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Negotiations

The Anatomy of Persuasion

Aubuchon, Norbert. (AMACOM, c1997)
McNichols Campus Library
HD 58.6 .A93 1997

Bare-knuckle Negotiation: Savvy Tips and True Stories from the Master of Give-and-Take

Felder, Raoul Lionel. (John Wiley & Sons, c2004)
McNichols Campus Library
KF 373 .F38 A33 2004

Bargaining for Advantage: Negotiation Strategies for Reasonable People

Shell, G. Richard. (Viking, 1999)
McNichols Campus Library
BF 637 .N4 S44 1999

Behavioral Game Theory: Experiments in Strategic Interaction

Camerer, Colin. (Princeton University Press, c2003)
McNichols Campus Library
HB 144 .C364 2003

Built to Win: Creating a World-class Negotiating Organization

Movius, Hallam. (Harvard Business Press, c2009)
McNichols Campus Library
HD 58.6 .M68 2009

Covert Persuasion: Psychological Tactics and Tricks to Win the Game

Hogan, Kevin. (John Wiley & Sons, Inc., c2006)
McNichols Campus Library
BF 637 .P4 H63 2006

Does Game Theory Work?: The Bargaining Challenge

Binmore, K. G.. (MIT Press, c2007)
McNichols Campus Library
HB 144 .B55 2007

Elements of Mediation

Leviton, Sharon. (Brooks/Cole Pub., c1997)
McNichols Campus Library
BF 637 .M4 L38 1997

Essentials of Negotiation

Lewicki , Roy J., [et al.].. (McGraw-Hill/Irwin, c2004)
McNichols Campus Library
HD 58.6 .L487 2004

Fair Division: From Cake-cutting to Dispute Resolution

Brams, Steven J.. (Cambridge University Press, 1996)
McNichols Campus Library
HM 136 .B7317 1996

Gain the Edge!: Negotiating to Get What You Want

Latz, Martin E.. (St. Martin's Press, c2004)
McNichols Campus Library
HD 58.6 .L38 2004

Getting to Yes: Negotiating Agreement Without Giving In

Fisher, Roger. (Penguin Books, 1991)
McNichols Campus Library
BF 637 .N4 F57 1991

The Handbook of Negotiation and Culture

Gelfand, Michele J. and Jeanne M. Brett. (Stanford Business Books, c2004)
McNichols Campus Library
BF 637 .N4 H365 2004

How to Say It: Negotiating to Win: Key Words, Phrases, and for Every Sitituation

Henning, Jim. (Prentice Hall, 2008)
McNichols Campus Library
HD 58.6 .H464 2008

Mastering Business Negotiation: A Working Guide to Making Deals and Resolving Conflict

Lewicki, Roy J., and Alexander Hiam. (Jossey-Bass, a Wiley Imprint, c2006)
McNichols Campus Library
HD 58.6 .L496 2006

Negotiate to Win: The 21 Rules for Successful Negotiation

Thomas, Jim. (Thomas, Jim)
McNichols Campus Library
BF 637 .N4 T45 2005

Negotiating at an Uneven Table: Developing Moral Courage in Resolving Our Conflicts

Kritek, Phyllis Beck. (Jossey-Bass, c2002)
McNichols Campus Library
R 724 .K74 2002

Negotiation Fieldbook: Simple Strategies to Help Negotiate Everything

(Lum, Grande)
McNichols Campus Library
HD 58.6 .L86 2005

Negotiation: Process, Tactics, Theory

Churchman, David. (University Press of America, 1995)
McNichols Campus Library
BF 637 .N4 C48 1995

Negotiation: Readings, Exercises, and Cases

Lewicki, Roy J., Bruce Barry, and David M. Saunders. (5th ed., McGraw-Hill/Irwin, c2007)
McNichols Campus Library
HD 58.6 .N45 2007

Negotiation: Strategies for Mutual Gain: The Basic Seminar of the Harvard Program on Negotiation

Hall, Lavinia ed.. (Sage, c1993)
McNichols Campus Library
BF 637 .N4 N44 1993

Negotiation Theory and Strategy

Korobkin, Russell. (Aspen Law & Business, c2002)
McNichols Campus Library
K 2390 .K67 2002

Never Make the First Offer: (Except When You Should): Wisdom from a Master Dealmaker

Dell, Donald L.. (Portfolio, 2009)
McNichols Campus Library
HD 58.6 .D45 2009

The Power of Ethical Persuasion: From Conflict to Partnership at Work and in Private Life

Rusk, Tom and Patrick Miller. (Viking, 1993)
McNichols Campus Library
BF 637 .N4 R87 1993

The Savvy Negotiator: Building Win-win Relationships

Morrison, William F.. (Praeger Publishers, 2006)
McNichols Campus Library
HD 58.6 .M673 2006

Settling for More: Mastering Negotiating Strategies and Techniques

Goldman, Alvin L. (Bureau of National Affairs, c1991)
McNichols Campus Library
BF 637 .N4 G64 1991

Shaping the Game: The New Leader's Guide to Effective Negotiating

Watkins, Michael. (Harvard Business School Press, c2006)
McNichols Campus Library
HD 30.3 .W38 2006

Upper Hand: Winning Strategies from World-class Negotiators

Benoliel, Michael. (Platinum Press, c2006)
McNichols Campus Library
HD 58.6 .B463 2006

The Win--win Solution: Guaranteeing Fair Shares to Everybody

Brams, Steven J.. (W.W. Norton, c1999)
McNichols Campus Library
HM 136 .B7318 1999

Advances in Negotiation Theory: Bargaining, Coalitions, and Fairness

Carraro, Carlo; Marchiori, Carmen; and Sgobbi, Alessandra;, The Wrold Bank.

"Summary: Bargaining is ubiquitous in real life. It is a major dimension of political and business activities. It appears at the international level, when governments negotiate on matters ranging from economic issues (such as the removal of trade barriers), to global security (such as fighting against terrorism) to environmental and related issues (such as climate change control). What factors determine the outcomes of such negotiations? What strategies can help reach an agreement? How should the parties involved divide the gains from cooperation? With whom will one make alliances? The authors address these questions by focusing on a noncooperative approach to negotiations, which is particularly relevant for the study of international negotiations. By reviewing noncooperative bargaining theory, noncooperative coalition theory, and the theory of fair division, they try to identify the connections among these different facets of the same problem in an attempt to facilitate progress toward a unified framework." From http://www.worldbank.org

Julia L. Eisenstein

Associate Librarian
Reference Services
McNichols Campus Library

eisensjl@udmercy.edu
313-578-0576

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