Bibliography : Negotiation : General

Asherman, I., Asherman, S. (Eds.) (2001). The Negotiation Sourcebook (2nd ed.). Amherst, MA: Human Resource Development Press. What more can we say? This is the second edition of our book of readings. A significant number of new articles make this a valuable resource for today’s negotiator.

Barlow, C. W., & Eisen, G. P. (1983). Purchasing Negotiations. Boston: CBI Publishing.

Bell, R. (1977). Having It Your Way: The Strategy of Settling Everyday Conflicts. New York: W.W. Norton & Co.

Brett, J.M. (2001). Negotiating Globally: How to Negotiate Deals, Resolve Disputes, and Make Decisions Across Cultural Boundaries. San Francisco: Joey – Bass.

Brooks, E., Odiorne, G. (1984). Managing By Negotiations. New York: Van Nostrand Reinhold.

Calero, H.H. (1979). Winning the Negotiation. New York: Hawthorn Books Inc.

Callieres, F. (2000). On the Manner of Negotiating with Princes: Classic Principles of Diplomacy and the Art of Negotiation . New York: Houghton Mifflin Company.

Camp, J. (2002). Start with No: The Negotiating Tools that the Pros Don't Want You to Know. Crown Publishing Group.

Cohen, H. (1981). You Can Negotiate Anything. Secaucus, NJ: Lyle Stuart, Inc.

Cohen, S.P. (2002). Negotiating Skills for Managers. (Briefcase Books Series.) The McGraw-Hill Companies.

Dietmeyer, B.J. (2004). Strategic Negotiation: A Breakthrough Four-Step Process for Effective Business Negotiation. Dearborn Trade.

Dukes, F. E., Piscolish, M.A., & Stephens, J.B. (2000). Reaching for Higher Ground in Conflict Resolution: Tools for Powerful Groups and Communities. San Francisco: Joey – Bass.

Fisher, R., Ury, W., & Patton, B. (1981). Getting to Yes: Negotiating Agreements Without Giving In . Boston: Houghton Mifflin. The book that made the case for principled negotiation. This is a must for anyone interested in negotiation.

Greenburger, F., & Kieran, T. (1978). How to Ask for More and Get It: The Art of Creative Negotiation. Garden City, New York: Doubleday & Co.

Harris, C. (1983). Business: Negotiating Power. New York: Van Nostrand Reinhold.

Harvard Business School Press. (2000). Harvard Business Review on Negotiation (a Harvard Business Review Paperback). Harvard Business Publishing.

Hindle, T. (1999). Essential Managers: Negotiating Skills. DK Publishing, Inc.

Illich, J. (1973). The Art and Skill of Successful Negotiation. Englewood Cliffs, NJ: Prentice-Hall.

Irwin, R. (2005). Tips and Traps when Negotiating Real Estate. The McGrawl-Hill Companies.

Jandt, F.E. (1980). Win-Win Negotiating: Turning Conflict into Agreement. New York: Fawcett Columbine.

Karrass, C. L. (1974). The Negotiating Game. New York: Thomas Y. Crowell Publishers.

Kennedy, B., & Kennedy, M. (1982). Managing Negotiations: A Guide for Managers, Labor Leaders, Politicians, and Everyone Else Who Wants to Win. Englewood Cliffs: Prentice-Hall.

Kritek, P.B. (2002). Negotiating at an Uneven Table: Developing Moral Courage in Resolving Our Conflicts. Wiley, John & Sons, Inc.

Latz, M.E. (2004). Gain the Edge!: Negotiating to Get What You Want. St. Martin's Press.

Lax, D. & Sebenius, J. (1987). The Manager as Negotiator. New York: The Free Press. This book provides a detailed look at how to implement the mutual gains approach. A great combination of theory and practical advice.

Lax, D. & Sebenius, J. (1987). The Manager as Negotiator. New York: The Free Press. This book provides a detailed look at how to implement the mutual gains approach. A great combination of theory and practical advice.

Levin, E. (1980). Negotiating Tactics: Bargaining Your Way to Winning. New York: Fawcett Columbine.

Lewicki, R.J. & Litterer, J. (1985). Negotiation. Homewood, Ill: Richard D. Irwin, Inc.

Lewicki, R. J. & Hiam, A. (1999). The Fast Forward MBA in Negotiating and Deal Making. New York: Wiley. Filled with great information, this is the perfect book to carry in your briefcase on that long business trip. Written in a very easy to digest style.

Lum, G. (2005). The Negotiation Fieldbook: Simple Strategies to Help You Negotiate Everything. The McGraw-Hill Companies.

Miller, L.E. (1997).Get More Money on Your Next Job: 25 Proven Strategies for Getting More Money, Better Benefits and Greater Security. The McGraw-Hill Companies.

Mnookin, R.H., Peppet S.R. & Tulumello. A.S. (2000). Beyond Winning: Negotiating to Create Value in Deals and Disputes. Cambridge, Mass.: The Belknap Press of Harvard University.

Nelken, M. L. (2001). Understanding Negotiation. Cincinnati: Anderson Publishing Co.

Nierenberg, G.I. (1968). The Art of Negotiating. New York: Simon & Schuster.

Raiffa, H. (1982). The Art and Science of Negotiating. Cambridge, MA: Harvard University Press.

Scott, B. (1981). The Skills of Negotiating. Hampshire, England: Gower Publishing.

Seltz, D. & Modica, A. (1980). Negotiate Your Way to Success. New York: Farnsworth Publishing.

Skopec, E. W & Kiely, L.S. (1994). Everything's Negotiable When You Know How to Play the Game. New York: American Management Association.

Stark, P. (2003). The Only Negotiating Guide You'll Ever Need: 101 Ways to Win Every Time in Any Situation. Broadway Books.

Watkins, M. (2002). Breakthrough Business Negotiation: A Toolbox for Managers. Wiley, John & Sons, Incorporated.

Young, M. A. (2001). Rational Games: A Philosophy of Business Negotiation from Practical Reason. Westport, Conn.: Quorum Books.

Zartman, W.I. (2001). Preventive Negotiation: Avoiding Conflict Escalation. Lanham, Md.: Rowman & Littlefield.

Zartman, I.W. & Berman, M. R. (1982). The Practical Negotiator. New Haven: Yale University Press.

Zartman, W.I. (1974). Give and Take: The Complete Guide to Negotiating Strategies and Tactics. New York: Thomas Y. Crowell, Publishers.

Zartman, W.I. (1973). Fundamentals of Negotiating. New York: Hawthorn Books Inc.

Zartman, W.I. (1985). Negotiation: Readings, Exercises, and Cases. Homewood, Ill: Richard D. Irwin, Inc.

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