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Negotiation books
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Negotiation
books
Note that the star ratings here are much stricter than
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Joel Edelman and Mary Beth Crain, The Tao of
Negotiation, HarperCollins, NY, 1993
 A
very different book on the subject, focusing largely on the touchy-feely
stuff. Its difference is its strength in that it adds some alternative
perspectives to the field.
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Roger Fisher and William Ury, Getting to Yes,
Business Books, 1981
 This
is still the classic reference on negotiation, borne out of the Harvard
studies of arms-limitation talks between the Americans and the Soviets in
the 70s. It almost single-handedly turned negotiation from an aggressive
battle of wits into a collaborative exercise that sought the best for both
parties. Brilliantly clear and easy to read.
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Roger Fisher and Scott Brown, Getting Together,
Business Books, London, 1989
 Another
book in the Getting to Yes, series and written in the usual clear
style. This one is about building relationships such that when you get to
negotiate, you are already most of the way there. Nowhere near as famous as
its antecedent, it is nevertheless very useful and choc-full of sage and
practical advice.
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George Fuller, The Negotiator's Handbook,
Prentice Hall, Englewood Cliffs, NY, 1991
Fuller is a professional negotiator and it shows in this detailed and
practical book. It includes many hard-nosed tactics and techniques for
different negotiating situations, including handling of conflict and
deception.
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Donald Hendon and Rebecca Angeles Hendon, How
to Negotiate Worldwide, Gower, Altershot, UK, 1989
Another different book that puts the international spin on negotiation. It
lists a number of tactics and how to counter them, and then shows how these
apply in different countries around the world.
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Gerard I. Nieremberg, Fundamentals of Negotiating, Hawthorn, NY, 1973
Combining his previous best-sellers, this is one of the originals of modern
collaborative negotiation. Somewhat dated in writing style now, but it still
contains many forgotten gems.
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Howard Raiffa, The Art and Science of Negotiation, Bellknap Harvard,
Cambridge, MA, 1982
A solid classic from the famed Harvard professor with many detailed
examples. It draws strongly on game theory and uses some numerical methods
in determining rational decision choices.
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G. Richard Shell, Bargaining for Advantage,
Viking Penguin, NY, 1999
A very
solid and up-to-date book on the detail of negotiation from the director of
the Wharton Executive Negotiation Workshop. It aligns with and leans on
Fisher's earlier work and adds further detail, especially in the bargaining
process.
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William Ury, Getting Past No, Business Books,
London, 1991
Another great book that digs further into the ground started by Getting
to Yes. Ury describes a straightforward and powerful method of turning
competitive negotiators into collaborative ones. Especially worthwhile if
you deal with difficult people, this is another clear and easy-to-read book
that everyone should read. See also the
review of this book. |
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William Ury, The Third Side, Penguin Books, NY, 2000
The
definitive book on mediation from the co-author of Getting to Yes and other
books. Ury describes ten roles anyone can play when they find themselves
between two warring parties.
See also the review of this book.
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