.1993.1047.
Carnevale, P. J. D.; Isen, A. M. (1986). "The influence of positive affect and visual access on the discovery of integrative solutions in bilateral negotiation" (PDF). Organizational Behavior and Human Decision Processes. 37: 1–13. doi:10.1016/0749-5978(86)90041-5. hdl:2027.42/26263.
Allred, K. G.; Mallozzi, J. S.; Matsui, F.; Raia, C. P. (1997). "The influence of anger and compassion on negotiation performance". Organizational Behavior and Human Decision Processes. 70 (3): 175–187. doi:10.1006/obhd.1997.2705.
Albarracin, D.; Kumkale, G.T. (2003). "Affect as Information in Persuasion: A Model of Affect Identification and Discounting". Journal of Personality and Social Psychology. 84 (3): 453–469. doi:10.1037/0022-3514.84.3.453. PMC 4797933. PMID 12635909.
Van Kleef, G. A.; De Dreu, C. K. W.; Manstead, A. S. R. (2004). "The interpersonal effects of anger and happiness in negotiations" (PDF). Journal of Personality and Social Psychology. 86 (1): 57–76. doi:10.1037/0022-3514.86.1.57. PMID 14717628. Archived from the original (PDF) on 26 September 2007. Retrieved 2 September 2007.
Bazerman, M. H.; Curhan, J. R.; Moore, D. A.; Valley, K. L. (2000). "Negotiation". Annual Review of Psychology. 51: 279–314. doi:10.1146/annurev.psych.51.1.279. PMID 10751973.
Sagi, Eyal; Diermeier, Daniel (1 December 2015). "Language Use and Coalition Formation in Multiparty Negotiations". Cognitive Science. 41 (1): 259–271. doi:10.1111/cogs.12325. ISSN 1551-6709. PMID 26671166.
Wang, Jian; Gong, Jingqiu (2016). Team negotiation based on solidarity behavior: A concession strategy in the team. 17th IEEE/ACIS International Conference on Software Engineering, Artificial Intelligence, Networking and Parallel/Distributed Computing. IEEE. doi:10.1109/snpd.2016.7515883. S2CID 14385529.
Gladstone, Eric; O'Connor, Kathleen M. (1 September 2014). "A counterpart's feminine face signals cooperativeness and encourages negotiators to compete". Organizational Behavior and Human Decision Processes. 125 (1): 18–25. doi:10.1016/j.obhdp.2014.05.001.
Amanatullah, Emily T.; Tinsley, Catherine H. (1 January 2013). "Punishing female negotiators for asserting too much…or not enough: Exploring why advocacy moderates backlash against assertive female negotiators". Organizational Behavior and Human Decision Processes. 120 (1): 110–122. doi:10.1016/j.obhdp.2012.03.006. S2CID 14837583.
Bowles, Hannah; Babcock, Linda; Lai, Lei (2006). "Social incentives for gender diVerences in the propensity to initiate negotiations: Sometimes it does hurt to ask" (PDF). Organizational Behavior and Human Decision Processes. 103: 84–103. doi:10.1016/j.obhdp.2006.09.001. S2CID 18202551.
Callahan, J; Besterfield-Sacre, M.E.; Carpenter, J.P.; Needy, K.L.; Schrader, C.B. (2016). "Listening and Negotiation". 2016 ASEE Annual Conference & Exposition, New Orleans, Louisiana. doi:10.18260/p.25571. ISBN 978-0-692-68565-5.{{cite journal}}: CS1 maint: periodical has ISBN (link)
Amekudzi-Kennedy, A.A.; Hall, K.D.; Harding, T.S.; Moll, A.J.; Callahan, J. (2017). "Listening and Negotiation II". 2017 ASEE Annual Conference & Exposition, Columbus, Ohio. doi:10.18260/1-2--28631.
McKersie, R.B. (2012). "The Day-to-Day Life of a Dean: Engaging in Negotiations and negotiations". Negotiation Journal 475–488. 28 (4): 475–488. doi:10.1111/j.1571-9979.2012.00352.x.

dx.doi.org

Mischel, Walter; Shoda, Yuichi (1995). "A cognitive-affective system theory of personality: Reconceptualizing situations, dispositions, dynamics, and invariance in personality structure". Psychological Review. 102 (2): 246–268. doi:10.1037/0033-295x.102.2.246. ISSN 1939-1471.

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Seidner, Stanley S. (1991). Negative Affect Arousal Reactions from Mexican and Puerto Rican Respondents. Washington, D.C.: ERIC.

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Clarke, V., A Comprehensive Guide To Prenuptial Agreements In The UK, Elite Law Solicitors, published on 9 February 2026, accessed on 22 February 2026: "The negotiation process for a prenuptial agreement typically begins with each party outlining their expectations and concerns..."

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linkinghub.elsevier.com

Swann Jr., William B.; Johnson, Russell E.; Bosson, Jennifer K. (2009). "Identity negotiation at work". Research in Organizational Behavior. 29: 81–109. doi:10.1016/j.riob.2009.06.005.

etymonline.com (Global: 669^th place; English: 670^th place)

"negotiation". Online Etymology Dictionary. Retrieved 19 August 2019.

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Lavelle, J. (2015), 52 Real-Life Negotiation Cases, Blue Ice Publishing

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Malhotra, D., Four Strategies for Making Concessions Archived 2 June 2021 at the Wayback Machine, Harvard Business School, Working Knowledge, published 6 March 2006, accesses 2 June 2021

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"5 Strategies for Conflict Resolution in the Workplace". 7 September 2023.

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Malhotra, D., Six Ways to Build Trust in Negotiations, Harvard Business School: Working Knowledge, published on 5 April 2004, accessed on 10 April 2026

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Mannix, E., Strength in Numbers: Negotiating as a Team, Harvard Business Impact, published on 1 May 2005, accessed on 11 December 2025

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Thomas, Kenneth W (21 November 2006). "Conflict and conflict management: Reflections and update" (PDF). Journal of Organizational Behavior. 13 (3): 265–274. doi:10.1002/job.4030130307. hdl:10945/40295. S2CID 145635552.
Carnevale, P. J. D.; Isen, A. M. (1986). "The influence of positive affect and visual access on the discovery of integrative solutions in bilateral negotiation" (PDF). Organizational Behavior and Human Decision Processes. 37: 1–13. doi:10.1016/0749-5978(86)90041-5. hdl:2027.42/26263.

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Falcao, H., The Seven Myths of Win-Win Negotiations, INSEAD Knowledge, accessed 3 December 2023

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Trotschel; Hufmeier; Loschelder; Schwartz; Collwitzer (2011). "Perspective taking as a means to overcome motivational barriers in negotiations: When putting oneself in the opponents shoes helps to walk towards agreements" (PDF). Journal of Personality and Social Psychology. 101 (4): 771–790. doi:10.1037/a0023801. PMID 21728447.
Forgas, J. P. (1998). "On feeling good and getting your way: Mood effects on negotiator cognition and behavior". Journal of Personality and Social Psychology. 74 (3): 565–577. doi:10.1037/0022-3514.74.3.565. PMID 11407408.
Van Kleef, G.A.; De Dreu, C.K.W.; Manstead, A.S.R. (2006). "Supplication and Appeasement in Conflict and Negotiation: The Interpersonal Effects of Disappointment, Worry, Guilt, and Regret" (PDF). Journal of Personality and Social Psychology. 91 (1): 124–142. doi:10.1037/0022-3514.91.1.124. PMID 16834484. S2CID 11970038.
Albarracin, D.; Kumkale, G.T. (2003). "Affect as Information in Persuasion: A Model of Affect Identification and Discounting". Journal of Personality and Social Psychology. 84 (3): 453–469. doi:10.1037/0022-3514.84.3.453. PMC 4797933. PMID 12635909.
Van Kleef, G. A.; De Dreu, C. K. W.; Manstead, A. S. R. (2004). "The interpersonal effects of anger and happiness in negotiations" (PDF). Journal of Personality and Social Psychology. 86 (1): 57–76. doi:10.1037/0022-3514.86.1.57. PMID 14717628. Archived from the original (PDF) on 26 September 2007. Retrieved 2 September 2007.
Bazerman, M. H.; Curhan, J. R.; Moore, D. A.; Valley, K. L. (2000). "Negotiation". Annual Review of Psychology. 51: 279–314. doi:10.1146/annurev.psych.51.1.279. PMID 10751973.
Sagi, Eyal; Diermeier, Daniel (1 December 2015). "Language Use and Coalition Formation in Multiparty Negotiations". Cognitive Science. 41 (1): 259–271. doi:10.1111/cogs.12325. ISSN 1551-6709. PMID 26671166.

ncbi.nlm.nih.gov

Albarracin, D.; Kumkale, G.T. (2003). "Affect as Information in Persuasion: A Model of Affect Identification and Discounting". Journal of Personality and Social Psychology. 84 (3): 453–469. doi:10.1037/0022-3514.84.3.453. PMC 4797933. PMID 12635909.

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Thomas, Kenneth W (21 November 2006). "Conflict and conflict management: Reflections and update" (PDF). Journal of Organizational Behavior. 13 (3): 265–274. doi:10.1002/job.4030130307. hdl:10945/40295. S2CID 145635552.

nyu.edu (Global: 1,362^nd place; English: 822^nd place)

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Trotschel; Hufmeier; Loschelder; Schwartz; Collwitzer (2011). "Perspective taking as a means to overcome motivational barriers in negotiations: When putting oneself in the opponents shoes helps to walk towards agreements" (PDF). Journal of Personality and Social Psychology. 101 (4): 771–790. doi:10.1037/a0023801. PMID 21728447.

pon.harvard.edu (Global: low place; English: low place)

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"best alternative to a negotiated agreement". PON - Program on Negotiation at Harvard Law School. 13 August 2024. Retrieved 16 August 2024.
"What is Anchoring in Negotiation?". PON – Program on Negotiation at Harvard Law School. 20 December 2021. Retrieved 24 January 2022.
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"Negotiation" (PDF). Saylor Academy. Retrieved 10 April 2022.

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Adnan, Muhamad Hariz Muhamad; Hassan, Mohd Fadzil; Aziz, Izzatdin; Paputungan, Irving V (August 2016). "Protocols for agent-based autonomous negotiations: A review". 2016 3rd International Conference on Computer and Information Sciences (ICCOINS). Kuala Lumpur, Malaysia: IEEE. pp. 622–626. doi:10.1109/ICCOINS.2016.7783287. ISBN 978-1-5090-2549-7. S2CID 11379608.
Adnan, Muhamad Hariz; Hassan, Mohd Fadzil; Aziz, Izzatdin Abdul; Rashid, Nuraini Abdul (2019), "A Survey and Future Vision of Double Auctions-Based Autonomous Cloud Service Negotiations", in Saeed, Faisal; Gazem, Nadhmi; Mohammed, Fathey; Busalim, Abdelsalam (eds.), Recent Trends in Data Science and Soft Computing, vol. 843, Springer International Publishing, pp. 488–498, doi:10.1007/978-3-319-99007-1_46, ISBN 978-3-319-99006-4, S2CID 169093081
Adnan, Muhamad Hariz; Hassan, Mohd Fadzil; Aziz, Izzatdin Abd (October 2018). "Business Level Objectives of Customer for Autonomous Cloud Service Negotiation". Advanced Science Letters. 24 (10): 7524–7528. doi:10.1166/asl.2018.12971. S2CID 116247733.
Hargreaves, Brendan; Hult, Henrik; Reda, Sherief (January 2008). "Within-die process variations: How accurately can they be statistically modeled?". 2008 Asia and South Pacific Design Automation Conference. IEEE. pp. 524–530. doi:10.1109/aspdac.2008.4484007. ISBN 978-1-4244-1921-0. S2CID 12874929.
Thomas, Kenneth W (21 November 2006). "Conflict and conflict management: Reflections and update" (PDF). Journal of Organizational Behavior. 13 (3): 265–274. doi:10.1002/job.4030130307. hdl:10945/40295. S2CID 145635552.
Van Kleef, G.A.; De Dreu, C.K.W.; Manstead, A.S.R. (2006). "Supplication and Appeasement in Conflict and Negotiation: The Interpersonal Effects of Disappointment, Worry, Guilt, and Regret" (PDF). Journal of Personality and Social Psychology. 91 (1): 124–142. doi:10.1037/0022-3514.91.1.124. PMID 16834484. S2CID 11970038.
Wang, Jian; Gong, Jingqiu (2016). Team negotiation based on solidarity behavior: A concession strategy in the team. 17th IEEE/ACIS International Conference on Software Engineering, Artificial Intelligence, Networking and Parallel/Distributed Computing. IEEE. doi:10.1109/snpd.2016.7515883. S2CID 14385529.
Amanatullah, Emily T.; Tinsley, Catherine H. (1 January 2013). "Punishing female negotiators for asserting too much…or not enough: Exploring why advocacy moderates backlash against assertive female negotiators". Organizational Behavior and Human Decision Processes. 120 (1): 110–122. doi:10.1016/j.obhdp.2012.03.006. S2CID 14837583.
Bowles, Hannah; Babcock, Linda; Lai, Lei (2006). "Social incentives for gender diVerences in the propensity to initiate negotiations: Sometimes it does hurt to ask" (PDF). Organizational Behavior and Human Decision Processes. 103: 84–103. doi:10.1016/j.obhdp.2006.09.001. S2CID 18202551.

springer.com (Global: 182^nd place; English: 172^nd place)

link.springer.com

Baarslag, Tim; Hindriks, Koen; Jonker, Catholijn (2011). "Towards a Quantitative Concession-Based Classification Method of Negotiation Strategies". Agents in Principle, Agents in Practice. Lecture Notes in Computer Science. Vol. 7047. pp. 143–158. doi:10.1007/978-3-642-25044-6_13. ISBN 978-3-642-25043-9.

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Gregory Brazeal, "Against Gridlock: The Viability of Interest-Based Legislative Negotiation", Harvard Law & Policy Review (Online), vol. 3, p. 1 (2009).

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Carnevale, P. J. D.; Isen, A. M. (1986). "The influence of positive affect and visual access on the discovery of integrative solutions in bilateral negotiation" (PDF). Organizational Behavior and Human Decision Processes. 37: 1–13. doi:10.1016/0749-5978(86)90041-5. hdl:2027.42/26263.

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Van Kleef, G. A.; De Dreu, C. K. W.; Manstead, A. S. R. (2004). "The interpersonal effects of anger and happiness in negotiations" (PDF). Journal of Personality and Social Psychology. 86 (1): 57–76. doi:10.1037/0022-3514.86.1.57. PMID 14717628. Archived from the original (PDF) on 26 September 2007. Retrieved 2 September 2007.

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United Nations, Previewing work ahead, UN Assembly President says Member States must agree a bold post-2015 agenda Archived 19 October 2020 at the Wayback Machine, published 15 January 2015, accessed 16 October 2020
CNA, 15 nations complete 'text-based' negotiations for RCEP, signing expected in 2020 Archived 16 October 2020 at the Wayback Machine, accessed 15 October 2020
"negotiating in bad faith", an example of use of "bad faith" definition in Oxford Online Dictionary
example of use – "the Republicans accused the Democrats of "negotiating in bad faith", Oxford Online Dictionary
Malhotra, D., Four Strategies for Making Concessions Archived 2 June 2021 at the Wayback Machine, Harvard Business School, Working Knowledge, published 6 March 2006, accesses 2 June 2021
Mosaic Project Services Pty Ltd., Win-Win Negotiations, archived 18 March 2012, accessed 12 January 2024
Van Kleef, G. A.; De Dreu, C. K. W.; Manstead, A. S. R. (2004). "The interpersonal effects of anger and happiness in negotiations" (PDF). Journal of Personality and Social Psychology. 86 (1): 57–76. doi:10.1037/0022-3514.86.1.57. PMID 14717628. Archived from the original (PDF) on 26 September 2007. Retrieved 2 September 2007.
Brianne, Hall; Tracy, Hoelting (24 April 2015). Influence of negotiation and practice setting on salary disparities between male and female physician assistants. Archived from the original on 10 May 2017. Retrieved 8 November 2016.

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Brianne, Hall; Tracy, Hoelting (24 April 2015). Influence of negotiation and practice setting on salary disparities between male and female physician assistants. Archived from the original on 10 May 2017. Retrieved 8 November 2016.

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Schoen, Raphael (1 April 2021). "Lacking pluralism? A critical review of the use of cultural dimensions in negotiation research". Management Review Quarterly. 71 (2): 393–432. doi:10.1007/s11301-020-00187-5. ISSN 2198-1639.
Schoen, Raphael (1 January 2021). "Getting to Yes in the cross-cultural-context: 'one size doesn't fit all' – a critical review of principled negotiations across borders". International Journal of Conflict Management. 33 (1): 22–46. doi:10.1108/IJCMA-12-2020-0216. ISSN 1044-4068.
Mischel, Walter; Shoda, Yuichi (1995). "A cognitive-affective system theory of personality: Reconceptualizing situations, dispositions, dynamics, and invariance in personality structure". Psychological Review. 102 (2): 246–268. doi:10.1037/0033-295x.102.2.246. ISSN 1939-1471.
Sagi, Eyal; Diermeier, Daniel (1 December 2015). "Language Use and Coalition Formation in Multiparty Negotiations". Cognitive Science. 41 (1): 259–271. doi:10.1111/cogs.12325. ISSN 1551-6709. PMID 26671166.

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World Trade Organization, WTO members search for compromise as text-based negotiations on fishing subsidies continue, published 9 October 2020, accessed 15 October 2020
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