Der Verhandlungs-Profi

verzeichnen. Und diese Erfolge werden Sie darin bestätigen und motivieren, Ihren persönlichen Weg zum exzellenten Verhandler weiterzugehen.
    Ich wünsche Ihnen dabei viel Erfolg, vor allem aber viel Spaß!
    Ihr Martin Dall

Literatur
    Babcock, Linda: Woman Don’t Ask. Negotiation and the Gender Divide, Princeton University Press 2003
    Bazerman, Max H.: Judgement in Managerial Decision Making, Wiley 2005
    Bazerman, Max H.: Negotiating Rationally, Free Press 1994
    Benton, Alan A.; Kelley, Harold H.; Liebling, Barry: Effects of extremity of offers and concession rate on the outcomes of bargaining, in: Journal of Personality and Social Psychology Vol. 24, Issue 1/1972, S. 73–83
    Bottom, William P.; Studt, Amy: Framing Effects and the Distributive Aspect of Integrative Bargaining, in: Organizational Behavior and Human Decision Processes, Vol. 56, 3/1993, S. 459–474
    Carr, Albert Z.: Is Business Bluffing Ethical? Harvard Business Review 46/1968, S. 143–153
    Chertkoff, Jerome; Conley, Melinda: Opening Offer and Frequency of Concessions as Bargaining Strategies, in: Journal of Personality and Social Psychology 1967. S. 181–185
    Cialdini, Robert B.: Influence. The Psychology of Persuasion, Harper Paperbacks 2006
    Diekmann, Kristina A.; Samuels, Steven M.; Ross, Lee; Bazerman, Max H.: Self-Interest and Fairness in Problems of Resource Allocation: Allocators Versus Recipients, Journal of Personality and Social Psychology 72/1997, S. 1061–1074
    Druckman, Daniel: Determinants of Compromising Behavior in Negotiation, in: Journal of Conflict Resolution Vol. 38, 3/1994, S. 507–556
    Ekman, Paul: Gefühle lesen, Spektrum Akademischer Verlag 2010
    Fisher, Roger; Ury, William: Das Harvard-Konzept, Campus Verlag 2009
    Gouldner, Alvin W.: The Norm of Reciprocity, in: American Sociological Review 25/1960, S. 161–178
    Halpern, Jennifer J.: The Effect of Friendship on Personal Business Transactions, in: The Journal of Conflict Resolution Vol. 38, 4/1994, S. 647–664
    Kahnemann, Daniel; Tversky, Amos: Prospect Theory: an Analysis of Decision Risk, in: Econometrica Vol. 47, 2/1979, S. 263–291
    Karrass, Chester L.: The Negotiation Game, Harper Paperbacks 1994
    Lewicki, Roy J.: Negotiation, McGraw-Hill/Irwin 2009
    Malhotra, Deepak: Trust and Reciprocity Decisions: The Differing Perspectives of Trustors and Trusted Parties in: Organizational Behavior and Human Decision Processes Vol. 94, 2/2004, S. 61–73
    Neale, Margaret A., Northcraft, Gregory B.: Experts, amateurs, and real estate: An anchoring-and-adjustment perspective on property pricing, in: Organizational Behavior and Human Decision Processes Vol. 39, 1/1987, S. 84–97
    Rackham, Neil; Carlisle, John: The Effective Negotiator, Part I and II, in: Journal of European Industrial Training Vol. 2, 6/1978, S. 6–11 und Vol. 2, 7/1993, S. 2–5
    Raiffa, Howard: Negotiation Analysis, The Science and Art of Collaborative Decision Making, Belknap Press 2007
    Raiffa, Howard: The Art and Science of Negotiation, Belknap Press 1990
    Shell, Richard: Bargaining for Advantage, Penguin 2006
    Tannen, Deborah: Talking from 9 to 5: Women and Men at Work, Harper Paperbacks 1995, dt. Ausgabe: Job-Talk. Wie Frauen und Männer am Arbeitsplatz miteinander reden, Goldmann 1997
    Thaler, Richard H.: The Winner’s Curse. Paradoxes and Anomalies of Economic Life, Princeton University Press 1994
    Thompson, Leigh: Social Judgment, Feedback, and Interpersonal Learning in Negotiation, in: Organizational Behavior and Human Decision Processes Vol. 58, 3/1994, S. 327–345
    Thompson, Leigh: Social Perception in Negotiation,in: Organizational Behavior and Human Decision Processes Vol. 47, 1/1990, S. 98–123
    Thompson, Leigh: The mind and heart of the Negotiator, Prentice Hall 2004
    Trump, Donald L.: The Art of the Deal, Ballantine Books 2004
    Tversky, Amos; Kahnemann, Daniel: Framing of Decisions and the Psychology of Choice, Science, New Series, Vol. 211, 4481/1981, S. 453–458
    Williams, Gerald R.: Legal Negotiation and Settlement, West Publishing Company 1983

Über den Autor
    Martin Dall, Jahrgang 1969, ist erfolgreicher Unternehmer und Inhaber mehrerer führender, internationaler Trainingsinstitute. Eine interdisziplinäre Ausbildung in Technik, Betriebswirtschaft und sozialer Verhaltenswissenschaft sowie langjährige Vertriebs- und Managementerfahrung in verschiedenen Branchen führten ihn 1998 zur Gründung seines eigenen Unternehmens, aus welchem mittlerweile eine Gruppe der renommiertesten