CHAPTER 7: CREATE THE ILLUSION OF CONTROL
- Kevin Dutton, Split-Second Persuasion: The Ancient Art
and New Science of Changing Minds (Boston: Houghton
Mifflin Harcourt, 2011).
- Dhruv Khullar, “Teaching Doctors the Art of
Negotiation,” New York Times, January 23, 2014,
http://well.blogs.nytimes.com /2014/01/23/teaching-
doctors-the-art-of-negotiation/, accessed September 4,
2015.
CHAPTER 8: GUARANTEE EXECUTION
- Albert Mehrabian, Silent Messages: Implicit
Communication of Emotions and Attitudes, 2nd ed.
(Belmont, CA: Wadsworth, 1981), and Albert
Mehrabian, Nonverbal Communication (Chicago:
Aldine-Atherton, 1972).
- Lyn M. Van Swol, Michael T. Braun, and Deepak
Malhotra, “Evidence for the Pinocchio Effect: Linguistic
Differences Between Lies, Deception by Omissions, and
Truths,” Discourse Processes 49, no. 2 (2012): 79–106.
CHAPTER 9: BARGAIN HARD
- Gerald R. Williams, Legal Negotiations and Settlement
(St. Paul, MN: West, 1983).
- Marwan Sinaceur and Larissa Tiedens, “Get Mad and
Get More than Even: The Benefits of Anger Expressions
in Negotiations,” Journal of Experimental Social
Psychology 42, no. 3 (2006): 314–22.
- Daniel R. Ames and Abbie Wazlawek, “Pushing in the
