Why negotiation is the most popular business school course, Ivey Business Journal
Just as negotiating has become an ongoing process, so too has learning new negotiating techniques. "Improving your negotiation skills," write the co-authors of this article, "is a long journey that involves constant reflection, awareness, and openness to feedback." In the article, a valuable and extremely useful primer for negotiators, they describe and outline the preparation, value-claiming and value-creating strategies that are the foundation of any successful negotiation.
Leigh Thompson, Geoffrey Leonardelli
Thompson, Leigh, and Geoffrey Leonardelli. 2004. Why negotiation is the most popular business school course. Ivey Business Journal.