| Author/Title | Short Description |
| Cialdini, R. (2006) Influence: The Psychology of Persuasion. Collins. | Applies social-psychology research on influence and human behavior, presenting seven rules or approaches to influence others, usually from a sales perspective. |
| Cupach, W. and Canary, D. (1997). Competence in Interpersonal Conflict. New York: McGraw-Hill. | Addresses interpersonal and organizational conflicts. Focuses on improving competence in dealing with conflict. Explores conflict in unique settings (intercultural, organizational, intimate relationships, and mediation) |
| Cohen, H. (1980). You Can Negotiate Anything. New York, NY: Bantam Books. | This is an entertaining book filled with anecdotes. It focuses on three critical variables (power, time and information) as well as negotiating styles. The premise is that everything is negotiable. |
| Dawson, R. (2001). Secrets of Power Negotiation. Franklin Lakes, NJ: Career Press: | Primarily presents negotiation tactics that can be used in distributive negotiation to maximize one’s gain from a negotiation. It also includes information on international negotiation, analyzing players and maximizing power. |
| Fisher, R., Ury, W. and Patton, B. (1991). Getting To Yes: Negotiating Agreement Without Giving In, 2nd Ed. NY: Penguin Books. | Originally published in 1983 based on research from the Harvard Negotiation Project. Provides a principled and pragmatic approach to negotiations based on discovering and meeting the interests of the parties to achieve an efficient and lasting resolution to the problem. Not available for book report. |
| Fisher, R., and Brown, S. (1988). Getting Together: Building a Relationship That Gets to Yes. Boston: Houghton Mifflin. | Another sequel to Getting To Yes tells how to build the type of relationship that makes principled negotiation efficient and productive. It focuses on how to understand the goals and needs of the other party. |
| Fisher, R. and Shapiro, D. (2005). Beyond Reason: Using Emotions as You Negotiate. NY: Viking Penguin. | Explores the role emotions play in negotiation and how to effectively use emotions to deal with disagreement and meet the emotional needs of other negotiators in terms of “five core concerns” (appreciation, affiliation, autonomy, status and role). |
| Foster, D. A. (1992) Bargaining Across Borders: How to Negotiate Business Successfully Anywhere in the World. NY: McGraw Hill. | Covers international business negotiations, including thinking globally, dealing with cultural differences, international communication patterns and differences in negotiation styles. |
| Goldstein, N. J. et al. (2008. Yes! 50 Scientifically Proven Ways to Be Persuasive. NY: Free Press. | Draws from social psychology and research on persuasion to provide 50 tactics to increase one’s persuasive power, influence others and change their minds. |
| Karrass, C. (1970) The Negotiating Game: How to Get What You Want. New York: Thomas Crowell. | Describes the negotiation process and best practices to win. It identifies traits of successful negotiators; the impact of aspiration, power and persuasion on outcomes and the importance of planning, strategy, tactics and organization. |
| Karrass, C. (1974) Give and Take: The Complete Guide to Negotiating Strategies and Tactics. NY: Thomas Crowell. | This is an exhaustive examination of 200 negotiation strategies and tactics. The book shows how the strategies and tactics work along with appropriate countermeasures. |
| Karras, G. (1985) Negotiate to Close: How to Make More Successful Deals. NY: Simon and Schuster. | This book provides the latest in Karras’ approach to negotiation from the perspective of the salesperson. It includes ways of gaining and using power, ways of effectively handling common tactics, strategies for achieving satisfaction at the negotiation table and achieving win-win results. |
| Lewicki, R., Saunders, D. and Minton, J. (1999). Negotiation. 3rd ed. Boston: Irwin McGraw Hill. | A leading text (originally published in 1985), it covers negotiation basics and a treatment of biases, negotiation leverage, ethics, social contexts, global negotiation plus individual and third-party approaches to dealing with difficult negotiations. |
| Murnighan, J.K. (1992). Bargaining Games: A new Approach to Strategic Thinking in Negotiations. NY: Morrow. | Applies game theory to a structural analysis of negotiation situations, including appropriate strategies and tactics. Includes day-to-day situations as well as social dilemmas, such as the prisoner’s dilemma and no-win situations. |
| Nierenberg, G. (1984). The art of Negotiating. New York: Pocket Books. | Originally published in 1968, this seminal work proposes a structure and pattern of negotiation that promotes cooperation and recognizes needs with the objective of achieving a solution that benefits all parties. |
| Patterson, K. et al. (2002). Crucial Conversations – Tools for Talking When Stakes Are Hig. NY: McGraw-Hill | Provides a seven-step approach to handling difficult conversations, those involving emotionally charged, psychologically draining and/or legally challenging situations. It provides tools for avoiding arguments by helping people become less defensive and increase understanding and mutual respect. |
| Raiffa, H. (1982). The Art and Science of Negotiation. Cambridge, MA: Harvard University Press. | Raiffa studies negotiation dynamics relative to the number of parties and issues involved. Explores analytical approaches, timing, linkage effects, power, legal, and third-party intervention issues. Cases illustrate the principles involved. |
| Raiffa, H., Richardson, J. and Metcalfe, D. (2002). Negotiation Analysis: The Science and Art of Collaborative Decision Making. Cambridge, MA: Harvard University Press. | This book looks at negotiation in terms of decision making, specifically considering four perspectives: individual decision analysis, behavioral decision theory, game theory and negotiation analysis. The book addresses negotiation in terms of distributive negotiations, integrative negotiations, third-party intervention and multiple party decisions. |
| Rusk, T. and Miller, D. (1993). The Power of Ethical Persuasion. NY: Penguin books. | Presents a psychological approach to negotiation (Ethical Persuasion) which focuses on respect, understanding, caring and fairness. Addresses specific applications (personal, professional, parent/child and difficult relationships). |
| Schaffzin, N. (1997). Negotiate Smart: The Secrets of Successful Negotiation. New York: Random House. | This Princeton Review book is an applied approach to negotiation with workshops and exercises to help the reader understand and apply the principles presented. Of particular note is the section on post-negotiation strategies and a guide to the three most common negotiations: cars, property and relationships. |
| Shell, G. Richard. (2000). Bargaining for advantage. NY: Penguin Books. | Summarizes research on negotiation using a case-study approach, illustrated by real-life situations. It focuses on effective preparation, listening to learn of true intentions and motives, and tools for determining and meeting the needs and interests of the negotiation parties. |
| Steinberg, L. Winning with Integrity: Getting what you want without selling your soul | Provides advise from a sports agent on how to represent others and negotiate effectively and ethically. It looks at the process from selecting whom you will represent, effective preparation and information gathering, effective positioning, setting up the encounter, presenting the offer and concluding the deal. |
| Stone, D., et al. (2000). Difficult Conversations: How to Discuss What Matters Most. NY: Penguin | Another Harvard Negotiation product. This book explores how to have difficult conversations and provides strategies for improving conversation with difficult parties, shifting from arguing to more productive communication approaches. |
| Strauss, A. (1978). Negotiations: Varieties, Contexts, Processes, and Social Order. SF: Jossey-Bass. | Provides an analytic framework for studying negotiation contexts (individual, organizational and societal) and approaches (persuasion, appeal to authority, coercion and force). Addresses social setting: sub-processes, structure and context. |
| Thompson, L. (2008). The Truth About Negotiations. Upper Saddle River, NJ: FT Press | Basic primer that presents 57 “Truths” about negotiation, short (one to five page) treatises of negotiation principles, beginning with what to do if you have only one hour to prepare and ending with repairing broken trust. |
| Ury, W. (1991). Getting Past No: Negotiating With Difficult People. NY: Bantam Books. | Sequel to Getting to Yes tells how to achieve principled negotiations when dealing with uncooperative people who use pressure or trickery to get what they want. Principles introduced allow you to change the game and get to a win-win solution. |