changingminds.org

How we change what others think, feel, believe and do

| Menu | Quick | Books | Share | Search | Settings |

Negotiation books

 

Bookshop > Negotiation books

 

Note that the star ratings here are much stricter than Amazon's

Star ratings

 Brilliant--Best in class
 Excellent--significant stuff
 Good--mostly useful 
 Ok--some bits useful 
 Yuk--one bit useful

Buy Me

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.

=UK=
=USA=
=CAN=

Buy Me

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.

=UK=
=USA=
=CAN=

Buy Me

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. 

=UK=
=USA=
=CAN=

Buy Me

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. 

=UK=
=USA=
=CAN=

Buy Me

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.

=UK=
=USA=
=CAN=

Buy Me

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.

=UK=
=USA=
=CAN=

Buy Me

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.

=UK=
=USA=
=CAN=

Buy Me

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.

=UK=
=USA=
=CAN=

Buy Me

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.

=UK=
=USA=
=CAN=

Buy Me

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.

=UK=
=USA=
=CAN=

Site Menu

| Home | Top | Quick Links | Settings |

Main sections: | Disciplines | Techniques | Principles | Explanations | Theories |

Other sections: | Blog! | Quotes | Guest articles | Analysis | Books | Help |

More pages: | Contact | Caveat | About | Students | Webmasters | Awards | Guestbook | Feedback | Sitemap | Changes |

Settings: | Computer layout | Mobile layout | Small font | Medium font | Large font | Translate |

 

You can buy books here

More Kindle books:

And the big
paperback book


Look inside

 

Please help and share:

 

Quick links

Disciplines

* Argument
* Brand management
* Change Management
* Coaching
* Communication
* Counseling
* Game Design
* Human Resources
* Job-finding
* Leadership
* Marketing
* Politics
* Propaganda
* Rhetoric
* Negotiation
* Psychoanalysis
* Sales
* Sociology
* Storytelling
* Teaching
* Warfare
* Workplace design

Techniques

* Assertiveness
* Body language
* Change techniques
* Closing techniques
* Conversation
* Confidence tricks
* Conversion
* Creative techniques
* General techniques
* Happiness
* Hypnotism
* Interrogation
* Language
* Listening
* Negotiation tactics
* Objection handling
* Propaganda
* Problem-solving
* Public speaking
* Questioning
* Using repetition
* Resisting persuasion
* Self-development
* Sequential requests
* Storytelling
* Stress Management
* Tipping
* Using humor
* Willpower

Principles

* Principles

Explanations

* Behaviors
* Beliefs
* Brain stuff
* Conditioning
* Coping Mechanisms
* Critical Theory
* Culture
* Decisions
* Emotions
* Evolution
* Gender
* Games
* Groups
* Habit
* Identity
* Learning
* Meaning
* Memory
* Motivation
* Models
* Needs
* Personality
* Power
* Preferences
* Research
* Relationships
* SIFT Model
* Social Research
* Stress
* Trust
* Values

Theories

* Alphabetic list
* Theory types

And

About
Guest Articles
Blog!
Books
Changes
Contact
Guestbook
Quotes
Students
Webmasters

 

| Home | Top | Menu | Quick Links |

© Changing Works 2002-2016
Massive Content — Maximum Speed