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Recommended Reading

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RECOMMENDED READING


 
 
Beyond Machiavelli: Tools for Coping with Conflict
Roger Fisher, Elizabeth Kopelman, and Andrea Kupfer Schneider
Cambridge, MA: Harvard University Press, 1994.(hardcover)

 
Beyond Winning: Negotiating to Create Value in Deals and Disputes
Robert H. Mnookin, Scott R. Peppet and Andrew S. Tulumello
Harvard University Press, 2000

 
Crucial Conversations: Tools for Talking When Stakes are High
Kerry Patterson, Joseph Grenny, Ron McMillan and Al Switzler
New York, NY: McGraw-Hill, 2002

 
Difficult Conversations: How to Discuss What Matters Most
Douglas Stone, Bruce Patton and Shelia Heen
New York, NY: Penguine Putnam, 1999

 
Getting Past No: Negotiating With Difficult People
William Ury
New York, NY: Bantam Books, 1993

 
Getting Ready to Negotiate: The Getting to YES Workbook
Roger Fisher and Danny Ertel
New York, NY: Penguin Books, 1995.

 
Getting to YES: Negotiating Agreement Without Giving In
Roger Fisher, William Ury, and Bruce Patton (for the 2nd edition)
New York, NY: Penguin Books, 1991

 
Negotiating Rationally
Max H. Bazerman and Margaret A. Neale.
New York, NY: Free Press, 1992.

 
Negotiation: Strategies for Mutual Gain
Edited by Lavinia Hall
Newbury Park, CA: Sage Publications, 1993

 
Six Habits of Merely Effective Negotiators
James K. Sebenius
Boston, MA: Harvard Business School Publishing Corporation, 2002, HBR: OnPoint

 
The Only Negotiating Guide You’ll Ever Need
Peter Stark and Jane Flaherty
New York, NY: Broadway Books, 2002

 
The Shadow Negotiation: How Women Can Master the Hidden
Agendas that Determine Bargaining Success
Deborah M. Kolb and Judith Williams
New York, NY: Simon & Schuster, 2000

 
Women Don’t Ask: Negotiation and the Gender Divide
Linda Babcock and Sara Laschever
Princeton, NJ: Princeton University Press, 2003

 
 

 

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