Negotiation Genius: How to Overcome Obstacles and Achieve Brilliant Results at the Bargaining Table and Beyond

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How Can Women Escape the Compensation Negotiation Dilemma? Relational Accounts Are One Answer (2013, background): “Research strongly suggests that women could increase their immediate compensation by negotiating more often and with higher earnings expectations (Gerhart & Rynes, 1991; Malhotra & Bazerman, 2007; Pinkley & Northcraft, 2000; Stevens et al., 1993).”
Psychological Influence in Negotiation: An Introduction Long Overdue (2008, background): “The role of psychological influence in negotiations that we envision in this article parallels the role that behavioral decision making has played in the field of negotiation (Bazerman & Neale, 1992; Malhotra & Bazerman, 2007; Thompson, 2005).”
The desire to win: The effects of competitive arousal on motivation and behavior (2010, background): “However, decision makers often exhibit a preference for relative gains even in situations where winning comes at a personal loss with no strategic upside (Malhotra & Bazerman, 2007).”