Negotiation Training Recommended Reading

Negotiation in General

• The Art and Science of Negotiation by Howard Raiffa Paperback (March 1985)
  
  
• How to Outnegotiate Anyone (Even a Car Dealer!) by Leo Reilly Paperback (October 1993)
  
  
• Getting to Yes : Negotiating Agreement Without Giving in by Roger Fisher, et al. Paperback (December 1991)
  
  
• Getting Ready to Negotiate : The Getting to Yes Workbook. by Roger Fisher, Danny Ertel(Contributor). Paperback (August 1995)
  
  
• Bargaining for Advantage : Negotiation Strategies for Reasonable People. by G. Richard Shell. Paperback (June 5, 2000)
  
  
• Bargaining for Advantage : Negotiation Strategies for Reasonable People by G. Richard Shell. Hardcover (June 1999)
  
  
• Essential Managers: Negotiating Skills by Tim Hindle, Robert Heller. Paperback (April 1999)
  
  
• The Prenegotiation Planning Book by William F. Morrison. Hardcover (March 1992)
  
• Negotiation from Strength by Coral Bell. Hardcover (May 1977)
  
  
• The Tao of Negotiation : How You Can Prevent, Resolve and Transcend Conflict in Work and Everyday Life by Joel Edelman, Mary Beth Crain. Paperback (August 1994)
  
  
• On the Manner of Negotiating with Princes: From Sovereigns to CEOs, Envoys to Executives -- Classic Principles of Diplomacy and the Art of Negotiation by Francois, Monsieur De Callieres, et al. Hardcover (May 30, 2000)
  

Conflict Resolutions

• Getting Past No : Negotiating Your Way from Confrontation to Cooperation by William Ury. Paperback (February 1993)
  
  
• Beyond Machiavelli : Tools for Coping With Conflict by Roger Fisher, et al. Hardcover (April 1994)
  

• Difficult Conversations: How to Discuss what Matters Most by Douglas Stone, et al. Paperback (April 3, 2000)
  
  
• The Keys to Conflict Resolution : Proven Methods of Settling Disputes Voluntarily by Theodore W. Kheel, William L. Lurie(Introduction). Hardcover (May 1999)
  
  
• The Tao of Negotiation : How You Can Prevent, Resolve and Transcend Conflict in Work and Everyday Life by Joel Edelman, Mary Beth Crain. Paperback (August 1994)
  
  
• Dealing With Someone Who Is Selfish (The Conflict Resolution Library) by Don Middleton. Library Binding (August 1999)
  

Dealing with Difficult People

• Getting Past No : Negotiating Your Way from Confrontation to Cooperation by William Ury. Paperback (February 1993)
  
  
• Difficult Conversations : How to Discuss What Matters Most by Douglas Stone, et al. Audio CD (April 6, 1999)
  
  
• Difficult Conversations: How to Discuss what Matters Most by Douglas Stone, et al. Paperback (April 3, 2000)
  
• The Keys to Conflict Resolution : Proven Methods of Settling Disputes Voluntarily by Theodore W. Kheel, William L. Lurie(Introduction). Hardcover (May 1999)

Ethical Negotiation

• Winning with Integrity: Getting What Your Worth Without Selling Your Soul by Leigh Steinberg, Michael D'Orso (Paperback)

Negotiation for Women

• The Smart Woman's Guide to Interviewing and Salary Negotiation by Julie Adair King. Library Binding (January 1997)

• The Good Girl's Guide to Negotiating: How to Get What You Want at the Bargaining Table by Leslie Whitaker, Elizabeth Austin. Hardcover (January 2001)
  
  
• Doing Business With Japanese Men : A Woman's Handbook by Christalyn Brannen(Contributor), Tracey Wilen. Paperback (February 1993)
  
  
• Asia for Women on Business: Hong Kong, Taiwan, Singapore and South Korea By Tracy Wilen and Patricia Wilen. Paperback (June 1998)
  
  

Alternative Dispute Resolution (ADR)

• Alternative Dispute Resolution in Business by Lucille Ponte, Thomas D. Cavenagh. Paperback (July 15, 1998)
  
  
• Basic Skills for the New Arbitrator by Allan H. Goodman. Paperback (January 1, 1993)
  
  
• How Arbitration Works : Elkouri & Elkouri by Frank Elkouri, et al. Hardcover (February 1997)
  
  
• Basic Skills for the New Mediator by Allan H. Goodman. Paperback (March 17, 1994)
  
  
• How to Mediate Your Dispute by Peter Lovenheim. Paperback (July 1996)
  
  
• From Conflict to Cooperation : How to Mediate a Dispute by Beverly Potter, Phil Frank. Paperback (May 1996)
  
  
• Mediating Divorce : A Step-By-Step Manual by Marilyn S. McKnight, Stephen K. Erickson. Hardcover (December 1998)
  
  
• Mediating Divorce : A Client's Workbook by Marilyn McKnight, Stephen K. Erickson. Paperback (December 1998)
  
  
• Mediation: A Comprehensive Guide to Resolving Conflicts Without Litigation by Jay Folberg, Alison Taylor(Contributor). Hardcover (April 1984)
  

Buying a Car

• How to Outnegotiate Anyone (Even a Car Dealer!) by Leo Reilly. Paperback (October 1993)
  
  
• Car Buyer's and Leaser's Negotiating Bible by W. James Bragg. Paperback (February 1999)
  

Buying a Home

• Not One Dollar More!: How to Save $3,000 to $30,000 Buying Your Next Home, 2nd Edition by Joseph Eamon Cummins. Paperback (September 22, 1999)

Commercial Contracts

• Negotiating Commercial Contracts by David Leslie Sheridan. Paperback (December 1, 1990)
  

Construction

• Managing Construction Purchasing : Contract Buyout Qa/Qc Methods Negotiation Strategies by John G. McConville. Hardcover (August 1993)
• Negotiating Skills in Engineering and Construction : Winning in the International Arena by Bill Scott, Bertil Billing. Hardcover (August 1990)

Cross-Cultural Negotiation

• Dynamics of Successful International Business Negotiation (The Managing Cultural Differences Series for International Business Development) Robert T., Ph.D. Moran, William G., J.D. Stripp. Hardcover (May 1991)
  
  
• Making Global Deals : What Every Executive Should Know About Negotiating Abroad by Jeswald W. Salacuse. Paperback (September 1992)
  
  
• Business Across Cultures : Effective Communication Strategies (English for Business Success) by Laura M. English, Sarah Lynn(Contributor). Paperback (August 2000)
  
  
• The Asian Mind Game : Unlocking the Hidden Agenda of the Asian Business Culture : A Westerner's Survival Manual by Chin-Ning Chu. Hardcover (January 1991)
  
  
• Business Japan : A Practical Guide to Understanding Japanese Business Culture by Peggy Kenna, Sondra Lacy. Paperback (March 1994)
  
  
• Doing Business With Japanese Men : A Woman's Handbook by Christalyn Brannen(Contributor), Tracey Wilen. Paperback (February 1993)
  
  
• Doing Business With Japan : Successful Strategies for Intercultural Communication by Kazuo Nishiyama. Paperback (January 2000)
  
  
• Chinese Business Negotiating Style (International Business Series (Thousand Oaks, Calif.).) by Tony Fang. Paperback (November 1998)
  
  
• Chinese Negotiating Behavior : Pursuing Interests Through 'Old Friends by Richard Solomon. Paperback (May 1999)
  
  
• Negotiating in China: 36 Strategies by Laurence J. Brahm. Paperback (December 1, 1998)
  
  
• A Guide to Successful Business Relations With the Chinese : Opening the Great Wall's Gate (Haworth Series in International Business, No 9) by Huang Quanyu, et al. Hardcover (November 1994)
  
  
• Asia for Women on Business: Hong Kong, Taiwan, Singapore and South Korea By Tracy Wilen and Patricia Wilen. Paperback (June 1998)
  
  
• Negotiating on the Edge: North Korean Negotiating Behavior by Scott Snyder. Paperback (November 30, 1999)
  
  
• Business France : A Practical Guide to Understanding French Business Culture (Business) by Peggy Kenna, Sondra Lacy. Paperback (March 1994)
  
  
• Business Mexico : A Practical Guide to Understanding Mexican Business Culture (Business) by Peggy Kenna, Sondra Lacy. Paperback (March 1994)
  
  
• Passport Mexico : Your Pocket Guide to Mexican Business, Customs & Etiquette (Passport to the World) by Randy Malat, et al. Paperback (July 1996)
  
  
• Passport Argentina : Your Pocket Guide to Argentine Business, Customs & Etiquette (Passport to the World) by Andrea Mandel-Campbell, et al. Paperback (September 1999)
  
  
• Passport Israel : Your Pocket Guide to Israeli Business, Customs & Etiquette (Passport to the World) by Donna Rosenthal, et al. Paperback (September 1996)
  
  
• Passport Germany : Your Pocket Guide to German Business, Customs & Etiquette (Passport to the World) by Roland Flamini, Barbara Szerlip(Editor). Paperback (August 1997)

• Passport Philippines : Your Pocket Guide to Filipino Business, Customs & Etiquette (Passport to the World) by Luis H. Francia, Barbara Szerlip(Editor). Paperback (December 1997)
  
  
• Passport Russia : Your Pocket Guide to Russian Business, Customs & Etiquette (Passport to the World) by Charles Mitchell, Barbara Szerlip(Editor). Paperback
  
  
• Russian Negotiating Behavior : Continuity and Transition by Jerrold L. Schecter. Paperback (May 1, 1998)
  
  
• Passport South Africa : Your Pocket Guide to South African Business, Customs & Etiquette (Passport to the World) by Charles Mitchell, Barbara Szerlip(Editor). Paperback (August 1998)
  

Customer Relations

• Working in Partnership : Best Practice in Customer-Supplier Relations by Bernard Burnes(Editor), B. G. Dale(Editor). Hardcover (May 1998)
  

Diversity

• Managing Cultural Differences: Leadership Strategies for a New World of Business (Managing Cultural Differences Series) by Philip R. Harris and Robert T. Moran, Ph.D (Editor), Hardcover (June 28, 2000)
  
  

Family Relations

• Love, Honor and Negotiate : Making Your Marriage Work by Betty Carter, Joan K. Peters(Contributor). Paperback (June 1997)
  
  
• Love Honor & Negotiate : Making Your Marriage Work by Betty Carter(Reader), Joan K. Peters. Audio Cassette (July 1996)
  
  
• True Partners : A Workbook for Building a Lasting Intimate Relationship (An Inner Workbook) by Tina B. Tessina, Riley K. Smith. Paperback (May 1993)
  
  
• The Fight-Free Marriage : The Conflict Without Casualty Strategy to a Satisfying Marriage by Thomas E. Anastasi, Tom Anastasi. Paperback (June 1995)
  
  
• Mediating Divorce : A Step-By-Step Manual by Marilyn S. McKnight, Stephen K. Erickson. Hardcover (December 1998)
  
  
• Mediating Divorce : A Client's Workbook by Marilyn McKnight, Stephen K. Erickson. Paperback (December 1998)
  
  
• The Joy of Settlement : The Family Lawyer's Guide to Effective Negotiations and Settlement Strategies by Gregg M. Herman(Editor). Paperback (June 1997)
  

Game Theory

• Prisoner's Dilemma/John Von Neumann, Game Theory and the Puzzle of the Bomb by William Poundstone. Paperback (February 1993)
  
  
• John Von Neumann : The Scientific Genius Who Pioneered the Modern Computer, Game Theory, Nuclear Deterrence, and Much More by Norman MacRae. Hardcover (November 5, 1999)
  
  
• A Beautiful Mind : A Biography of John Forbes Nash, Jr., Winner of the Nobel Prize in Economics, 1994 by Sylvia Nasar (Paperback - May 1999)

• The Evolution of Cooperation by Robert Axelrod Paperback
  
  
• Strategy of Conflict by Thomas C. Schelling. Paperback (July 1980)
  

Government Contracts

• Government Contract Awards : Negotiation & Sealed Bidding (3 Volume Set) by Steven W. Feldman. Ring-bound (August 1995)

• Negotiability in the Federal Sector by Henry H. Robinson. Hardcover (July 1981)
  
• Practical Negotiation of Government Contracts by Sullivan. Hardcover (June 1993)
  

Health Care

• Managed Care Contracting : Successful Negotiation Strategies by Reed, Cpa Tinsley. Paperback (August 1999)

• Negotiation : For Health and Social Services Professionals by Keith Fletcher. Paperback (December 1997)

• The Successful Physician Negotiator - How To Get What You Deserve by Steven Babitsky Esq., et al. Hardcover (1998)

• Win/Win Outcomes : A Physician's Negotiating Guide by Seymour J Burrows. Hardcover (July 1984)

• Negotiation in Dietetic Practice by Darlene Dougherty. Paperback (February 1990)
  

Labor-Management

• Beyond the Walls of Conflict : Mutual Gains Negotiating for Unions and Management by David S. Weiss. Hardcover (April 1996)
  
  
• Labor and Employment Arbitration by Dennis R. Nolan. Paperback (1996)
  
  
• Labor Arbitration : Cases and Materials for Advocates by Max Zimny(Editor), et al. Paperback (July 1997)
  
  
• Labor Arbitration : A Practical Guide for Advocates by Max Zimny, et al. Hardcover (April 1990)
  
  
• Labor Agreement in Negotiation and Arbitration by Arnold M. Zack, Richard I. Bloch. Hardcover (December 1995)

Law Enforcement

• On-Scene Guide for Crisis Negotiators by Frederick J. Lanceley. Paperback (September 1999)
  
  
• Hostage Negotiation : A Matter of Life and Death (International Security and Terrorism, #2) Paperback (June 1987)
  
  
• Inside Plea Bargaining : The Language of Negotiation by Douglas W. Maynard. Hardcover (October 1984)

Legal Negotiation

• Legal Negotiation in a Nutshell (Nutshell Series) by Larry L. Teply. Paperback (October 1991)
  
  
• Legal Negotiations : Getting Maximum Results by Mark K. Schoenfield, Rick M. Schoenfield. Hardcover (December 1988)
  
  
• Let's Make a Deal : Understanding the Negotiation Process in Ordinary Litigation by Herbert M. Kritzer. Hardcover (April 1991)
  
  
• Mediation: A Comprehensive Guide to Resolving Conflicts Without Litigation by Jay Folberg, Alison Taylor(Contributor). Hardcover (April 1984)
  
  
• Inside Plea Bargaining : The Language of Negotiation by Douglas W. Maynard. Hardcover (October 1984)
  
• Art of Negotiation for Lawyers by Robert A. Wenke. Hardcover (June 1985)
  
  
• Attorney's Practice Guide to Negotiations by Ted A. Donner, Brian L. Crowe. Hardcover (March 1995)
  
  
• The Joy of Settlement : The Family Lawyer's Guide to Effective Negotiations and Settlement Strategies by Gregg M. Herman(Editor). Paperback (June 1997)
  
• Lawyer's Guide to Effective Negotiation and Mediation Cle Edition by J. Paul M. Lisnek. Paperback (December 1992)
  
• Lawyering Process : Negotiation by Gary Bellow. Paperback (August 1981)
  

Project Management

• The Project Manager As Change Agent : Leadership, Influence and Negotiation by J. Rodney Turner, et al. Hardcover (March 1999)
  

Purchasing

• Negotiating Business Equipment Leases by Richard M. Contino, Richard Continp. Hardcover (May 1998)

Resource Allocation

• The Win-Win Solution: Guaranteeing Fair Shares to Everybody by Steven J. Brams, Alan D. Taylor (Paperback - October 2000)
  
  
• Fair Division: From Cake-Cutting to Dispute Resolution by Steven J. Brams, Alan D. Taylor. Paperback (March 1996)
  

Salary Negotiations and Career Advancement

• Are You Paid What You're Worth? : The Complete Guide to Calculating and Negotiating the Salary, Benefits, Bonus and Raise You Deserve by Michael O'Malley. Paperback (June 1998)
  
  
• Dynamite Salary Negotiations: Know What You're Worth and Get It! by Ronald L. Krannich, Caryl Rae Krannich(Contributor). Paperback (September 1997)
  
  
• Get Paid What You're Worth : The Expert Negotiator's Guide to Salary and Compensation by Robin L. Pinkley, Gregory B. Northcraft. Hardcover (March 2000)
  
• Getting Promoted : Real Strategies for Advancing Your Career by Harry E. Chambers. Paperback (May 1999)
  
  
• How to Negotiate a Raise Without Losing Your Job (Business Success Series) by George M. Hartman. Paperback (August 1997)
  
  
• The Smart Woman's Guide to Interviewing and Salary Negotiation by Julie Adair King. Library Binding (January 1997)
  
  
• 2000 Pay To Win: How America's Successful Companies Pay Their Executives by James F. Reda, et al. Hardcover (June 9, 2000)
  

Sales

• Manual of Sales Negotiation by John Lidstone. Hardcover (April 1991)
  

Sports

• The Money Pitch : Baseball Free Agency and Salary Arbitration by Roger I. Abrams. Hardcover (May 2000)