Articles > Negotiate to Success Suggested Reading
Negotiate to Success Suggested Reading
by David Bryson
Norton Media
Bargaining for Advantage
By G. Richard Shell
Published by Penguin
Shell is Director of The Wharton Executive Negotiation Workshop. This book is an easy-to-read exposition of his (American) training on the subject. Highly recommended.
Smart Negotiating
By James Freund
Published by Simon & Schuster
Easy-to-read, real-world thoughts from this New York lawyer
"Mutual Gains" approach to negotiation (the Harvard approach)
Getting to Yes
By Fisher and Ury
Published by Arrow Business Books
Classic
Getting Past No
By William Ury
Published by Bantam
Builds on" Getting to Yes"
Negotiation and Conflict Resolution
Published by Harvard Business School Press
A selection of (Harvard) thinking on negotiation practice and managing conflict in organisational settings
"Negotiation" - a newsletter from Harvard
Go to www.pon.harvard.edu/publications/journal.php
Or, in the UK: www.blackwellpublishing.com/nejo
Carries a subscription, but well worth it.
"Harvard Business Review" - the famous journal
Go to www.hbsp.harvard.edu
Often includes articles on negotiation and closely related subjects.
The Art and Science of Negotiation
By Howard Raiffa
Published by Harvard University Press
A famous standard text and a sophisticated guide to cooperation and competition. Technical in places and heavy-going.
Negotiation Analysis
By Howard Raiffa et al
Published by The Belknap Press of Harvard University Press
Sub-titled" The Science and Art of Collaborative Decision Making" this is a synthesis of four major approaches to decision-making. Theoretical - for serious students of the subject.
The Handbook of Dispute Resolution
Edited by Michael Moffitt and Robert Bordone
Published by PON at Harvard Law School
The cover-note describes this collection of writings as "...an essential, cutting-edge reference for all practitioners, students, and teachers in the field of dispute resolution." Accurate and gives the flavour.
Win-Win
Win-Win?
By Andrew Cox
Published by Earlsgate Press
An easy-to-read and pithy critique of the much-misunderstood win-win approach to negotiation
Industrial/Labor Relations
A Behavioral Theory of Labor Negotiations
By Richard Walton and Robert McKersie
Published by ILR Press
A classic text, with a theoretical emphasis
From Chester Karrass
Both books largely outdated but with some merit, and easy to read
Published by Harper Business
Give and Take
200 tactics and strategies.
The Negotiating Game
A basic text book, with some interesting research findings
Cross-cultural negotiation
Riding the Waves of Culture
By Fons Trompenaars and Charles Hampden-Turner
Published by Nicholas Brealey
A classic text on cultural diversity in business
When Cultures Collide - Leading Across Cultures
By Richard D. Lewis
Published by Nicholas Brealey
A classic text on global business and communication
The Global Negotiator
By Jeswald W. Salacuse
Published by Palgrave Macmillan
A recommended exposition of the skills required for successful global deal making
Communication
Difficult Conversations
By Douglas Stone et al
Published by Penguin
"This ground-breaking book will give you the know-how to tackle even the most challenging conversations."
Time To Think
By Nancy Kline
Published by Cassell Illustrated
A model of human interaction that improves the way people think. Listening is the core of this method.
Psychology
I'm OK - You're OK
By Thomas Harris
Published by Arrow Books
Easy- to- read and entertaining introduction to transactional analysis. A classic.
Games People Play
By Eric Berne
Published by Penguin
Seminal work on the psychology of human relationships
Introduction to Psychology
By Atkinson, Atkinson, Smith, Hilgard
Published by Harcourt Brace Jovanovich
Selected sections only
Does what it says on the cover
Persuasion and Influence
Influence - Science and Practice
By Robert Cialdini
Published by Allyn and Bacon
Influence - The Psychology of Persuasion
By Robert Cialdini
Published by Collins Business Essentials
Yes! 50 secrets from the science of persuasion
By Goldstein, Martin and Cialdini
Published by Profile Books
How to frame a message: the art of persuasion and negotiation
Article by Lyle Sussman
Published by Business Horizons/HBS Publishing
Influencing with Integrity
By Genie Z. Laborde
Published by Crown House Publishing
NLP-based work on communication, including non-verbal communication, talking, listening and rapport