Tradewinds Negotiation Training Reading List

If you haven't done much reading about business negotiation, you may want to get started. The list below will help you to get going. Just be aware that this is a 'reading list', not a 'bibliography'. A reading list is a very personal thing. It reflects my own journey of discovery, my interests, and my values.

A Generous "Six-Pack"

I've listed my top seven in alphabetical order. There's no implied ranking.

Acuff, Frank L.: How to Negotiate Anything With Anyone Anywhere Around the World. New Expanded Edition.
New York: AMACOM, 1997.: This is the essential resource for the international negotiator. In the first 100 pages Acuff gets the reader to think about most of the important issues. He then provides the reader with country by country "Negotiating Primers" for every major region of the world.

Albrecht, Karl and Steve Albrecht.: Added Value Negotiating. The breakthrough method for building balanced deals.
Homewood, IL: Business One Irwin, 1993. The Albrechts (père et fils) helped me make sense of negotiation as a process of trading value, quite distinct from problem solving and conflict resolution.
Fisher, Roger and Danny Ertel.: Getting Ready to Negotiate. The Getting to Yes™ Workbook.
New York: Penguin Books, 1995.

In a hurry? This is the "quick and dirty" version of Getting to Yes.
Fisher, Roger, William Ury and Bruce Patton.: Getting to Yes. Negotiating agreement without giving in. Second edition.
New York: Penguin Books, 1991. This isn't necessarily the best book on negotiation--that depends upon your point of view. It is, however, the most influential North American book on the subject to be published in the last couple of decades. The great contribution of Fisher and friends is the notion of exploring interests.
Kennedy, Gavin.: The New Negotiating Edge. The behavioral approach for results and relations.
London: Nicholas Brealey Publishing, 1998.

Kennedy is the most insightful British writer on the subject of business negotiation. The New Negotiating Edge is a distillation of his thinking over the past 20 years or more. A "must-read".
Kennedy, Gavin.: Profitable Negotiation.
London: Orion House, 1999.

This is the short version of The New Negotiating Edge. Practical, entertaining, involving, it zips right along. This little book is an excellent introduction for managers and professionals who need to get the essence quickly.
Thompson, Leigh.: The Mind and Heart of the Negotiator.
Upper Saddle River, NJ: Prentice Hall, 1998. A thorough treatment of the subject by a top-notch academic.

Well Worth Reading

Some of the books I've listed below are a 'quick read'; others are difficult, seminal texts in the field. Find a good library or book store and enjoy.

Barnes, Ginny Pearson.: Successful Negotiating. Letting the other person have your way.
Franklin Lakes, NJ: Career Press, 1998.
Brodow, Ed.: Negotiate With Confidence.
West Des Moines, IA: American Media Publishing, 1996.
Cohen, Herb.: You Can Negotiate Anything.
New York: Bantam Books, 1980.
Dawson, Roger.: Secrets of Power Negotiating. Inside secrets from a master negotiator. Second edition.
Franklin Lakes, NJ: Career Press, 1999.
Donaldson, Michael C. and Mimi Donaldson.: Negotiating for Dummies.
Foster City, CA: IDG Books Worldwide, Inc., 1996.
Edelman, Joel and Mary Beth Crain.: The Tao of Negotiation. How you can prevent, resolve and transcend conflict in work and everyday life.
New York: HarperBusiness, 1993.
Fisher, Roger and Scott Brown.: Getting Together. Building relationships as we negotiate.
New York: Penguin Books, 1989.
Fisher, Roger, Elizabeth Kopelman, and Andrea Kupfer Schneider.: Beyond Machiavelli. Tools for coping with conflict.
New York: Penguin Books, 1996.
Fleming, Peter.: Successful Negotiating.
Hauppage, NY: Barron's Educational Series, Inc., 1992.
Forsyth, Patrick.: The Negotiator's Pocketbook.
Alresford, Hants, UK: Management Pocketbooks, 1993.
Freund, James C.: Smart Negotiating. How to make good deals in the real world.
New York: Fireside, 1993.
Fuller, George T.: Manager's Negotiating Answer Book.
Englewood Cliffs, NJ: Prentice-Hall, 1995.
Fuller, George.: The Negotiator's Handbook.
Englewood Cliffs, NJ: Prentice Hall, 1991.
Gotbaum, Victor.: Negotiating in the Real World. Getting the deal you want.
New York: Simon & Schuster, 1999.
Harvard Business Review.: The Art of Business Negotiation.
Boston: Harvard Business Review, 1991.
Hiltrop, Jean M. and Sheila Udall.: The Essence of Negotiation.
London: Prentice Hall, 1995.
Kennedy, Gavin.: The Perfect Negotiation.
New York: Wings Books, 1994.
Koren, Leonard and Peter Goodman.: The Haggler's Handbook. One hour to negotiating power.
New York: W.W. Norton & Company, 1992.
Kozicki, Stephen.: Creative Negotiating.
Holbrook, MA: Adams Media Corporation, 1998.
Kritek, Phyllis Beck.: Negotiating at an Uneven Table. A practical approach to working with difference and diversity.
San Francisco: Jossey-Bass Publishers, 1994.
Lax, David A. and James K. Seberius.: The Manager as Negotiator. Bargaining for cooperation and competitive gain.
New York: The Free Press, 1986.
Lebow, Richard Ned.: The Art of Bargaining.
Baltimore: The Johns Hopkins University Press, 1996.
Levinson, Jay Conrad, Mark S.A. Smith, and Orvel Ray Wilson.: Guerilla Negotiating. Unconventional weapons and tactics to get what you want.
New York: John Wiley & Sons, Inc., 1999.
Lewicki, Roy J., Joseph A. Litterer, John W. Minton, and David M. Saunders.: Negotiation. Second edition.
Burr Ridge, IL: Irwin, 1994.
Maddux, Robert B.: Successful Negotiation. Effective "win-win" strategies and tactics. Revised edition.
Los Altos, CA: Crisp Publications, Inc., 1998.
Murnighan, J. Keith.: Bargaining Games. A new approach to strategic thinking in negotiations.
New York: William Morrow and Company, Inc., 1992.
Onaitis, Susan.: Negotiate Like the Big Guys. How small and mid-size companies can balance the power in dealing with corporate giants.
Los Angeles: Silver Lake Publishing, 1999.
Pruitt, Dean G. and Peter J. Carnevale.: Negotiation in Social Conflict.
Pacific Grove, CA: Brooks/Cole Publishing Company, 1993.

Raiffa, Howard.: The Art and Science of Negotiation.
Cambridge, MA: The Belknap Press, 1982.
Shapiro, Ronald M. and Mark A. Jankowski with James Dale.: The Power of Nice. How to negotiate so everyone wins - especially you!
New York: John Wiley & Sons, Inc., 1998.
Shister, Neil.: 10 Minute Guide to Negotiating.
New York: Macmillan Spectrum/Alpha Books, 1997.
Stark, Peter B.: It's Negotiable. The how-to handbook of win/win tactics.
San Diego: Pfeiffer & Company, 1994.
Susskind, Lawrence and Jeffrey Cruikshank.: Breaking the Impasse. Consensual approaches to resolving public disputes.
New York: BasicBooks, 1987.
Ury, William.: Getting Past No. Negotiating your way from confrontation to cooperation.
New York: Bantam Books, 1993.
Woolf, Bob.: Friendly Persuasion. How to negotiate and win.
New York: Berkley Books, 1990.

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