Negotiation

Business Book List By Category

• Breakthrough Business Negotiation: A Toolbox for Managers
  Michael Watkins, Jossey-Bass, San Francisco, CA, 2002.
  http://www.josseybass.com
  Breakthrough Business Negotiation is a definitive resource for negotiating in any business situation. Written by a leading expert in negotiation at Harvard Business School, the book demonstrates how to diagnose a situation, build coalitions, manage internal decisionmaking, persuade others, organize a deal cycle, create strategic alliances, and prevent disputes from poisoning deals. The book offers helpful case histories, concrete rules and guidelines, applications, and a wealth of handy negotiation tools.
  
  

• Everyone Negotiates: 101 Winning Tactics
  Peter B. Stark and Jane S. Flaherty, Bentley Press, Inc., 2002.
  http://www.pbsconsulting.com
  Order Direct from ISM
  This powerful book identifies 101 tactics guaranteed to put you inside the mind of even the strongest negotiator. It includes strategies and tactics for situations such as handling the shark-like negotiator, using time to your advantage, power shifts, dealing with untrustworthy counterparts, and breaking through deadlocks. Everyone Negotiates is designed to provide its readers with the skills and tools necessary to be a great negotiator who builds strong, lifelong, win-win relationships.
  
  

• Negotiating Skills for Managers
  Steven Cohen, McGraw-Hill, New York, NY, 2002.
  http://www.books.mcgraw-hill.com
  Negotiating Skills for Managers provides tools to understand and prepare for a negotiation, along with proven methods to skillfully guide the negotiation to a successful conclusion. It will show you how to negotiate with tact and skill, accomplishing your own personal objectives while creating non-adversarial agreements that will stand the test of time and marketplace pressures.
  
  

• Negotiation: Readings, Exercises, and Cases
  Roy J. Lewicki, David M. Saunders, John W. Minton and Bruce Barry, McGraw-Hill, New York, NY, 2003.
  http://books.mcgraw-hill.com
  Designed to help you "learn by doing," this text features a variety of exercises, readings and cases that thoroughly illustrate negotiation concepts, including the psychology of bargaining and the dynamics of interpersonal and intergroup conflict and its resolution. Global and cultural issues are dealt with in a practical fashion, making this book ideal for those involved in international trade.
  
  

• The Only Negotiating Guide You’ll Ever Need: 101 Ways to Win Every Time in Any Situation
  Peter B. Stark and Jane S. Flaherty, Bentley Press, Inc., Random House, Inc./Broadway, 2003.
  http://www.randomhouse.com/broadway/
  Order Direct from ISM
  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 the tools and knowledge you can put to use right away.
  
  

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