Watzenberg, Anja: Der Homo Oeconomicus und seine Vorurteile: Eine Analyse des zivilrechtlichen Benachteiligungsverbots, 1. Ed., Berlin, Boston 2014.

Wendler, Axel/Hoffmann, Helmut: Technik und Taktik der Befragung, 2. Ed., Stuttgart 2015. Wheeler, Michael: The Fog of Negotiation: What Negotiators Can Learn from Military Doctrine,

Negotiation Journal 29 (2013a), pp. 23–38.

Wheeler, Michael: The Art of Negotiation. How to Improve in a Chaotic World, 1. Ed., New York 2013b.

White, S./Neale, Margaret A.: The role of negotiator aspirations and settlement expectancies in bargaining outcomes, in: Organizational Behaviour and Human Decision Processes 57 (1994), pp. 303–317.

Wiesner, Donald A./Glaskowsky, Nicholas A.: Illustrated Negotiator’s Glossary, 1. Ed., Coral Gables 2001.

Williams, Gerald A./Craver, Charles: Legal negotiating, 1. Ed., St. Paul 2007.

Williamson, Oliver E.: The Economics of Organization: The Transaction Cost Approach, The American Journal of Sociology 87 (1981), pp. 548–577.

Williamson, Oliver E.: The Economic Institutions of Capitalism, 1. Ed., New York, 1985. Williamson, Oliver E.: Transaction Costs Economics, in: Schmalensee/Willig, Handbook of

Industrial Organization, Vol. I, 1. Ed., Amsterdam 1989.

Wilson, Paul R.: Perceptual Distortion of Height as a Function of Ascribed Academic Status, The Journal of Social Psychology 1 (1968), pp. 97–102.

Wilson, Timothy D./Dunn, Dana S./Bybee, Jane A./Hyman, Diane B./Rotondo, John A.: Effects on Analysing Reasons on Attitude-Behavior Consistency, Journal of Personality and Social Psychology 47 (1984), pp. 5–16.

Wilson, Timothy D./Houston, Christopher E./Etling, Kathryn M./Brekke, Nancy: A New Look at Anchoring Effects. Basic Anchoring and Its Antecedents, Journal of Experimental Psychology General 4 (1996), pp. 387–402.

Young, Mark/Schlie, Erik: The Rhythm of the Deal: Negotiation as a Dance, Negotiation Journal 27 (2011), pp. 191–203.

Zamir, Eyal/Teichman, Doron (Eds.): The Oxford Handbook of Behavioral Economics and the Law, 1. Ed., Oxford 2014.

Zimmermann, Don H./West, Candace: Sex Roles, Interruptions and Silences in Conversation, Language and Sex: Difference and Dominance, in: Thorne, Barrie/Henley, Nancy (Eds.), Language and Sex. Difference and Dominance, 1. Ed., Rowley (MA.) 1975, pp. 105–129.

Zhang, Quiang/Zhong, Zheng/Yang, Mingna/Fu, Jianbo: Shangwu Tanpan (Business Negotiations), 3. Ed., Beijing 2018.

Further Literary Resources

Baker&McKenzie/PILPG: The International Negotiations Handbook – Success through Preparation, Strategy and Planning, 2007. (available under: http://www.bakermckenzie.com)

Harvard Law School: BATNA Basics: Boost your Power at the Bargaining Table, Program on negotiation, Cambridge (Mass.) 2012a, pp. 1–8.

Harvard Law School: Crisis Communication – How to Avoid Being Held Hostage by Crises Negotiations, Program on negotiation, Cambridge (Mass.) 2012b, pp. 1–8.

Harvard Law School: Dealing with Difficult People, Free Report, Cambridge (Mass.) 2013a, pp. 1–17.

Harvard Law School: How to Negotiate Better Business Deals, Program on negotiation, Cambridge (Mass.) 2014a, pp. 1–15.

Harvard Law School: Negotiation Strategies and Negotiation Techniques to Help you Become a Better Negotiator, Program on negotiation, Cambridge (Mass.) 2014b, pp. 1–17.

Harvard Law School: Negotiation Strategies For Women – Secrets to Success, Program on negotiation, Cambridge (Mass.) 2013b, pp. 1–25.

Harvard Law School: Real Leaders Negotiate – Understanding the Difference between Leadership and Management, Free Report, Cambridge (Mass.) 2015, pp. 1–31.

Harvard Law School: – Sales Negotiations – How to get to Win-Win, Negotiation Special Report, Cambridge (Mass.) 2013c, pp. 1–25.

Harvard Law School: Win-Win or Hardball? Learn Top Strategies from Sports Contract Negotiations, Free Report, Cambridge (Mass.) 2012c, pp. 1–9.

Medvec, Victori H./Leonardelli, Geoffrey J./Galinsky, Adam, D./Claussen-Schulz, Aletha: Choice and Achievement at the Bargaining Table: The Distributive, Integrative and Interpersonal Advantage of Making Multiple Equivalent Simultaneous Offers, IACM 18th Annual Conference, June 1, 2005, pp. 1–30.

Online Sources

Changing minds: http://changingminds.org/disciplines/negotiation/tactics/tactics.htm (last downloaded on 02.5.2018).

Harvard Law School – Program on Negotiation – Daily Blog: http://www.pon.harvard.edu/ blog/ (last downloaded on 16.02.2018).

Karrass: http://www.karrass.com/blog/ (last downloaded on 02.5.2018).

Peter Barron Stark Companies – Blog: http://www.peterstark.com/category/negotiating-tactics/ (last downloaded on 02.5.2018).

Soll, Jack B./Milkman, Katherine L./Payne, John W.: A User’s Guide to Debiasing, http:// www.opim.wharton.upenn.edu/~kmilkman/Soll_et_al_2013.pdf, 2014, pp. 1–29 (last downloaded on 02.5.2018).

The Negotiator’s Magazine: http://negotiatormagazine.com/index.php (last downloaded on 02.5.2018).

The New Palgrave Dictionary of Economics: http://www.dictionaryofeconomics.com/articles_ az (last downloaded on 02.5.2018).

Voeth, Markus/Herbst, Uta/Sandstede, Christoph: Battle of the Sexes, Universität Hohenheim, 2006, available under: https://verhandlungsforschung.uni-hohenheim.de/fileadmin/einrichtun- gen/verhandlungsforschung/files/1battleofthesexes.pdf (last downloaded on 02.5.2018).