Negotiation Resources

Think Before Your Speak: The Complete Guide to Strategic Negotiation: Roy J. Lewicki, Alexander Hiam (Contributor), Karen Wise Olander

Think Before You Speak is a powerful, plain-English guide for developing the specific skills you need to handle any negotiation - calmly, confidently, and successfully. Written by a leader in the field of negotiation and conflict resolution, this authoritative guide prepares you for every point in the negotiation process, so that you can enter it with a focused mind, aware at all times of your goals, options, tactics, and strategies. The product of years of analysis of all kinds of negotiations, Think Before You Speak shows you how to size up an opponent, analyze the overall context of the negotiation, and accurately assess your own position. It will show you how to select a specific negotiating strategy, and how to change strategies when the situation requires it. To keep you from falling into the common traps and snares of negotiation, this invaluable book will make you aware of your own assumptions and biases, as well as those of your opponent. You will learn the Twelve Rules of Strategic Negotiations, the key points in competitive negotiation, and special techniques for breaking through the "difficult" behavior of your opponent. In each chapter you will find instructive case studies and anecdotes that illustrate the ways these skills can be applied to real-life situations.

The Art and Science of Negotiation: Howard Raiffa

A must read for students of negotiation, including anyone who is, or hopes to become, an executive. The basis of many courses on negotiation and decision science. Raiffa spent 30 years developing his views, and they are rock solid. Treats the concepts of Pareto optimization and allocation of joint gains. In one eye-opening passage, he examines how an arbitrator might allocate $100 between a rich man and a poor man. The range of alternatives is mind boggling, and depressing, for it becomes clear that here, alas,(as with atomic physics) there is no "truth."

Creative Negotiating: Proven Techniques for Getting What You Want Creative Negotiating: Proven Techniques for Getting What You Want: Stephen Kozicki

Author Stephen Kozicki breaks the negotiating process into four easy-to-follow steps- investigation, presentation, bargaining, and agreement-and shows you how to negotiate your way successfully through all four stages. His proven strategy is based on flexibility, careful planning, and four basic principles: There are no rules, Everything is negotiable, Always ask for a better deal, Learn how to say no. With dozens of real-world examples, illustrations, and diagrams, Creative Negotiating shows that you don't have to be manipulative or play tough to be a master negotiator. Learning to negotiate can be easy and fun, and before long you'll have the other side in the palm of your hand!

Common Sense Negotiation: The Art of Winning Gracefully Common Sense Negotiation: The Art of Winning Gracefully: Donald Farber

From veteran entertainment attorney and literary agent Donald Farber comes this engaging new guide to the art of negotiating amicable, mutually profitable deals. By taking negotiating out of the competitive arena, he argues, deals can be struck that are actually more favorable to everyone concerned and that form a groundwork for future cooperation. Farber defines winning as getting as much as you ought to have - neither taking advantage of someone nor settling for less than you're entitled to. Gracefully means convincing the other party that you have a community of interest rather than a conflict of interest. Farber's practical, common- sense advice and examples will help everyone from seasoned negotiators to novices to create solid, fair deals and strong working relationships. Common Sense Negotiation contains helpful appendixes with sample letters and agreements.

Getting Past No: Negotiating Your Way from Confrontation to Cooperation: William Ury

A guide to successful negotiation shows readers how to stay cool under pressure, stand up for themselves without provoking opposition, deal with underhanded tactics, find mutually agreeable options, and more. From the co-author of the 2-million copy bestseller Getting to Yes, a state-of-the-art book on negotiation in the '90s. Featuring an all-new chapter to familiarize readers with the main concepts of Getting to Yes and other negotiation strategies, Getting Past No reveals how to turn adversaries into negotiating partners.

Beyond Machiavelli: Tools for Coping with Conflict Beyond Machiavelli: Tools for Coping with Conflict: Roger Fisher

Roger Fisher, the world-renowned master of negotiation, with two of his leading colleagues - Elizabeth Kopelman and Andrea Kupfer Schneider - provides a step-by-step process for dealing with the persistent and complex disputes that mark our changing, often dangerous world. Instead of simply asking why things work - or don't - the authors ask: how can we affect the way things work? They break conflicts into manageable components and advance a process for problem-solving. Arguing that we need to move beyond one-shot "solutions" toward a constructive way of dealing with differences, they lay out tools for conflict analysis and practical applications for those tools in the international arena. The authors also show that tactics which successfully influence an adversary are equally applicable to the task of persuading an employer, a community official, or a business associate. Originally drafted as a handbook for the diplomats and senior officials advised by Fisher and his colleagues, this succinct, lucid, and effective book is the primer about the new paradigm in conflict management.

Winning: Using Lawyers' Courtroom Techniques to Get Your Way in Everyday Situations: Noelle C. Nelson

Nelson reveals the secret tactics perfected by lawyers to establish rapport, to instill confidence, and ultimately to win. She explains hundreds of tactics and then teaches step by step how readers can use them, too. Now everyone can use proven lawyers' techniques to persuade the people in their business and personal life. A masterpiece of applied negotiation and a tremendous resource for anyone interested in the field.

The Anatomy of Persuasion: Norbert Aubuchon

In business and out, the ability to convince others to adopt a specific point of view is almost always a precursor to success. Norbert Aubuchon, a former DuPont executive who now teaches motivational techniques in seminars and workshops, outlines his basic methodology in The Anatomy of Persuasion. Through case studies, practice assignments, and a look at some common roadblocks, he shows how to deal with both routine situations and the inevitable surprises that regularly arise in the workplace.