Suggested Reading

1) Go to the balcony
2) Step to their side
3) Reframe
4) Build them a golden bridge
5) Use power to educate

The book is very well written with excellent examples and wonderful stories and metaphors. The book is well organized and provides an excellent summary that helps ensure that you "get it".

Prisoner's Dilemma/John Von Neumann, Game Theory and the Puzzle of the Bomb.
By William Poundstone (Paperback- 1993)
This very readable book is partly a biography of John von Neumann, partly a nontechnical history of the branch of mathematics known as game theory, and partly a description of some of the paradoxical findings that arise from that theory. Von Neumann was a brilliant mathematician who was the major figure in the Manhattan Project and later an active public figure. Thus, those portions of the book that deal with his life are interesting and informative. Those sections that deal with game theory use no mathematics beyond simple arithmetic and are thus fascinating, thought provoking, and easily accessible to the layperson. For all biography and science collections.

How to Outnegotiate Anyone (Even a Car Dealer!)
by Leo Reilly (Paperback- 1993)
Whenever I have some negotiation to do, I quickly re-read this book. It is well-written with straightforward explanations of the concepts. I've used this book with success while negotiating my job compensation, my mortgate, my car, and numerous other situations. Highly recommend this book to anyone who wants to learn about negotiation quickly.

The Art and Science of Negotiation
by Howard Raiffa (Paperback- March 1985)
In this book, Raiffa likes to distinguish between the "art" of negotiation and the "science" of negotiation. By "art of negotiation" Raiffa means dealing with the human element. By "science" Raiffa means those aspects of the negotiation process that are capable of being analyised in a fairly structured manner.

Nevertheless, this book is useful for people who want an analytical approach--as opposed to strategic and tactical approach-- to the subject of negotiation. The subtitle of the text ("How to resolve conflicts and get the best out of bargaining") is a little misleading. There is not much "how to" covered in this text. Rather the emphasis is on theory and analysis.

The Win-Win Solution: Guaranteeing Fair Shares to Everybody
Since the publication of Roger Fisher and William Ury's highly influential book, Getting to Yes, it has been widely recognized that there is a middle ground between winning and losing in negotiation. Yet, while Getting to Yes was long on motivation, it was short on technique. What you really want to know is on which issues you will win, on which you will lose, and on which you will have to compromise. To this question, Steven J. Brams and Alan D. Taylor bring a patented procedure that not only is fair but also actually guarantees that both parties walk away with as much of the "win-win" potential as possible.

What emerges from all this scrutiny is a hopeful picture for bacteria as well as entire countries. . . and everything in between.
We needn't continue to allow relationships to deteriorate. We can learn that it is simply good strategy to cooperate, even if cooperation means cutting off communications.
There is much grist for everyone in this little book -- from friends and lovers trying to get along better, to nations at each other's throat.
By learning (and teaching) these simple strategies and principles, anyone can make their lives, and the lives of those around you, improve.
This book is hot! Already, hundreds of other works have been spawned from this one.

Negotiating Skills for Managers
by Steven Cohen 0071387579

All managers, whether brand new to their positions or well established in the corporate hierarchy, can use a little "brushing up" now and then. The skills-based Briefcase Books series is filled with ideas and strategies to help managers become more capable, efficient, effective, and valuable to their corporations.

Virtually everything in business is negotiated, and the ability to negotiate strong agreements and understandings is among today's most valuable talents. Negotiating Skills for Managers explains how to establish a solid pre-negotiation foundation, subtly guide the negotiation, and consistently set and achieve satisfactory targets. From transferring one's existing strengths to the negotiating table to avoiding common negotiating errors, it reveals battle-proven steps for reaching personal and organizational objectives in every negotiation.

The Only Negotiating Guide You'll Ever Need : 101 Ways to Win Every Time in Any Situation
by PETER B. STARK, JANE FLAHERTY

In The Only Negotiating Guide You’ll Ever Need, Peter Stark and Jane Flaherty, celebrated consultants to some of the country’s top companies, take the dread out of persuasion. Their 101 Winning Tactics make powerful negotiating skills easy and accessible, giving you tools and knowledge you can put to use right away. Each tactic is on a single page, with a clever and memorable name, a true-to-life example of how to use it, and suggested counter tactics in case someone tries it on you. All 101 tactics are so accessible and empowering that you will find yourself using them immediately--and maybe not just at work.