Sustainable Negotiation

ISBN: 978-1-78714-576-4, eISBN: 978-1-78714-575-7

Publication date: 28 June 2017


Karsaklian, E. (2017), "References", Sustainable Negotiation, Emerald Publishing Limited, Bingley, pp. 153-157.



Emerald Publishing Limited

Copyright © 2017 by Emerald Publishing Limited

Allen (2012) Allen, K. (2012). The hidden agenda. Brookline, MA: Bibliomotion.

Baker (2013) Baker, J. (2013). 50 Quantum Physics Ideas you really need to know. London: Quercus.

Bhattacharjee & Zhang (2011) Bhattacharjee, A. , & Zhang, L. (2011). Cultural toolkit for Indians desirous of doing business in China. VIKALPA, 36(2) 5979.

Capra (1976) Capra, F. (1976). The Tao of physics. Boulder, CO: Bantam Books.

Cardon (2009) Cardon, P. (2009). A model of face practices in Chinese business culture: Implications for Western businesspersons. Thunderbird International Business Review, 51(1), 1936.

Chen (1987) Chen, D. C. (1987). Confucius thoughts. Taipei: ChengChuong.

Chen (2001) Chen, G. M. (2001). Towards transcultural understanding: A harmony theory of Chinese communication. In Y. H. Milhouse , M. K. Asante , & P. Nwosu (Eds.), Transculture realities: Interdisciplinary perspectives on cross-cultural relations (pp. 5570). Thousand Oaks, CA: Sage.

Chen & Starosta (1997) Chen, G. M. , & Starosta, W. J. (1997). Chinese conflict management and resolution: Overview and implications. Intercultural Communication Studies, 7, 116.

Chen (2002) Chen, M. J. (2002). Transcending paradox: The Chinese ‘Middle Way’ perspective. Asia Pacific Journal of Management, 19, 179199.

Chu (1974) Chu, S. (1974). The interpretation of I Ching. WenHua, Taipei.

Chuah, Hoffman, & Larner (2014) Chuah, S. H. , Hoffman, R. , & Larner, J. (2014). Chinese values and negotiation behavior: A bargaining experiment. International Business Review, 23, 12031211.

Clegg (2013) Clegg, B. (2013). Dice World. Science and life in a random universe. London: Icon.

Clegg (2014) Clegg, B. (2014). 30-Second Quantum Theory. London: Icon.

Cox & Forshaw (2011) Cox, B. , & Forshaw, J. (2011). The Quantum Universe: Everything that can happen does happen.

Damasio (2010) Damasio, A. R. (2010). L’Erreur de Descartes. New York, NY: Odile Jacob.

Decartes (1637) Decartes, R. (1637). Discours de la méthode pour bien conduire sa raison et chercher la vérité dans les sciences. Les Échos du Maquis, April 2011.

Diamond (2010) Diamond, S. (2010). Getting more. Crown Business.

Dirac (1928) Dirac, P. A. M. (1928). The quantum theory of the electron. Proceedings of the Royal Society of London. Series A, Containing Papers of a Mathematical and Physical Character,117(778), 610624.

Eiteman (1990) Eiteman, D. K. (1990). American executives’ perceptions of negotiating joint ventures with the People’s Republic of China: Lessons learned. Columbia Journal of World Business, 25, 5967.

Fang (1999) Fang, T. (1999). Chinese business negotiating style. International Business Series, Sage.

Fang (2003) Fang, T. (2003). A critique of Hofstede’s fifth national culture dimension. International Journal of Cross Cultural Management, 3(3), 347368.

Fang (2005) Fang, T. (2005). From “Onion” to “Ocean”: Paradox and change in national cultures. International Studies of Management & Organization, 35, 7190. 10.1080/00208825.2005.11043743

Fang (2010) Fang, T. (2010). Asian management research needs more self-confidence: Reflection on Hofstede (2007) and beyond. Asia Pacific Journal of Management, 27, 155170.

Fang (2011) Fang, T. (2011). Yin Yang: A new perspective on culture. Management and Organization Review, 5, 1–26. 10.1111/j.1740-8784.2011.00221.x

Fang (2014) Fang, T. (2014). Understanding Chinese culture and communication: The Yin Yang approach. In B. Gehrke & M. C. Claes (Eds.), Global leadership practices (pp. 171187). London: Palgrave Macmillan.

Fang & Faure (2011) Fang, T. , & Faure, G. O. (2011). Chinese communication characteristics: A Yin Yang perspective. International Journal of Intercultural Relations, 35, 320333.

Fang, Worm, & Tung (2008) Fang, T. , Worm, V. , & Tung, R. L. (2008). Changing success and failure factors in business negotiations with the PRC. International Business Review, 17, 159169.

Faure (1995) Faure, G. O. (1995). Nonverbal negotiation in China: Cycling in Beijing. Negotiation Journal, 11, 1117.

Faure & Fang (2008) Faure, G. O. , & Fang, T. (2008). Changing Chinese values: Keeping up with paradoxes. International Business Review, (17), 194207.

Fells (2010) Fells, R. (2010). Effective negotiation. Cambridge: Cambridge University Press.

Fisher & Shapiro (1981) Fisher, R. , & Shapiro, D. (1981). Beyond reason. Get what you want. Improve your relationships. Using emotions as you negotiate. New York, NY: Penguin.

Fisher & Ury (1981) Fisher, R. , & Ury, W. (1981). Getting to yes. New York, NY: Houghton Mifflin Company.

Gasiorowicz (1974) Gasiorowicz, S. (1974). Quantum Physics. Washington, DC: Wiley International Edition.

Gerry & Knight (1997) Gerry, C. C. , & Knight, P. L. (1997) Quantum superpositions and Schrödinger cat states in quantum optics. American Journal of Physics, 65, 964974.

Ghauri & Fang (2001) Ghauri, P. , & Fang, T. (2001). Negotiating with the Chinese: A socio-cultural analysis. Journal of the World Business, 36(3), 303325.

Hall (1976) Hall, E. (1976). Beyond culture. Anchor.

Heisenberg (1927) Heisenberg, W. (1927). Über den anschaulichenInhalt der quantentheoretischenKinematik und Mechanik (The actual content of quantum theoretical kinematics and mechanics). Physics, 43, 172198.

Hofstede (1984) Hofstede, G. (1984). Culture’s consequences. London: Sage.

Hofstede & Hofstede (2005) Hofstede, G. , & Hofstede, G. J. (2005). Cultures and organizations: Software of the mind. New York, NY: McGraw-Hill.

Karsaklian (2014) Karsaklian, E. (2014). The intelligent international negotiator. New York, NY: Business Expert Press.

Karsaklian (2016) Karsaklian, E. (2016). Negotiating with the Chinese and the Schrödinger’s Cat Paradox: The collapse/superposition contradictory paradigms. International Journal of Management and Business, VII(2), 7185.

Karsaklian (2016a) Karsaklian, E. (2016a). A Picture can be worth a thousand stories: Interpreting advertising differently in 10 countries. Journal of Marketing Development and Competitiveness, 10(2), 45–53.

Karsaklian (2016b) Karsaklian, E. (2016b). The invisible negotiator in the land of paradox management. Journal of US-China Public Administration, 13(5), 333347.

Karsaklian (2017) Karsaklian, E. (2017). The wave-particle duality: Towards an integrative framework for international business. Journal of International Business and Economics, 17(1), 5166.

Leung (2008) Leung, K. (2008). Chinese culture, modernization, and international business. International Business Review, 17, 184187.

Leung, Chan, Lai, & Ngai (2011) Leung, T. K. P. , Chan, R. Y. K. , Lai, K. H. , & Ngai, E. W. T. (2011). An examination of the influence of guanxi and xinyong (utilization of personal trust) on negotiation outcome in China: An old friend approach. Industrial Marketing Management, 40, 11931205.

Lewiki, Suanders, & Barry (2011) Lewiki, R. J. , Suanders, D. M. , & Barry, B. (2011). Essentials of negotiation. McGraw-Hill International Edition.

Lewis (2000) Lewis, M. W. (2000). Exploring paradox: Toward a more comprehensive guide. Academy of Management Review, 25(4), 760776.

Lewis (2006) Lewis, R. (2006). When cultures collide. London: Nicholas Brealey.

Lewis (2012) Lewis, R. (2012). When teams collide. London: Nicholas Brealey.

Li (2012) Li, P. P. (2012). Toward an integrative framework of indigenous research: The geocentric implications of Yin-Yang Balance. Asia Pacific Journal of Management, 29, 849872.

Li (2014) Li, P. P. (2014). The unique value of Yin-Yang balancing: A critical response. Management and Organization Review, 10, 321332.

Li (2016) Li, P. P. (2016). Global implications of the indigenous epistemological system from the east: How to apply Yin-Yang balancing to paradox management. Cross Cultural & Strategic Management, 23(1), 139.

Li, Leung, Chen, & Jar-Der Luo (2012) Li, P. P. , Leung, K. , Chen, C. C. , & Jar-Der Luo, J. D. (2012). Indigenous research on Chinese management: What and how. Management and Organization Review. Article first published online: March 22, 2012. 10.1111/j.1740-8784.2012.00292.x

Malhotra & Bazerman (2007) Malhotra, D. , & Bazerman, M. H. (2007). Negotiation Genius. New York, NY: Bantam Books.

McEnvoy & Zarate (1996) McEnvoy, J. P. , & Zarate, O. (1996). Quantum theory. Gutenberg Press.

McMahon (2013) McMahon, D. (2013). Quantum mechanics DeMystified. McGraw-Hill.

Merali (2015) Merali, Z. (2015). Quantum physics: What is really real? A wave of experiments is probing the root of quantum weirdness. Nature, 521, 278280.

Metcalf et al. (2006) Metcalf, L. E. , Bird, A. , Shankarmahesh, M. , Aycan, Z. , Larimo, J. , & Valdelamar, D. D. (2006). Cultural tendencies in negotiation: A comparison of Finland, India, Mexico, Turkey and the United States. Journal of World Business, 41, 382394.

Oliver (2003) Oliver, D. (2003). How to negotiate effectively. London: Kogan Page.

Orzel (2012) Orzel, C. (2012). How to Teach Quantum Physics to Your Dog? Oxford: Oneworld.

Osman-Gani & Tan (2002) Osman-Gani, A. , & Tan, J. S. (2002). Influence of culture on negotiation styles of Asian managers: An empirical study of major cultural/ethnic groups in Singapore. Thunderbird International Business Review, 44(6), 819839.

Palich, Carini, & Livingstone (2002) Palich, L. E. , Carini, G. R. , & Livingstone, L. P. (2002). Comparing American and Chinese negotiating styles: The influence of logic paradigms. Thunderbird International Business Review, 44(6), 777798.

Pink (2012) Pink, D. H. (2012). To sell is human: The surprising truth about moving others. New York, NY: Riverhead.

Rae (2006) Rae, A. I. M. (2006). Quantum physics. Oxford: One World.

Rich (2013) Rich, C. (2013). The Yes Book. Virgin Books.

Ringbauer et al. (2015) Ringbauer, M. , Duffus, B. , Branciard, C. , Cavalcanti, E. G. , White, A. G. , & Fedrizzi, A. (2015). Measurements of the reality of the wavefunction. Nature Physics, 11, 249254.

Rivers (2009) Rivers, C. (2009). Negotiating with the Chinese: EANT’s and all. Thunderbird International Business Review, 51(5), 473489.

Saee (2008) Saee, J. (2008). Best practice in global negotiation strategies for leaders and managers in the 21st century. Journal of Business Economics and Management, 9(4), 309318.

Schwartz (2004) Schwartz, B. (2004). The Paradox of Choice. Why more is less. New York, NY: Harper Perennial.

Shi & Wright (2003) Shi, X. , & Wright, P. C. (2003). The potential impacts of national feelings on international business negotiations: a study in the China context. International Business Review, 12, 311328.

Sparrow (2014) Sparrow, G. (2014). Physics in minutes. London: Quercus.

Stark & Flaherty (2003) Stark, P. B. , & Flaherty, J. (2003). The only negotiating guide you’ll ever need. New York, NY: Broadway Books.

Stewart & Keown (1989) Stewart, S. , & Keown, C. F. (1989). Talking with the dragon: Negotiating in the People’s Republic of China. Columbia Journal of World Business, 24, 6872.

Tian (2007) Tian, X. (2007). Managing international business in China. Cambridge: Cambridge University Press.

Tihanyi, Griffith, & Russell (2005) Tihanyi, L. , Griffith, D. A. , & Russell, C. J. (2005). The effect of cultural distance on entry mode choice, international diversification, and MNE performance: a meta-analysis. Journal of International Business Studies, 36, 270283.

Trompenaars & Hampden-Turner (2006) Trompenaars, F. , & Hampden-Turner, C. (2006). Riding the waves of culture. Nicholas Brealey.

Ury (1991) Ury, W. (1991). Getting past NO. New York, NY: Bantam Books.

Ury (2008) Ury, W. (2008). The power of positive NO. London: Hodder & Stoughton.

Waldman (2002) Waldman, G. (2002). Introduction to light: The physics of light, vision, and color. Mineola, NY: Dover Publications.

Walsh, Wang, & Xin (1999) Walsh, J. P. , Wang, E. , & Xin, K. R. (1999). Same bed, different dreams: Working relationships in Sino-American joint ventures. Journal of the World Business, 34(1), 6993.

Yau (1988) Yau, O. (1988). Chinese cultural values: Their dimensions and marketing implications. European Journal of Marketing, 22(5), 4457.

Zhang & Baker (2008) Zhang, H. , & Baker, G. (2008). Think like Chinese. Sydney, NSW: The Federation Press.