Negotiation Reading List
We are including this reading list for those of you interested in learning more about negotiation. Some of the resources listed below provide a general overview of negotiation theory, and others offer a deeper dive into specific negotiation concepts and elements. We will continually update this list, so please check back here often!
Why are negotiation skills important?
Workplace Basics: The Competencies Employers Want, Nov 2020 | Georgetown University Center on Education and the Workforce | Anthony P. Carnevale, Megan L. Fasules, and Kathryn Peltier Campbell.
Negotiation Theory in General
Fisher, Roger. Getting to Yes. (3rd ed.) New York: Penguin Group, 2011.
Fisher, Roger and Daniel Shapiro. Beyond Reason. New York: Penguin Group, 2005.
Ross, Howard. Everyday Bias. Maryland: Rowman & Littlefield, 2014.
Shonk, Katie (2021, October 25). Conflict Management Styles: Pitfalls and Best Practices.
BATNAs
BATNA Strategy: Should You Reveal Your BATNA? (2021, January 12).
Listening Skills and Asking Questions
Carter, Alexandra. Ask for More: 10 Questions to Negotiate Anything. Simon & Schuster, 2020.
Murphy, K. (2020, January 9). Talk less, Listen More. Here’s How. New York Times.
PON Staff (2020, November 10). Ask Better Negotiation Questions.
Sale, Anna. Let’s Talk about Hard Things. Simon & Schuster, 2021.
Zaki, K. (2020, December 29). Our Divided Times are an Opportunity for Empathy. Really.