The Queen Movie Analysis

Running head: “THE QUEEN” MOVIE ANALYSIS
Movie Analysis
Stephen Fears of 2006 “The Queen” Analysis within Negotiation Parameters
Wanda Hudson
2016
Source: https://www.youtube.com/watch?v=a4cWkSF6irc

“THE QUEEN” MOVIE ANALYSIS 2
Stephen Frears’s (2006) “The Queen” movie is based on the reality of the Royal Family’s
lives and at the same time represents the political environment during that time. It is very
important to understand the connection between both external and internal worlds. According to
Modern Britain Developments in Contemporary British Society (2012), the Queen’s role is the
formation of a new government after a general election. Traditionally, the House of Commons
announce one winner of a majority party, then the Monarch will ask that winner to form a new
government. The Prime Minister, Tony Blair, was invited by the Queen Elizabeth II to accept
his new title and responsibilities while representing the Monarchy; especially her as the Queen.
In 1997, there was the negotiating meeting in regards to the Primer Minster’s role prior to
the Diana’s death tragedy and two months later after the tragedy between the Queen Elizabeth II
and the Prime Minister, Tony Blair, at Balmoral Castle. The rest of their meetings took place at
various settings when the Royal Family has suffered from a break –down of its image as a
‘model family’ and mingled in our current social family structure, which created certain biases
while still clinging to the tradition and protocol of old culture. However, the Princess Diana’s
tragic death shook the ground of the old paradigm and forced to accept the modernized solution
such as to come to terms with public expectation within the frames of the modern media
world. This solution helped to survive not only Royal Family’s tragedy but the Monarchy as the
institution itself.
The events were developed rapidly leading into a few very politically and personally
important negotiations among the Prime Minister’s, Tony Blair, coalition and the Queen’s
Elizabeth II coalition in regards to the Princess Diana’s funeral arrangements tied among
communication that were about who said what in which channel to whom with what effects.
While the House of Commons negotiated with both the Queens’ advisers and the Primary

Minister, the Queen had to exercise some political judgment in her faulty cognition decision and
to accept the advice of the Prime Minister. Both of them struggled to reach a compromise in
how the Royal Family should respond publicly to the tragedy while balancing the family’s need
for privacy and the public demand with an outward show of morning.
Accepting the Prime Minister’s advice, not only restored the reputation of the Queen but
also earned a victory for the Prime Minister. In spite of the ups and downs in the public standing
of the Monarchy as of a whole and of individual members of the Royal Family, the Prime
Minister, Tony Blair, expands the pie not only by seizing the opportunity to enhance his
popularity and to repair the Queen’s reputation but also to save the entire Monarchy as the
institution itself and to ease Britain’s grief.
These concessions were win-win outcomes for all within the frames of an integrated
negotiation. The Queen did overcome the Royal protocol of old tradition and her apathy to their
former daughter-in- law, the Princess Diana. She followed the Prime Minister’s advice and a new
protocol: to lower the flag, grant a public funeral for Diana, return to London to mingle with
mourners, reciprocate publicly the overwhelming public grief as people’s Queen and
grandmother from her heart. The Queen have also revealed her shock at the public outpouring
over the Princess’ Diana death. Public opinion believes that Diana was treated shabbily in life as
treating her now in death by Royals. The Prime Minster was in a position of balancing inquiry
and advocacy during the negotiation process. Combined interests in principles lead to innovative
solutions: generated opinions for multiple gain, Blair convinced the Queen to make concessions
at key moment while both sides focused on establishing effective long- term relationships.
Planning, Preparation, and Strategy
The successful negotiation requires all inclusive negotiation parameters of planning,

preparation, and strategy. Those parameters are the primary tools of the successful negotiation
planning process. The planning questions shall address the major factors, assemble information,
and arguments by preparing parties to achieve their goals during negotiation. Lewicki and
Milton (2006) developed the detailed planning questions such as:1) understanding the issues, 2)
assembling the issues and defining the bargaining mix, 3) defining the interests, 4) defining
limits, 5) defining targets and openings, 6) knowing constituencies, 7) opposite negotiators, 8)
selecting a strategy, 9) planning the issue presentation and defense, and 10) protocol (Lewicki &
Milton, 2006; pp. 495-496). Without an accurate planning and preparation, the strategy part of
any negotiation will be ineffective.
The negotiation process has stages that involve parties to bargain systematically while
allocate scare resources and maintain each other’s’ interest. The sequencing process is a building
block of any negotiation. According to the EduNote.com information (n; d) there are five (5)
steps of negotiation process: 1) preparation and planning, 2) definition of ground rules, 3)
clarification and justification, 4) bargaining and problem solving, and 5) closure and
implementation. Also, should be planned creatively with a few Best Alternatives to a Negotiated
Agreement (BATNAs) without guarding themselves against reaching agreements where they
give too much or receive too little. Negotiation process’ stages are the guiding map for both
experienced and new negotiators.
Analyzing this movie both parties demonstrated their planning, preparation, and strategy
techniques: The Prime Minister employed the joint strategy and the Queen employed the
unilateral strategy. This movie is an excellent example for students in terms of negotiation
process. Within this movie, the Prime Minister, Tony Blair, for his first meeting with the Queen
Elizabeth II had to familiarize with customs and to plan every detail of their meeting ahead;

while the Queen was examining his and his wife’s backgrounds. They started their first meeting
by building rapport and establishing trust. In the back of their minds, they always thought about
their strategies and flexible venues on how to achieve their goals. BATNA shall be included
too. However, need to remember that BATNA is not interested in the objectives of a
negotiation, but in the determination of specific action if an agreement is not reached within a
certain time frame (Venter, n; d). Resolving from BATNA perspective, the Prime Minister,
Tony Blair and the House of Commons team come up with the strategy to offer the celebrities
instead the servicemen. Finally, “the government will respect the Queen’s wishes either way;
however, not accepting the Prime Minister’s advice it could cost an unrepairable political
damages and public mistrust,” said Tony Blair to the Queen (Frears,2006).
Within the frames of planning and preparation prior negotiation parties must be aware of
conflict history leading to the negotiation, the people involved and their perception of the
conflict expectations from the negotiation. The better parties are prepared, the better they will
negotiate. In the movie, the conflict was over the Princes Diana’s public funeral arrangement
instead of a private funeral for her as the Royal family preferred. The history of conflict started
after Prince Charles and Princes Diana’s divorce but have escalated even more after the tragic
Diana’s death. The Queen Elizabeth II brutally stated that the divorced Diana was legally no
longer a royal and not a member of the Royal Family that why Diana deserved not a royal public
funeral. Technically, the Queen was right, but in terms of modern celebrity worship, she was
wrong. This may or may not represent progress.
While Elizabeth struggles with her own reaction to a sequence of events, she was unable
to comprehend the public response to the tragedy either. The Prime Minister understood the
background of the Queen and where she came from and her divided heart. It took some time to

come out of the shock and to search her own heart in order to accept the offer of expanding the
pie and integrative decision. Tony Blair had a mom that was the similar age as the Queen
Elizabeth II, which helped him to understand her better and to be patiently persistent with her
because the people needed reassurance and support from their Queen. The Prime Minister’s
primary goal was to find a way to reconnect the Queen Elizabeth II with the British people again.
Negotiating parties shall be aware of their environments and be flexible for any
opportunity in order to accomplish their strategic goals. Sometimes, for a mutual gain parties
must compromise their goals by reevaluating their own self-serving biases. The Queen was
clinging to an old paradigm values and apathy in regards to her daughter -in -law, but she had
agreed with the Prime Minister’s recommendations on their future strategies for everyone's
mutual gain and to avoid faulty cognition damages. The chosen correct strategy had prevented
the Queen from a law of small numbers repeated behavior and she was more aware of the Prime
Minister's strategies when after the Royal family tragedy, he returned for a different subject
matter negotiation.
Differentiation between Integrative and Distributive Processes in the Negotiation
Differentiation between integrative and distributive processes in the negotiation can
shape how parties judge the trust. Within distributive processes, there is a tendency to focus on
the risk factors, while neither party tends to consider the other party’s viewpoint or reciprocate
the trust prior to making a decision, which creates a win- lose destructive situation to both
parties. Greater expectations of trust lead to greater information sharing and vice versa by
positioning parties within integrative processes where all parties receive mutual gain at least
partially to their initiated goals. Integrative bargaining is a win –win situation for both parties
but sometimes at the beginning of the negotiation, appears to be a win –lose situation. The

negotiation between the Queen Elizabeth II and the Prime Minister, Tony Blair, started within
the frames of a distributive process, while she struggled with her reaction to a sequence of events
and traditional royal protocol enabling her to see the risk factors in public mistrust and potential
political damages.
Legally, the Queen was right to consider the divorced. Diana no longer was a part of the
Royal Family and not deserving a royal public funeral, but in terms of Diana’s popularity as
‘People’s Princess’ and self-announced ‘Queen of People’s Hearts’ as well as in public opinion
the Royal Family’s behavior have caused indirectly Diana’s life and now this kind of disrespect
to her death that could contribute to certain political damages and mistrust of leaders, she was
wrong. The situation became difficult, there is no longer room for a distributive process within
the negotiation, but is an urgent need for damage control that might prevent disasters.
Within the framing process context, Tony Blair started to exercise his Prime Minister’s
right directly saying to the Queen – “as your Prime Minister, I believe that is my Constitutional
responsibility and duty to advise you in: 1) fly the royal flag, 2) return to London, 3) pay respect
to Diana in person, and 4) make her royal statement on TV to the British people” (Frears,
2006). These steps just might prevent political disasters from the threat to shake the Monarchy
itself. The Prime Minster goal and duty were to reconnect the Queen Elizabeth II with her
people again, as at the same time, expanding the pie for mutual gain. This scenario is an
integrative bargain process which at the beginning appeared to be win –lose situation.
The trust is the primary component of an integrative negotiation process, while a
distributive process is based on the framing biases and considered old fashioned. A win-win
solution benefits all players of the negotiation and expands the pie to the third parties. Everybody
wins. According to Kraft (2011) four (4) key integrative negotiation tactics such as: 1) establish

the relationship of trust, 2) generate options for mutual gain, 3) convince your side to make
concessions at key moments, and 4) negotiate for the long term. Within the movie, those tactics
were fully developed from establishing relationship of trust during their first meeting to
negotiating for the long term relationship after the tragedy because the Prime Minister, Tony
Blair, convinced the Queen Elizabeth II to make her concessions at key moment when she was
on the line to lose the public trust as generated options for mutual gain and his own popularity.
Communication Processes and Activities
Communication is about who says what in which channel to whom with what effects. I
believe that the ability to effectively communicate is a primary skill. When we communicate we
speak, listen, and observe. The communication process is a simple model of the key elements
such as: sender- messenger– receiver, demonstrating many factors that can affect communication
during the negotiation. Communication is effective if the message that received is the same one
that is indented to be. Poor communication can waste time and energy or even cause conflict
between negotiating parties. The empirical evidence revealed that communication patterns
(learned behavior) during five (5) minutes of a negotiation have a large effect on negotiated
agreements for both parties. Communication usually starts by asking questions, building rapport
and establishing trust between the parties. This process was demonstrated during the very first
negotiation meeting among the Queen Elizabeth II and the Prime Minister.
Communication is the process of sharing our thoughts and feelings with other people as
at the same time being understood by the people we are communicating with. The effective
communication becomes increasingly more important today than ever before. Communication
within negotiation parameters covers a wide –ranging number of topics such as: 1) how people
communicate in negotiation, 2) the characteristics of language such as: the logic level that

represents offers, the pragmatic level that represents style, and 3) the selection of communication
channel (Luck, 2014; pp.143- 151). Usually, negotiations start with offers, counteroffers, and
motives. Later on expands to information about alternatives and outcomes, social accounts and
communication process itself. Every communicative act either verbal or nonverbal conveys
meaning and the specific message. Also, depends on the communication channel delivering the
intended message. The entire melting pot of communication processes specified above was used
in this movie during negotiations among multiple parties.
The communication process is triggered when one party makes a conscious or an
unconscious decision to share the message with another party. The context, place, and time of
triggered communication were a big impact on how the message was received. Within the movie,
combination of audience and effect analysis composed the message of structure and function by
distinguishing it from following communication in society: the surveillance of the tragedy itself,
the correlation of the parts of society in responding to the tragedy and to both internal and
external environmental constraints within the union of the Royal Family, and the transition of the
social heritage from one generation to the next within modern time. In addition, communication
processes were employed affirmatively via media and press for the purpose of establishing
contact with coalitions within the frontiers of the other party. There were the values at stake
appropriate to leaders rank, government, and public. Furthermore, those values at stake imply
certain criteria of efficiently or inefficiency in communication. The communication process was
efficient to the degree because some rational judgments were facilitated.
Persuasive Processes and Activities
Persuasion is a process of inducing others into accepting a point of view by means of
reasoning and argumentation. The importance of mastering the persuasion skills is vital for

addressing a complex mix of today’s challenges. The processes of persuasion, compromise,
consensus building and negotiation contribute to the resolution of conflicts and differences.
Effective persuasion is achieved when parties arrive at shared and mutually beneficial
solutions. Like power, persuasion can be a force for an enormous good. When parties are facing
a risk to lose resources, time, and power, then they will become reluctant to open themselves to
persuasion. The credibility of persuaders and ability to show it as shared benefits and advantages
to the other party are vital variables for effective persuasion.
Within the movie, Tony Blair suggests several times that the Queen make a statement
about the Princess Diana’s tragedy in order to console her people. At first, she degrades the
suggestion but softens her perspective with Tony Blair’s persuasive persistence. The most
persuasive piece of information Prime Minister Blair presented to the Queen was recent polls of
the people. These polls showed that a majority (70) percentage of the country’s people felt they
would rather the Monarchy was abolished. That is when the Queen started listening. When she
had everything to lose. She had to start trusting Blair. After all, he was the only one on her side.
She was hated by the people “for about a half hour” and had nothing to lose by listening to Blair.
Blair was elected Prime Minister by the people before the tragedy. His credibility was
established in the country and internationally because he gave the people what they wanted, a
beautiful statement about the Princess, which included “The People’s Princess”. This statement
alone brought Blair’s credibility to another level. He wanted the Queen to go to Buckingham
Palace and pay homage to the Princess and his persuasion paid off. She accepted his (and people)
point of view, compromised and went to Buckingham Palace. The consensus showed this is what
needed to be done. And finally, the Queen was on board.

Social Contextual Observations and Effects
The social structure plays a very important role in regards to making important decisions.
The constituents and the social context may influence the received information and decision-
making process. There are three (3) types of social context in any negotiation: 1) social
cognition is a perceiver’s processes of the social information, 2) contextualized social cognition
is particular social contexts’ stimuli on an individual’s cognition, and 3) socially shared
cognition is interaction that produces cognition (Kramer & Messick, 1995). Also, there is four
(4) key social context factors: 1) constituents or negotiation parties, 2) social knowledge and
goals, 3) social norms of an institution, and 4) communication (Kramer& Messick, 1995; pp.4-
10). In other words, social context is the certain social actors and situations. The constituents of
the Queen- influenced her throughout the movie. Her mother, Queen Elizabeth only knew the old
ways and frankly, none of the Royal family had experience with an event like this in their
lifetimes. For her mother to support any of these new ideas (flying the flag at half -mast, having a
public funeral at Buckingham Palace) was too far for her norm to understand. Philip, her
husband did not appear to be a deep thinker and there was no gray area for him. He only knew
what he had experienced and could only go along with a precedence, so he could not support
what had not been done prior or he experienced it. Tony Blair, the Prime Minister came from a
completely different direction which could not be recognized by the three (3) members of the
Royal Family. The Queen was torn between old world protocol customs (quiet and dignified)
and the new world opinions of her people. The Queen was experienced enough to know that
ultimately it was her decision, good or bad that would affect her directly. It was Tony Blair’s
opinion, the opinion of the people, her perception of being hated and the Monarchy being

abolished that brought her to her decision to conform to the new world. She had the power to
make a new protocol and customs.
Power Processes and relationships
The definition of power is the ability to bring desired outcomes in a preferred way.
French and Raven identified five (5) major type types of power: 1) expert power, 2) reward
power, 3) coercive power, 4) legitimate power, 5) referent power (Luck, 2006; pp.154). Frames
within the negotiation are the tools to resolve the conflict, use the legitimate power, and to set the
direction. There are a few types of frames that parties use in their disputes such as: 1)
Substantive ( what the conflict is about), 2) Outcome ( a predisposition of achieving specific
result), 3) Aspiration ( a predisposition toward satisfying a broader set of interests or needs in the
negotiation), 4) Process ( how is going be done), 5) Identity ( how the parties define themselves),
6) Characterization (how parties define others parties), 7) Loss-gain ( how the parties define risk
or gain) specified in (Luck, 2006; pp-116-117). More than one frame can be used. However,
mismatches in frames may escalate the conflict.
Traditionally, the parties in conflict mostly use one of this three (3) frames: 1) Interests
(need, desire, or want), 2) Rights (standard rule and formal or informal arbitrators makes the
decision), 3) Power (legitimate authority, positional economic pressure, and so on) in order to
resolve their issues (Luck, 2014; pp.118). These types of negotiation frames help to reinforce
legitimate power or authority. The negotiations between the Prime Minister and the Queen
behaved within parameters of interests, rights, and power frames.
The Prime Minister, Tony Blair used his legitimate power and his Constitutional right
and duty toward satisfying a broader set of interests and needs. In other words, Blair made a
lemonade from lemons. The Queen compromised her power for the greater good, she humbled

and mingled with public, she did not constrain herself by doing all or nothing, both good
information and public pressure allowed her to do the best what she can by managing the process
and distinguishing between old and modern paradigm by saving both her own reputation and the
Monarchy itself. For compromising her power and acknowledging Britain’s grief, the Queen was
rewarded internally and externally with the flowers – “they are for you Maam,” said a little girl.
This was the respond from the Universe for finally doing the right thing.
Relationships within negotiations
Relationships are the process of balancing inquiry and advocacy during the negotiation
process. Any relationship starts with establishing rapport and building the trust. The three (3)
main elements within both relationships and negotiations are: 1) reputation, 2) trust, and 3)
justice. Reputation and trust are shaped by past behavior. Trust tends to cue cooperative
behavior. That is why the public trusted in the Queen’s reputation to do the right thing towards
Diana’s funeral arrangements and respect.
The Queen trusted the Prime Minister and cooperated with his recommendations. Tony
Blair worked hard balancing inquiry and advocacy during the negotiation in regards Diana’s
Funeral arrangements. The cornerstone of his proposal and actions was trust in him by the Queen
herself, foreign agents, constituencies, and public. Blair tried very hard to save the Queen’s
reputation and trust within the people’s eyes because when reputation and trust are lost they are
hard to repair.
Justice of all forms (distributive, procedural, interactional, and systemic) is being
referred to as what is fair or just. People wished justice of all forms for Diana and they had faith
in the Queen that she will do the right thing. Also, all constituencies valued their relationship
with each other and do not want to damage it or to endanger future interactions. Furthermore, all

parties were tied- up not only by the relationship interests but all of them also have interests in
principle that elaborated to resolve their concern in regards to what is fair, what is right, what is
acceptable or what is not, what is ethical or what is not, what has been done in the past and
should be done now or in the future. The Prime Minister, Tony Blair, said –” messed up her life
and now is going to dishonor her death.” Prince Charles said to the Queen– “for God’s sake she
is the mother of your grandchildren” … Bringing interests in principles will lead to innovative
solutions.
Multi – party or Third Party Processes
Prior to negotiation, team members must pool their ideas about their interests and reach
consensus on what their want. The consensus accurately reflects the underlying interests of a
group. Within the film, all parties in their hearts had interests in principle. The Prime Minister
made an alliance with Prince Charles, the House of Commons, media, public, and linked with an
outside base such as media and foreign leaders’ reaction and response to the tragedy. Many
foreign leaders and strangers respected Diana’s life, while the Queen Elizabeth II, the former
mother-in- law, struggled with her decision to do the right thing. Finally, the Queen modified
other parties’ perceptions by interpreting what the outcomes of their proposals will be and
concealed the information from everyone, including the people’s notes – “they have your blood
on their hands” that forced her to rethink her tactics and she made a bilateral choice to
compromise her position by focusing on interests in principle.
Ethical Considerations
Ethical considerations are ethical reasoning and approaches within the negotiation
process. Furthermore, ethics are professional and social behavioral standards for what is right or
wrong in a particular situation and differ from morals that are individuals’ beliefs about what is

right or wrong. According to the Report of the High -Level Task Force on Social Cohesion in
the 21 Century (2012), social cohesion is the capacity of a society to ensure the well –being all
its members, minimizing disparities and avoiding marginalization. This is similar to interests in
principle described in the relationships within negotiation section.
The Queen Elizabeth II with the help of Prime Minister evaluated both reactions of others
and reactions of self, which lead her to feelings of discomfort and remorse. The pubic was
Diana’s voice after her death because she was the people’s princess and the queen of their hearts.
Blair felt it was the Queen’s obligation to the mother of her grandson’s that she be treated with
dignity at least at her death and not continue the apathy that was displayed towards her during
her life. Prince Charles seemed the most ethical but his hands were tied by the Queen. He did
the right thing as a human being by bringing Diana’s body home and shared his ethical concerns
with Blair; uniting them. The Queen wisely decided to compromise.
Summation
All negotiations between the Queen Elizabeth II and the Prime Minister, Tony Blair,
were an integrative, diplomatic, convincing, compromising, and conservative type. The first
negotiation influenced the current one in regards Diana’s death and as a result of well- handled
negotiation lead to a few more. Negotiations were part of the larger relationship between two (2)
parties expanding into today’s environmental context. The tension in an old protocol culture
regarding the values gain some flexibility, while values and decisions were moderated to the
different contextual instigators in the culture according to the modernized functions. The leaders
as negotiators must know and hear their audiences and sometimes shall compromise their power
for a greater good. The culture of a leader’s behavior and the ability to compromise is more
crucial today than ever. Then and today, the desired outcomes are tangible and intangible factors

craving for an international attention in order to achieve both domestic and international political
goals.
There were several types of interests among parties and their coalitions involved but
bundled with one interest in principle. Collisions against the Queen were foreign leaders, media,
and public. Coalitions that supported her, were her mom and her husband. And, undefined
coalitions that could materialized for or against her was the Primary Minister, Tony Blair, and
the Queen itself. Blair fought for the Queen’s fairness to her people by protecting her reputation
while focus on mutual interests instead her position and two bipolar dimensions among
conservatism and self- transcendence or just temporary emotionalism enabling to comprehend
the rapid events and the tragedy itself.
The Prime Minister was balancing inquiry and advocacy. He spoke openly about shared
interests via external stakeholders that helped the Queen to investigate different forecasts about
her and the Monarchy’s future. Blair seized the moment by revising and modernizing the
protocol culture and expanding the pie by sticking to his prepared strategy and concentrating on
communications while pursuing a new opportunity for himself by applying the Constitution and
his legitimate power and duty of the Prime Minister. The Queen has realized that coin flips and
that one day she might be in Diana’s place but alone if she will damage remaining relationship
and not reestablish her trust with her people. Someone has to back down. So, she agreed with
the Prime Minster recommendations and compromised her power and position for a greater good
even when Blair finally treated her position as one possible option by stating that government
will respect her decision either way.
A social behavior is as complex as a negotiation itself and tied-up by many different
factors and frames; including biases and culture. As the unprecedented outpouring of emotion

grew ever stronger, Blair searched for ways to reconnect the Queen with the British people.
However, sharing the common goal of interest in principle and fairness lead to both public and
the Queen’s faith in Tony’s Blair’s ability to negotiate positively to successful current and future
negotiations. The Prime Minster made a coordinating adjustment to the Queen and she responded
to him with her unilateral strategy by accepting his recommendations. Both of them made their
thoughts publicly for the greater good of interest in principle and future political and personal
relationships. The moral here is that no one can’t force someone to do what they don’t want but
instead to use the art of persuasion is to make them want what you want. Relationship gaps can
be closed effectively towards joint problem solving and in join opportunity finding. Negotiations
are all about the art of persuasion. While anyone can attempt to negotiate, an effective
persuasive process is an individual art of heart and mind. All it takes is to believe in yourself and
to compromise or to fight for the greater good among interest in principles!

References
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EduNote.info. (n; d).5 Steps of Negotiation Process. [Article].
Retrieved on 06/26/2016 from: edunote.info/5-steps –of-negotiation-process
Frears, S. (2006). “The Queen” [film]. Retrieved from:
https://www.youtube.com/watch?v=a4cWkSF6irc
Kraft (2011). 4 Negotiation Tactics Used to End the NFL. [Article].
Articles from Program on Negotiation at Harvard Law School.
Kramer, R. M& Messick, D.M (1995). Negotiation as a social process [ISBN 0-8039-5738-6]
SAGE Publications, Inc. Thousand Oaks, California; pp.4-10
Luck, S (2014). MSL 740 Negotiations and Conflict Resolution at Pfeiffer University.
[ISBN: 1-121-26391-7: Tailored version of Lewicki, et at. (2010). Negotiation: Readings,
Exercises and Cases. Irwin.
Mustad, J.E., Rahbek, U., Sevaldsen, J. & Vadmand, O. (2012).
Modern Britain Developments in Contemporary British Society.
[ISBN: 978-87-593-1597-2]; [Report of the High Level Task Force on
Social Cohesion in the 21 Century] Samfunds Litteratur.
Venter, D. (n, d). Negotiation Persuasion. [Article]. The Negotiation Academy.
Retrieved on 06/30/2016 from: www.negotiationtraining.com.au/articles/aproach-
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