^[1] Jim Cathcart, The Eight Competencies of Relationship Selling (Washington, DC: Leading Authority Press, 2002).

^[2] Jeffrey K. Liker and Thomas Y. Choi, "Building Deep Supplier Relationships," Harvard Business Review, December 2004.

^[3] See, for example, Robert Cialdini, Influence: The Psychology of Persuasion (New York: HarperCollins, 1998).

^[4] Lee Alan Dugatkin, "Discovering That Rational Economic Man Has a Heart," Cerebrum, the Dana Foundation e-journal, July 2005, http://www.dana.org/news/cerebrum/detail.aspx?id=748

^[5] Alan B. Goldberg and Bill Ritter, "Costco CEO Finds Pro-Worker Means Profitability," ABC News 20/20, August 2, 2006, http://abcnews.go.com/2020/business/story?id=1362779

^[6] Sarah Brosnan and Frans deWaal, "Monkeys Reject Unequal Pay," Nature, September 18, 2003.

^[7] Much work has recently been produced by the behavioral economists countering the myth of man as "homo economicus," a perfectly rational economic calculator. I recommend as a starting place, Daniel Ariely, Predictably Irrational: The Hidden Forces that Shape Our Decisions (New York: HarperCollins, 2008).

^[8] Joel Brockner, "Why It's So Hard to Be Fair," Harvard Business Review, March 2006.

^[9] For a fascinating account of this episode, see Priya Ghandikota, "When 'Power Failures' Undermine International Business Negotiations: A Negotiation Analysis of the Dabhol Power Project," master's thesis, Fletcher School of Law and Diplomacy, 2002, http://nils.lib.tufts.edu/Fletcher/PriyaGhandikota1.pdf

^[10] James Luckey, "Lessons from Dabhol," Energy Markets, October 2001, p. 20.

^[11] Times of India, January 25, 2002, http://timesofindia.indiatimes.com/Agreeing-to-Enrons-tariff-was-a-mistake-Govt/articleshow/358654838.cms.

^[12] KPMG, "Unlocking Shareholder Value: The Keys to Success," Mergers and Acquisitions: Global Research Report, 1999, http://pages.stern.nyu.edu/~adamodar/pdfiles/eqnotes/KPMGM&A.pdf

^[13] See, for example, Roderick M. Kramer, "Trust and Distrust in Organizations: Emerging Perspectives, Enduring Questions," Annual Review of Psychology, 50, 1999, pp. 569–598.

^[14] KPMG, "Alliances and Joint Ventures: Fit, Focus and Follow-Through," Transaction Services Advisory, June 2005.

^[15] Nirmalya Kumar, "The Power of Trust in Manufacture-Retailer Relationships," Harvard Business Review, November 1996.

^[16] E. W. Larson and J. A. Drexler Jr., "Barriers to Project Partnering: Report from the Firing Line," Project Management Journal, 1997, pp. 46–52.

^[17] Author's interview with Dr. Kim Yong-Ho, June 23, 2008.

^[18] "Singapore's Port Faces New Competition from Malaysia," Asian Economic News, August 28, 2000, and "Singapore Port Faces Up to Competition," Financial Times, July 2, 2002.

^[19] Dale Carnegie, How to Win Friends and Influence People (New York: Pocket Books, 1998).

^[20] Geert Hofstede, Cultures and Organizations (New York: McGraw-Hill, 1997).

^[21] William James, Principles of Psychology (Cambridge, MA: Harvard University Press, 1981), p. 313. (Originally published in 1890.)

^[22] "Negotiating Without a Net: A Conversation with the NYPD's Dominick J. Misino," Harvard Business Review, October 2002. Officer Bruce Wind of the Seattle Police Department's Hostage Negotiations Team, however, makes it clear that the "little something" Misino refers to is definitely modest: "When a subject demands '$1 million,' the negotiators actually hear 'a 6-pack of soda.'" Bruce A. Wind, "A Guide to Crisis Negotiations," FBI Law Enforcement Bulletin, October 1995.

^[23] Quoted in Stephen L. Vaughan, Encyclopedia of American Journalism (New York: Routledge, 2007), p. 70.

^[24] Abraham Maslow, Motivation and Personality, 2nd ed. (New York: Harper & Row, 1970).

^[25] Ellen Langer, Mindfulness (New York: Perseus Books, 1989).

^[26] Abraham Lincoln, address to Springfield Washington Temperance Society, February 22, 1841.