REFERENCES

1.For a very complete introduction to NLP, see Introducing NLP, by Joseph O’Connor and John Seymour, (London: HarperCollins, 1993).

 

2.Their map is called The Meta Model. Please see The Structure of Magic 1 by Richard Bandler and John Grinder (Science and Behaviour Books, 1975).

 

3.A Yiddish word, meaning having a lot of nerve

 

4.For much more complete information on how to negotiate, please see Fischer and Ury’s Getting to Yes, Ury’s Getting Beyond No, and Fischer’s Beyond Machiavelli.

 

5.“Foils” is the British term for overhead transparencies.

 

6.See the Resources section for details

 

7.This “dividing by 10” is from a skit in the British hit comedy television series: Monty Python’s Flying Circus.

 

8.Blake, R.R. and Mouton, J.S., The Managerial Grid (Houston: Gulf Publishing Co., 1964).

9.Tannen, Deborah, Ph.D., You Just Don’t Understand: Women and Men in Conversation (New York: Ballantine Books, 1991).

 

10.Based on Rodger Bailey’s findings

 

11.The Statistic Kappa was introduced to measure nominal scale agreement between a fixed pair of raters (p. 378, Psychological Bulletin, 1971, Vol. 76, No. 5)