Friend and Foe: When to Cooperate, When to Compete, and How to Succeed at Both (29 page)

BOOK: Friend and Foe: When to Cooperate, When to Compete, and How to Succeed at Both
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Chapter 11

Santich, Kate. “Hey, Bob Dole, You Missed a Great VP Candidate.”
Orlando Sentinel
, September 8, 1996.

“Discussions with Officer Angel Calzadilla.”
Miami Herald
, August 5, 1996.

Kahneman, Daniel, Barbara L. Fredrickson, Charles A. Schreiber, and Donald A. Redelmeier. “When More Pain Is Preferred to Less: Adding a Better End.”
Psychological Science
4, no. 6 (1993): 401–405.

Redelmeier, Donald A., Joel Katz, and Daniel Kahneman. “Memories of Colonoscopy: A Randomized Trial.”
Pain
104, no. 1 (2003): 187–194.

Thompson, Leigh, Kathleen L. Valley, and Roderick M. Kramer. “The Bittersweet Feeling of Success: An Examination of Social Perception in Negotiation.”
Journal of Experimental Social Psychology
31, no. 6 (1995): 467–492.

Walsh, Colleen. “Wise Negotiator.”
Harvard Gazette
, April 4, 2012.

Galinsky, Adam D., Vanessa L. Seiden, Peter H. Kim, and Victoria Husted Medvec. “The Dissatisfaction of Having Your First Offer Accepted: The Role of Counterfactual Thinking in Negotiations.”
Personality and Social Psychology Bulletin
28, no. 2 (2002): 271–283.

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