1 Adapted from Stephen P. Robbins, Timothy A. Judge and Seema 4 Sanghi, “Conflict and Negotiation”, Organization Behavior, 12th Edition (Delhi: Pearson Education, 2007), p. 554. 5
2 Adapted from Dean Pruitt and Jeffery Z. Rubin, Social Conflict: Escalation, Stalemate and Settlement (New York: Random House, 1986); Dean Pruitt and Sung Hee Kim, Social Conflict: Escalation, Stalemate and Settlement, 3rd Edition (New York: Mcgraw-Hill, 2004), pp. 40–47.
3 Stephen P. Robbins and Seema Sanghi, “Conflict and Negotiation” in, Organization Behavior, 11th Edition (Delhi: Pearson Education, 2006), p. 408.
4 James A. Wall, Jr., Negotiation: Theory and Practice (Glenview, IL: Scot Foresman, 1985).
5 Michael R. Carrell and Christina Heavrin, “An Introduction to Negotiation” in Negotiating Essentials: Theory, Skills and Practice (Delhi: Pearson Education, 2008), p. 13.