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Bruno Završnik

References Donohue, W., 2004. Critical moments as „flow‟ in negotiation, Negotiation Journal, Vol. 20 No. 2, pp.147-151. Fleming, P., 1998. Successful Negotiating In a Week. London: Hodder and Stoughton. Fisher, R., and Ury, W., 1983. Getting to Yes: Negotiating Agreement without Giving in, NY. Penguin Books. Gatchalian, J.C., 1998. Principled negotiations - a key to successful collective bargaining Management Decision. 36/4, pp.222-225. Katz, N.H., and Pattarini, N.M., 2008

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Janina Pietrzak, Łukasz Jochemczyk, Piotr Serbin and Magdalena Kuśka

References Barry, B., Friedman, R. A., & Smith, C. (1998). Bargainer characteristics in distributive and integrative negotiation. Journal of Personality and Social Psychology, 74(2), 345-359. doi: 10.1037/0022-3514.74.2.345 Bazerman, M. H., Curhan, J. R., Moore, D. A., & Valley, K. L. (2000). Negotiation. Annual Review of Psychology, 51(1), 279-314. doi:10.1146/annurev.psych.51.1.279 Bazerman, M. H., & Neale, M. (1994). Negotiating Rationally. New York, NY: Free Press. Bukowski, M., Sędek, G

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Michał Chmielecki

References Ahdrich, R. B., The Strategy of Boilerplate, Michigan Law Review, Volume 108, Issue 5, 2006, Adair, W.L., Brett, J.M. ,Okumura, T., Negotiation Behavior When Cultures Collide: The United States and Japan, Journal of Applied Psychology 80(3), 2001, Adler, N. J., International dimensions of organizational behavior (4th ed.). Cincinnati, OH:Thomson/South-Western, 2002, Archer, M., Cohen, R., Sidelined on the (Judicial) Bench: Sports Metaphors in Judicial Opinions, American Business Law

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Ewa Roszkowska and Tomasz Wachowicz

References Bellman, R.E., Zadeh, L.A. (1970). Decision making in a fuzzy environment. Management. Science . 17, 141–164. Bilgiç, T., Turksen, I.B. (2000). Measurement of membership functions: Theoretical and empirical work, In. Fundamentals of Fuzzy Sets. The Handbooks of Fuzzy Sets Series 7, 195–227. Brzostowski, J., Roszkowska, E., Wachowicz, T. (2012). Using Multiplie Criteria Decision Making Methods in Negotiation Support. Optimum. Studia Ekonomiczne , 5(59), 3–29. Chameau, J.L, Santamarina, J.C. (1987). Measurement Membership Functions

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Pablo Pilotti, Ana Casali and Carlos Chesñevar

References Alchourrón, C., Gärdenfors, P. and Makinson, D. (1985). On the logic of theory change: Partial meet contraction and revision functions, Journal of Symbolic Logic 50(2): 510-530. Amgoud, L., Dimopoulos, Y. and Moraitis, P. (2007). A unified and general framework for argumentation-based negotiation, 6th International Joint Conference on Autonomous Agents and Multiagent Systems (AAMAS 2007), Honolulu, HI, USA, p. 158. Amgoud, L., Parsons, S. and Maudet, N. (2000). Arguments, dialogue and negotiation, inW

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Gordana Dobrijević

References Amanatullah, E.T. (2008). Negotiating gender stereotypes: Other-advocacy reduces social constraints on women in negotiations. Academy Of Management Annual Meeting Proceedings, 1-6. doi: 10.5465/AMBPP.2008.33650222. Babcock, L., & Laschever, S. (2010). Women don’t ask: Negotiation and the gender divide. In R. Lewicki, D.M. Saunder, & B. Barry (Ed.), Negotiation: Readings, exercises and cases (pp. 301-308). Singapore: McGraw-Hill International. Bowles, R.H., & Flynn, F. (2010). Gender and persistence in

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Izabela Cichosz

Bibliography Adair, W. L., Okumura, T., & Brett, J.M. (2001) Negotiation behavior when cultures collide: the United States and Japan. Journal of Applied Psychology, 86(3), 371. Artopoulos, A., Friel, D., & Hallak, J. C. (2011) Lifting the domestic veil: the challenges of exporting differentiated goods across the development divide (No. w16947). National Bureau of Economic Research. Chmielecki, M. (2010) Komunikacja międzykulturowa w procesie zarządzania negocjacjami, rozprawa doktorska, Społeczna Wyższa Szkoła Przedsiębiorczości i

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Teuta Balliu and Artan Spahiu

. Peppet and Andrew S. Tulumello. (2000). Beyond Winning: Negotiating to Create Value in Deals and Disputes. New York: Harvard University Press. Salacuse, J. W. (2008). Seven Secrets for Negotiating with Government. New York: AMACOM. Shell, G. (2006). Bargaining for Advantage-Negotiations Strategies for Reasonable People. New York: Penguin Books. The Periodic Report of the Customs Branch of Elbasan. September 2016. Law No.9920, dated 19.5.2008 "On tax procedures in the Republic of Albania", as amended

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Naser Rashidi and Hussein Meihami

self-representations. In A. De Fina, D. Schiffrin, & M. Bamberg (Eds), Discourse and identity (pp. 351–375), Amsterdam: John Benjamins. Doyle, W. (1997) Heard any really good stories lately? A critique of the critics of narrative in educational research, Teaching and Teacher Education, 13(1), 93–99. Duff, P. A., & Uchida, Y. (1997). The negotiation of teachersí sociocultural identities and practices in postsecondary EFL classrooms. TESOL Quarterly, 31(3), 451–486. Elliott, A. (2009). Series editorís foreword. In H

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Adriana Zait

References Adair, W. L., and Brett, J. M., 2005. The negotiation dance: Time, culture, and behavioral sequences in negotiation. Organization Science, 16(1), 33-51. doi: Bendersky, C., and Curhan, J. R., 2009. Cognitive dissonance in negotiation: Free choice or justification? Social Cognition, 27(3), 455-474. doi: Caputo, A., 2013. A literature review of cognitive biases in negotiation processes. International Journal of