Books to Read
The Negotiator's Reading List
This list is not intended to be a 'top ten' or 'best of' kind of
list, but represents what we feel to be the start of a good
reference library. Many of these are available in different
editions from a variety of publishers. Some are out of print, but
available over the internet. If we have missed out some of your
favourites, please tell us. Our list, in no particular order:
Bargaining Across Borders, Dean Allen Foster,
MCGRAW HILL (1995)
Provides all the groundrules for culturally sensitive negotiation
and communication. Written from an American perspective.
Getting to Yes, Fisher, Ury and Patton, PENGUIN
BOOKS (1983)
Should be read in conjunction with Getting Past No. The focus is
on the concept of issues versus interests and strong on problem
solving approaches to conflict resolution.
Getting Past No, William Ury, BANTAM
(1993)
Should be read in conjunction with Getting to Yes. Provides a
framework and strategies for understanding and managing 'NO'. Very
good on the Judo techniques we practice on the Scotwork
Program.
Mark McCormack on Negotiating, Mark McCormack,
RANDOM HOUSE (1995)
Short on theory and long on anecdote but still a fascinating
insight into the methods of a consummate deal maker. Weakness: he
does advocate opening way outside the bargaining arena. This might
work well in sports marketing where the relative value of the
'service' sold can be very fluid. Sadly, most of us don't have that
luxury.
Negotiating Partnerships, Keld Jensen and Iwar
Unt, PEARSON EDUCATION (2002)
If you are negotiating strategic alliances and want to add value
before you divide it then this is the book for you. A recent
tranlation from Danish and while it suffers from poor organization
of the central ideas, the message is very powerful.
Bargaining for Advantage, Richard Shell,
PENGUIN BOOKS (2006)
A fascinating look at the situational aspects of negotiating. Easy
to understand and very readable with a strong theoretical
framework.
The New Negotiating Edge, Gavin Kennedy,
NICHOLAS BREARLEY PUBLISHING (1998)
Kennedy's latest thinking with all of his fundamental insights
updated in behavioural terms. Become a purple negotiator.
Managing Negotiations, G. Kennedy, J. Benson
and J. McMillan, first published 1980. BETTER BUSINESS GUIDES
The original Scotwork text. Now out of print but should be begged,
borrowed or otherwise obtained.
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