Management
Research Guides
Negotiations
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
McNichols Campus Library
BF 637 .M4 L38 1997
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