Contained below is a list of recommended negotiation books for all levels. available, click on the Book Review link to be provided with an overview of
the material. Alternatively, click on any of the books to navigate to the Amazon UK page to purchase the book
Dealing With Angry PublicLawrence SusskindThe Free Press 1996
Describes strategies for overcoming objections to initiatives in both the private and public sectors and for handling public relations crises. |
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Doing Business Internationally: The Guide to Cross-cultural SuccessDanielle WalkerMcGraw-Hill Publishing Co. 2002
"This is an important and excellent book for every negotiator." -"The Negotiator Magazine". The premier guidebook for conducting cross-cultural business Doing Business Internationally, Second Edition, is a nontechnical, accessible resource for managing today's multicultural organizations. Revised, restructured, and refocused from its classic first edition, it introduces the revolutionary Cultural Orientations Inventory (COI), a unique and valuable tool for identifying critical skills gaps and practicing style-switching, potentially increasing effectiveness and improving performance. This fully updated edition revisits the first edition's groundbreaking strategies and techniques, plus presents new tools developed in conjunction with Harvard University, Columbia University, AT&T, and other leading universities and corporations. It concentrates on team building, executive development, problem solving, and other essential activities, and features management and negotiation tips for global leaders. It provides in-depth analyses of six key global regions. |
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Done Deal: Insights from Interviews with the World's Best NegotiatorMichael BenolielAdams Media Corporation 2005
Negotiation is part of daily life. It is also a demanding, complicated process: a mixture of research, strategy, psychology, and gut instinct. Done Deal - from the world's top experts - teaches readers the top ten skills needed to negotiate anything, be it a new home, a car, an eight-figure salary, or a peace accord. Filled with lively anecdotes and behind-the-scenes stories - and written in a page-turning style - Done Deal makes the principles of mastering the deal come alive. |
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Getting to Yes: The Secret to Successful NegotiationRoger FisherRandom House Business Books 2003
The Secret to Successful Negotiation Negotiation is a way of life for the majority of us. Whether we're at work, at home or simply going out, we want to participate in the decisions that affect us. Nowadays, hardly anyone gets through the day without a single negotiation, yet, few of us are armed with the effective, powerful negotiating skills that prevent stubborn haggling and ensure mutual problem-solving. Fisher and Ury cut through the jargon to present a few easily remembered principles that will guide you to success, no matter what the other side does or whatever dirty tricks they resort to. They include: - Don't bargain over positions - Separate people from the problem - Insist on objective criteria - What if they won't play? |
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Influence: Science and PracticeRobert B. CialdiniLongman 2003
Written in a narrative style combined with scholarly research, Cialdini combines evidence from experimental work with the techniques and strategies he gathered while working as a salesperson, fundraiser, advertiser, and in other positions inside organizations that commonly use compliance tactics to get us to say "yes."
Widely used in classes, as well as sold to people operating successfully in the business world, the eagerly awaited revision of Influence reminds the reader of the power of persuasion. Cialdini organizes compliance techniques into six categories based on psychological principles that direct human behavior- reciprocation, consistency, social proof, liking, authority, and scarcity. |
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Negotiation and Conflict ResolutionHarvard Business ReviewHarvard Business School Press 2000
This book presents leading minds and landmark ideas in an easily accessible format. From the preeminent thinkers whose work has defined an entire field to the rising stars who will redefine the way we think about business, "The Harvard Business Review Paperback Series" delivers the fundamental information today's professionals need to stay competitive in a fast-moving world. Managers at every level, and in every industry, must balance various working styles, build efficient management teams, and develop sharp negotiation skills to remain competitive. "Harvard Business Review on Negotiation and Conflict Resolution" offers a selection of the best thinking on negotiation practice and managing conflict in organizational settings. A Harvard Business Review Paperback |
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The Art and Science of NegotiationHoward RaiffaHarvard University Press 1985
A study of the mechanics, practice, and application of negotiation explains the processes of negotiation and offers practical instruction in developing and improving negotiation skills. |
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The Art of M and A Integration: A Guide to Merging Resources, Processes and ResponsibilitiesAlexandra Reed-LajouxIrwin Professional 1997
In today's environment of mergers and acquisitions, executives must know everything possible to ensure M&A activities produce the profitable growth they are designed to achieve. Because what looks good on paper does not always pan out in reality, executives must be certain they understand how to control the post-acquisition situation and avoid post-merger failure. "The Art of M&A Integration" taps the experience of many experts in this field, covering the broad range of resources, processes and responsibilities that often must be integrated to complete a successful merger. Written in a down-to-earth, question-and-answer format, "The Art of M&A Integration": features interviews with 50 industry experts offering actionable advice based on their real-world experiences; allows the reader to compare how different industry executives view the essential issues that follow integration via acquisition or merger; and provides the tools to ensure a smooth transition, and make the ensuing whole better than the parts used to produce it. |
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The Mediation Process: Practical Strategies for Resolving ConflictChristopher W. MooreJossey Bass Wiley 2003
Since it was first published in 1986, "The Mediation Process" has become a landmark resource for mediation practitioners, trainers, students, and professionals in corporate, legal, health care, education, and governmental arenas. This thoroughly revised and expanded third edition has been updated to include coverage of the most contemporary issues in mediation practice and to provide updated bibliographical resources. |
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