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  .


   .

   ,     (https://www.litres.ru/pages/biblio_book/?art=51927238)  .

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notes








1


A.D. Craig, "How Do You Feel Now? The Anterior Insula and Human Awareness," Nature Reviews Neuroscience, Vol. 10 (January 2009), pp. 5970.




2


      19962001.




3


James C. Freund, Anatomy of a Merger (New York: Academic Press, 1975), p. 10.




4


R. G. H. Siu, Folk Wisdom and Management: 3,333 Proverbs (Washington, DC: Manuscript, 1994), p. 13.




5


Bettye H. Pruitt, The Making of Harcourt General (Boston: Harvard Business School Press, 1994), pp. 21942.




6


        (      )     . .   ,      . . P. H. Gulliver, Disputes and Negotiations: A Cross-Cultural Perspective (New York: Academic Press, 1979), pp. 234252.




7


., , Gavin Kennedy, Everything Is Negotiable: How to Get the Best Deal Every Time, 4th ed. (London: Random House UK, 2008). [ .    !      . .:  , 2019.]




8


          ,          ,  ,      . . John Sabini and Maury Silver, "Lack of Character? Situationism Critiqued," Ethics, Vol. 115 (2005), pp. 535562.   ,    -. 堖     .          頖  .         ,   ,      .




9


              . ,     ,     , ,   ,    . . Jeanne Brett and Leigh Thompson, "Negotiation," Organizational Behavior and Human Decision Processes, Vol. 136 (2016), pp. 6879 ( ,      ,   1965  2016.); Hillary Anger Elfenbein, "Individual Differences in Negotiation: A Nearly Abandoned Pursuit Revived," Psychological Science, Vol. 24 (2015), pp. 13136. .  Andrew J. Hosmanek, Brian W. McCormick, and Erik Gonzalez-Mul, "Born and Raising: Intelligence and Personality Matter in Negotiations," Journal of Conflict Management, Vol. 2 (2014), pp. 3348; S. Sharma, W. P. Bottom, and H. A. Elfenbein, "On the Role of Personality, Cognitive Ability, and Emotional Intelligence in Predicting Negotiation Outcomes: aMeta-analysis," Organizational Psychology Review, Vol. 3 (2013), pp. 293336.




10


Connie Bruck, Master of the Game: Steve Ross and the Creation of Time Warner (New York: Penguin Books, 1994), p. 93.




11


     . . Bob Woolf, Friendly Persuasion: How to Negotiate and Win (New York: Berkley Books, 1990), pp. 147148.




12


Gerald R. Williams, Legal Negotiation and Settlement (St. Paul, MN: West Publishing, 1983), p. 19.




13


Neil Rackham and John Carlisle, "The Effective Negotiator Part 1: The Behavior of Successful Negotiators," Journal of European Industrial Training, Vol. 2, No. 6 (1978), pp. 611; Neil Rackham and John Carlisle, "The Effective Negotiator Part 2: Planning for Negotiations," Journal of European Industrial Training, Vol. 2, No. 7 (1978), pp. 25.




14


Deborah Tannen, You Just Don't Under-stand: Men and Women in Conversation (New York: William Morrow, 1990); Talking from 9 to 5: Women and Men at Work (New York: William Morrow, 1994). [ .    !        . .: , 1999.  .   . ? .: , 2007.]




15


Janet Shibley Hyde, "The Gender Similarities Hypothesis," American Psychologist, Vol. 60, No. 6 (2005), pp. 581592.   ,  78%         ,       46  ,    .    ,             ,         .




16


 . .  Madeline E. Heilman and Tyler G. Okimoto, "Why Are Women Penalized for Success at Male Tasks?: The Implied Communality De?cit," Journal of Applied Psychology, Vol. 92 (2007), pp. 8192.




17


Linda Babcock and Sara Laschever, Women Don't Ask: Negotiation and the Gender Divide (Princeton, NJ: Princeton University Press, 2003).         . .: Bill King, "Survey: Why Women Choose Not to Negotiate Salary in Sports," Sports Business Journal, September 1117, 2017, p. 1.




18


D. M. Kolb and J. Williams, The Shadow Negotiation: How Women Can Master the Hidden Agendas That Determine Bargaining Success (New York: Simon & Schuster, 2000).




19


        ,   ,      ,     .              ,       . .: Laura J. Kray, Leigh Thompson, and Adam Galinsky, "Battles of the Sexes: Gender Stereotype Con? rmation and Reactance in Negotiations," Journal of Personality and Social Psychology, Vol. 80, No. 6 (2001), pp. 94258; Laura J. Kray, Adam Galinsky, and Leigh Thompson, "Reversing the Gender Gap in Negotiations: An Exploration of Stereotype Regeneration," Organizational Behavior and Human Decision Processes, Vol. 87, No. 2 (2002), pp. 386409.


