Advanced General Reading

Negotiating with Giants by Peter D. Johnston

Decision Analysis by Howard Raiffa

The Art and Science of Negotiation by Howard Raiffa

The Manager as Negotiator by David Lax and Jim Sebenius

The Strategy of Conflict by Tom Schelling

The Psychology and Mindset of Effective Negotiators

Co-opetition by Adam Brandenburger and Barry Nalebuff

Emotional Intelligence by Daniel Goleman

Influence: The Psychology of Persuasion by Dr. Robert Cialdini

Judgment Under Uncertainty: Heuristics And Biases edited by Daniel Kahneman, Paul Slovic, and Amos Tversky

Negotiating Rationally by Max Bazerman and Margaret A. Neale

International Negotiations

Bargaining Across Borders by Dean Allen Foster

On The Manner of Negotiating with Princes by Francois de Callieres

To End A War by Richard Holbrooke

Labor-Management Negotiations

Getting Disputes Resolved by Bill Ury, Jeanne Brett and Stephen Goldberg

Male-Female Negotiations

In a Different Voice by Carol Gilligan

Women Don’t Ask by Linda Babcock and Sara Laschever

Leadership Negotiations

The First 90 Days by Michael Watkins

Negotiation Journals

Influence and Negotiation in a Sales Environment

Conceptual Selling by Robert Miller and Stephen Heiman

Spin Selling by Neil Rackham

The New Strategic Selling by Stephen Heiman and Diane Sanchez

An Introduction

Getting To Yes: Resolving Disputes Without Giving In by Roger Fisher, Bill Ury, and Bruce Patton

Getting Past No by Bill Ury

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