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Section 4: References


  • Beyond reason, Using emotions as you negotiate. Roger Fisher and Daniel Shapiro. Random House Business Books 2005.
  • Changing Behaviour – A Public Policy Perspective. Australian Public Service Commission, 2007.
  • The Creative Brain Field Book. Ned Herrmann. Ned Herrmann Group, 1995.
  • The Gentle Art of Persuasion, How to argue effectively. Chester Porter QC. Ramdom House Sydney 2005.
  • Getting to Yes. Roger Fisher, William Ury and Bruce Patton. Arrow Books 1997.
  • How to win friends and influence people. Dale Carnegie. Angus & Roberston 1981.
  • Influencer; The Power to Change Anything. Kerry Patterson, Joseph Grenny, David Maxfield, Ron McMillan and Al Switzler. McGraw-Hill, 2007.
  • The Negotiation Fieldbook. Grande Lum. Macgraw Hill 2005.
  • Persuasion and Influence. Bruce Hilliard. Woodsland Press Sydney 2010.
  • People Skills. Robert Bolton. Schuster & Schuster 1986.
  • The Psychology of Persuasion. Robert Cialdini. Allyn & Bacon 2010.
  • The Whole Brain Business Book. Ned Herrnmann. Mc Graw Hill 2006.


  • Cialdini, R. B. (2001). The science of persuasion. Scientific American, 284, 76-81.
  • Kipnis, D., Schmidt, S.M., & Wilkinson, I. (1980). Intraorganisational influence tactics: Explorations in getting ones way. Journal of Applied Psychology, 65, 440-452.
  • Lewin, K. (1982). Group decision and social change. In G.E. Swanson, T.M. Newcomb, & E.L. Hartley (Eds.), Readings in social psychology. New York: John Wiley.
  • Sagarin, B. J., Cialdini, R. B., Rice, W. E., & Serna, S. B. (2002). Dispelling the illusion of invulnerability: The motivations and mechanisms of resistance to persuasion. Journal of Personality and Social Psychology, 83, 526-541.


Last reviewed: 
29 March 2018