The following material / publications were used in compiling this work, together with the inspiration and references during the training at Harvard Business School – Changing the Game - Negotiation Skills and Competitive Decision Making

1. Getting to YES, Roger Fisher & William Ury, Arrow Business Books, 1997.

2. Getting past NO, Roger Fisher & William Ury, Arrow Business Books, 1991.

3.

The Fine Art of Negotiating, Steven P Cohen, The Negotiation Skills Company, 1995.

4. Fighting Fires without Burning Bridges, Steven P Cohen, The Negotiation Skills Company.

5. Deals People Make, Steven P Cohen, The Negotiation Skills Company.

6. Negotiation, Pienaar & Spoelstra, Juta, Second edition, 1996.

7. Western Philosophy, Hamlyn, Penquin Books, 1987.

8. Organizational Behaviour, Robbins, 1997.

9. Successful Negotiating Skills, BVG-Airflo Group PLC – Software Training.

10. Minister of Economic Affairs and Technology v Chamber of Mines of South Africa 1991 (2) SA 834 (T).

11. Visagie v Namibia Development Corporation High Court decision delivered by Hannah J 9 June 1999.

12. Everything is Negotiable, Gavin Kennedy Arrow Business Books, 1997.

13. Reading People, Jo-Ellan Dimitrius, Vermillon, 1998.

14. Forensic Interviewing Skills, J Jacobs, MegaPlan.

15. Successful Negotiating Skills, BVG Airflo Group.

16. Swim with the sharks without being eaten, Harvey Mackay

17. Predictable Surprises, Max Bazerman, & M Watkins

18. Negotiating Rationally, Max Bazerman & M Neale

19. Just about everything a manager needs to know, Neil Flanagan & Jarvis Finger.

1. Introduction
2. Characteristics of the Negotiator
3. Meaning of Negotiations
4. The Logic of Arguments
5. Principles and Personal Convictions
6. Everything is negotiable
7. The negotiations Process
8. Negotiations Techniques and Tactics
9. Mediation Techniques
10. Negotiate for Success