Recommended Reading List for Negotiation Skills Workshops
Breakthrough Business Negotiations - Chapter 2: Shaping the Structure, Pages 45-72, by Michael Watkins, Jossey-Bass, San Francisco, CA , 2002.
Analyzing Linked Systems of Negotiations by Michael Watkins and Samuel Passow. Negotiation Journal, Volume 12, Number 4, Pages 325-34, October 1996.
The Manager as Negotiator – Chapter 2: The Negotiator’s Dilemma – Creating and Claiming Value, Pages 29-45, by David Lax and James K. Sebenius, Free Press, New York, 1986.
Getting to Yes: Negotiating an Agreement Without Giving In, (2nd Edition) Part II - The Method, Pages 17-84, by Roger Fisher, William Ury and Bruce Patton,Arrow Books, USA, 1991.
Beyond Winning: Negotiating to Create Value in Deals and Disputes, Part I - The Dynamics of Negotiation, Pages 9-69, by Robert H. Mnookin, Scott R. Peppet and Andrew S. Tulumello. Harvard University Press, 2000.
General Recommended Reading List on Negotiation and Mediation
Roger Fisher, William Ury and Bruce Patton. “Getting to Yes: Negotiating an Agreement Without Giving In”, (2nd Edition) Arrow Books, USA, 1991.
Roger Fisher and Scott Brown. “Getting Together: Building Relationships As We Negotiate”, Penguin Books, UK,1988.
Roger Fisher, Elizabeth Kopelman and Amndrea Kupfer Schneider. “Beyond Machiavelli: Tools for Coping with Conflict”, Harvard University Press, 1994.
William Ury. “Getting Past No: Negotiating Your Way From Confrontation to Cooperation”, (Revised Edition), Bantam Books, USA,1993.
William Ury, Jeanne Bret, and Stephen Goldberg, “Getting Disputes Resolved: Designing Systems to Cut the Costs of Conflict”, Jossey-Bass, London, 1988).
Robert H. Mnookin, Scott R. Peppet and Andrew S. Tulumello. “Beyond Winning: Negotiating to Create Value in Deals and Disputes”, Harvard University Press, 2000.
Michael Watkins. “Breakthrough Business Negotiation: A Toolbox for Managers”, Jossey-Bass, San Francisco, 2002.
Michael Watkins & Susan Rosegrant . “Breakthrough International Negotiation: How Great Negotiators Transformed the world’s Toughest Post-Cold War Conflicts”, Jossey-Bass, San Francisco, 2001.
Max H. Bazerman and Michael Watkins. “Predicable Surprises: The Disasters You Should Have Seen Coming and How to Prevent Them”, Harvard Business School Press, 2004.
Robert B. Cialdini. “Influence: The Psychology of Persuasion “ (Revised Edition),William Morrow, New York, 1993.
Douglas Stone, Bruce Patton and Sheila Heen. “Difficult Conversations : How to Discuss What Matters Most”, Viking Press, New York, 1999.
David A. Lax and James K. Sebenius. “The Manger as Negotiator: Bargaining for Cooperation and Competitive Gain”, The Free Press, New York, 1986.
William I. Zartman and Maureen Berman. “The Practical Negotiator”, Yale University Press, 1982.
Gavin Kennedy. “Everything is Negotiable: How to Get the Best Deal Every Time”, (3rd Edition), Arrow book, London, 1997.
Howard Raffia, John Richardson and David Metcalfe. “Negotiation Analysis: the Science and Art of Collaborative Decision Making”, Harvard University Press, 2002.
Victor A. Kremenyuk and James K. Sebenius. “International Negotiation: Analysis, Approaches, Issues”, 2nd Ed., Jossey-Bass, San Francisco, 2002.
Lawrence Susskind and Jeffrey Cruikshank. “Breaking the Impasse”, Basic Books, New York, 1987.
Guy Olivier Faure and Jeff Z. Rubin. “Culture and Negotiation”, Sage Publishing, Newbury Park, California, 1993.
Kevin Avruch. “Culture and Conflict Resolution”, U.S. Institute of Peace Press, Washington D.C., 1998.