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Negotiation is an essential skill in both personal and professional life. For those interested in learning more about this dynamic discipline, I have curated a selection of books and articles that cover a wide range of topics related to negotiation.
The list is organized alphabetically to make searching easy and intuitive, and for each text there is a synopsis.
Here both the seasoned practitioner seeking new perspectives and the novice eager to learn the fundamentals are sure to find interesting and informative resources. Negotiation is an ever-evolving skill, and this page will be constantly updated to increase proficiency.
I am thrilled to share this vast collection of readings on negotiation that are dear to my heart and hope that it will serve as a valuable resource for personal and professional development.
Aaron Marjorie C. La negoziazione. Sperling & Kupfer, 2008.
A comprehensive overview of negotiation strategies and techniques, providing practical advice for handling complex situations and achieving favorable agreements. With examples and real-life cases, it serves as a practical guide to successfully managing negotiations in various contexts, from professional to personal settings.
Albert Mehrabian. Silent messages: implicit communication of emotions and attitudes. Wadsworth Pub. Co., 1981.
"The Implicit Communication of Emotions and Attitudes"
Through detailed analyses, this work provides an in-depth understanding of nonverbal messages, shedding light on the complexity of human interactions. It offers insights into how to interpret silent cues in both everyday and professional settings.
Alston Jon P. The intelligent businessman's guide to Japan. Charles E. Tuttle, pp. 39-42, 1990.
A guide for businessmen interested in doing business in Japan, including the dynamics of negotiations and the specific challenges related to the Japanese context.
Ames Daniel e Mason Malta. Tandem anchoring informational and politeness effects of range offers in social exchange. Journal of Personality and Social Psychology, vol. 108(2), 2015.
The effects of tandem anchoring in social negotiations, exploring how range offers influence the dynamics of negotiation. It analyzes both informational aspects and those related to politeness, providing an in-depth view of the complexity of social interactions in negotiation contexts.
Ariely Dan. Predictably irrational: the hidden forces that shape our decisions. Harper Collins, 2009.
The hidden forces that shape our daily decisions. Through examples and research, it offers an in-depth view of the psychological and social factors that influence our choices. It explores the predictable irrationalities in human decision-making, shedding light on the motivations behind our behaviors.
Babcock Linda e Laschever Sara. Women don't ask: the high cost of avoiding negotiation and positive strategies for change. Piatkus Books, 2008.
The gender gap in negotiations. It explores why many women avoid negotiating and offers strategies to overcome this tendency. Through case studies and in-depth research, it provides valuable advice on how women can build confidence in negotiations and achieve equitable outcomes.
Bandler Richard e Grinder John. Patterns of hypnotic tecniques of Milton H. Erikson. MD, vol. 1, Metamorphous Press, 1997.
Hypnotic techniques used by the renowned psychiatrist Milton H. Erickson, offering a detailed perspective on the strategies and skills employed by Erickson in the practice of hypnosis.
Bandler Richard e Grinder John. The structure of magic: a book about language and therapy. Science and Behaviour Books, 1976.
The use of language and therapeutic skills in the practice of therapy and effective communication. Bandler and Grinder developed Neuro-Linguistic Programming (NLP).
Bandler Richard. Insider's guide to sub-modalities. Meta Publications, 1993.
The concept of submodalities in Neuro-Linguistic Programming (NLP), designed to provide a detailed guide on how to use and understand submodalities to influence mental processes and personal change.
Baron Naomi S. Always on: language in an online and mobile world. Oxford University Press, 2010.
The evolution of language in the digital and mobile context. It analyzes how communication has been influenced by technology, providing an in-depth analysis of linguistic dynamics in an increasingly connected world. It offers a critical perspective on how language has adapted to the challenges of a continuously evolving digital and mobile environment.
Baron Naomi S. World onscreen: the fate of reading in a digital world. Oxford University Press, 2016.
Reflections on the evolution of reading in the digital age, exploring how technology has influenced the ways in which we absorb information. It offers a critical perspective on the potential loss of traditional reading habits, shedding light on the future of reading in an increasingly technology-driven world.
Baxerman Max H. e Neale Margareth A. Negotiating rationally. Free Press, 1992.
Strategies and approaches for negotiating in a rational and effective manner; decision-making in negotiations and advice on how to make informed and reasonable decisions during negotiations.
Baxerman Max H. Judgement in managerial decision-making. John Wiley & Sons, pp. 27-30 e 66-78, 1998.
Managerial decision-making process and insights into judgment formation and decisions made in a managerial context.
Baxerman Max H., Neale Margareth A., Valley Kathleen L., Zajac Edward J. e Kim Yong Min. The effect of agents and mediators on negotiations outcomes. Organizational Behaviour and Human Decision Processes, vol. 53(1), pp. 55-73, 1992.
The effect of agents and mediators on negotiations and negotiation outcomes in organizational contexts.
Bazerman Max H. e Neale Margareth A. Negotiation. Annual Review of Psychology, vol. 51, pp. 279-314, 2000.
A comprehensive overview of negotiation as a scientific discipline. It explores the fundamental theories and research in the field of negotiation, offering an in-depth understanding of the key topics and challenges. With contributions from experts in the field, it is an essential read for those seeking a thorough understanding of the theoretical foundations of negotiation.
Bazerman Max H. e Samuelson William E. I won the action but I don't want the prize. Journal of Conflict Resolution, vol. 27, pp. 618-634, 1995.
The discrepancy between action and desired reward in negotiations. It analyzes how individuals can achieve outcomes that do not align with their expectations and goals. It offers important insights on how to set clear objectives that are aligned with the actions taken, thereby improving the consistency between actions and expectations in negotiations.
Bazerman Max H., Magliozzi T. e Neale Margareth A. The acquisition of an integrative response in a competitive market. Organizational behaviour and human decision process, vol. 34, pp. 294-313, 1985.
The acquisition of an integrative response in a competitive market. It analyzes how negotiators develop responses that integrate their own interests with those of others, creating sustainable agreements. With empirical examples, it offers valuable insights on how to develop integrative skills in negotiations, creating value in competitive contexts.
Bell David E. e Schleifer Albert Jr. Decision making under uncertainty: a model of cognitive conflict and choosing. Cambridge University Press, 1995.
An in-depth perspective on decision-making in situations of cognitive uncertainty. It explores cognitive conflicts and challenges in the decision-making process, providing insights into strategies for managing uncertainty. With a solid theoretical foundation, it offers tools to improve decision-making accuracy in complex negotiation contexts, a crucial skill for experienced negotiators.
Benoliel Michael e Susskind Lawrence. Done deal: insight from interviews with the world's best negotiators. Platinum Press, 2005.
An interesting perspective on negotiation strategies and the experiences of the world’s top negotiators.
Benson Philip L, Kelly Howard H. e Liebling Bruce. Effects of extremity of offers and concessions rate on the outcomes of bargaining. Journal of Personality and Social Psycology, vol. 24, pp. 73-83, 1983.
How the extremity of offers and the rate of concessions influence negotiation outcomes, contributing to the understanding of negotiation dynamics and strategies of offering and conceding.
Blount Jeb. Inked. Wiley, 2020.
The art of persuasion. It analyzes how to influence others through effective persuasive strategies. It offers insights on how to use persuasion ethically and authentically, providing practical strategies to enhance persuasive skills in negotiations and everyday interactions.
Bok Sissela. Lying: moral choice in public and private life. Vintage, 1991.
An analysis of the moral implications of lying, considering when lies can be justified and when they are morally unacceptable. Through concrete examples and ethical reasoning, Bok examines the role of lying in personal and public decisions, questioning the justifications for lying in various situations of everyday and professional life. The book offers a deep reflection on the moral complexity of lying and the ethical challenges it entails.
Brett Jeanne M. Negotiating globally: how to negotiate deals, resolve disputes and make decisions across cultural boundaries. Jossey-Bass, 2001.
Challenges and strategies for negotiating effectively in international and intercultural contexts, providing a practical guide for addressing cultural differences in decision-making and conflict resolution processes.
Brian Tracy. Eat that frog! - 21 great ways to stop procrastinating and get more done in less time. Berrett-Koehler Publishers, 2001.
Concrete strategies to overcome procrastination and improve productivity. It explores practical tactics for managing time, tackling daily challenges, and increasing personal effectiveness. The book is a practical guide for anyone looking to maximize their productivity.
Burg Bob. The art of persuasion. Tremendous Life Books e Sound Wisdom, 2011.
The art of persuasion, offering insights on how to positively influence others. It analyzes persuasive techniques, providing practical examples and case studies. It offers valuable insights on how to apply persuasive principles ethically and effectively, offering tips on how to improve persuasive skills in negotiations and persuasion situations.
Burger Jerry. The norm of the reciprocity as an internalized social norm: returning favors when no one finds out. Social Influence, vol. 4(1), 2009.
The concept of reciprocity as an internalized social norm, examining how people respond to the return of favors even when not observed. It provides a unique perspective on the intrinsic nature of reciprocity in human interactions, revealing the deep motives that drive individuals to act altruistically and cooperatively, even in the absence of external supervision.
Butlens Marc Marc Butlens e Van Pouche Dirk. Determinants of a negotiator's initial opening offer. Journal of Business and Psychology, vol. 19(1), pp 23-35, 2004.
Factors that influence the initial opening offer of a negotiator in a negotiation situation.
Camp Jim. Start with no: the negotiating tools that the pros don't want you to know. Crown Business, 2002.
An innovative perspective on negotiation, suggesting that starting negotiations with a 'no' can create a solid foundation for effective negotiation.
Caporatello Luca and Magni Marco. Team management: how to manage and improve teamwork. Egea, 2015.
Effective team management in organizations, offering advice and strategies to improve collaboration and team performance.
Carnagie Dale. How to win friends and influence people. Angus e Robertson, 1965.
Practical advice on how to build positive relationships, influence others constructively, and improve communication skills.
Carr Albert Z. Is business bluffing ethical. Harvard Business Review, vol. 48(1), 1987.
A debate on the ethics of bluffing in the business world. It examines the moral issues associated with bluffing tactics in the commercial context, encouraging readers to reflect on ethical integrity in business negotiations.
Chokshi Niraj. Out of the office: more people are working remotely, survey finds. New York Times, 15 Febbraio 2017.
The results of a survey on remote work, reflecting on the changing dynamics of work in contemporary society. It provides an overview of the growing phenomenon of remote work and its social and economic implications.
Cialdini Robert B. Influence: the psycology of persuasion. William Morrow, 1984.
How people are influenced and persuaded in their daily decisions, providing valuable insights on how to recognize and effectively use these influences.
Cialdini, Robert B. Influence: The Psychology of Persuasion. Giunti, 1989.
The principles of persuasion. It analyzes the tactics used to influence people's behavior and decisions. With practical examples and in-depth research, it offers insights into the persuasive strategies employed in negotiations. An essential read for those who wish to understand the subtle dynamics of persuasion in human and commercial interactions.
Cialdini Robert B. Reciprocal concessions procedures for inducing compliance: the door-in-the face-technique. Journal of Personality and Social Psicology, vol. 31(2), 1975.
The door-in-the-face technique as a strategy for gaining agreement. It analyzes how reciprocity and concession can influence human behavior, offering a unique perspective on social persuasion and the dynamics of reciprocal requests and concessions.
Cialdini, Robert B. Theory and Practice of Persuasion: Understanding Persuasion to Practice It Positively and Defend Against Manipulators. Roberti, 2009.
Research and ideas on persuasion, offering advice on how to use persuasion ethically and how to defend against the manipulative tactics of others.
Cialdini Robert B. The power of persuasion: putting the science of influence to work in fundraising. Standford Social Innovation Review, pp. 18-27, estate 2003.
The power of persuasion in the context of fundraising. It analyzes how persuasive techniques can be used ethically to positively influence people's decisions. It offers valuable insights on how to apply persuasive principles ethically and effectively, providing practical tips for anyone involved in fundraising or other persuasive activities.
Cohen Jonathan. Advising clients to apologize. Southern California Law Review, vol. 72(4), pp. 1009-69, 1999.
The procedure of reciprocal concessions to induce conformity, specifically examining the 'door-in-the-face' technique and how the dynamics of reciprocal concessions influence conformity behavior in negotiation processes.
Cotter Daniel R. e Tripp Thomas M. First offer disadvantage in zero-sum game negotiation outcomes. Journal of Business-to-Business Marketing, vol.15(1), 25-44, 2008.
The concept of 'First Offer Disadvantage,' referring to the phenomenon where the party making the first offer in a negotiation tends to achieve less favorable outcomes in zero-sum situations.
Covey, Stephen R. The Speed of Trust: The One Thing That Changes Everything. Franco Angeli, 2004.
The transformative power of trust in personal and professional relationships. Through engaging examples and key principles, it demonstrates how trust is the fundamental element driving positive human interactions. The book offers practical strategies for building mutual trust, creating a solid foundation for success and well-being in social and work dynamics.
Cozby Paul C. Self disclosure, reciprocity and liking. Sociometry, vol. 35(1), pp. 151-160, 1972.
The relationship between self-disclosure, reciprocity, and affection in social interactions. The findings indicate that when people open up and share personal information, they often generate a sense of reciprocity and likability from others, thereby contributing to a better understanding of the mechanisms of social relationships.
Csikszentmilhalyi Mihaly. Flow: the psicology of optimal experience. Harper & Row, 1990.
The concept of 'flow,' a mental state in which a person is fully immersed in an activity, experiencing deep concentration and enjoyment. The author analyzes how to achieve this state of flow and how it can positively influence human experience and performance in a variety of contexts.
Curhan Jared R., Elfenbein Hilary Anger e Xu Heng. What do people value when they negotiate? Mapping the domain of subjective value in negotiation. Journal of Personality and Social Psychology, vol. 91(3), pp 493-512, 2006.
What people value during negotiations and an attempt to map the concept of subjective value in negotiations.
De Dreu Carsten K.W. , Bazerman Max H. e Steinel Wilfred. Unfixing the fixed pie: a motivated information processing approachto integrative negotiation. Journal of Personality and Social Psychology, vol.79(6), pp. 975-87, 2000.
An approach to integrative negotiation, focusing on how people process information and approach negotiations to find solutions that go beyond the 'fixed pie' concept, creating added value for both parties involved.
De Martino Benedetto, Kumaran Dharshan, Seymour Ben e Dolan Raymond J. Frames, biases and rational decision-making in the human brain. Science, vol. 313(5787), pp. 684-687, 2006.
Mental frameworks and biases that influence human decisions. It analyzes how the human brain processes information during negotiations, offering a scientific perspective on both rational and irrational decisions. With references to neuroscience, it provides valuable insights into the psychology of decision-making in negotiations. Mental frameworks and biases that influence human decisions. It analyzes how the human brain processes information during negotiations, offering a scientific perspective on both rational and irrational decisions. With references to neuroscience, it provides valuable insights into the psychology of decision-making in negotiations.
Dell Donald. Never make the first offer (except when you should): wisdom from a master dealmaker. Portfolio, 2009.
Sharing his experience and wisdom as an expert negotiator, offering advice on when to make the first offer and how to successfully negotiate in various contexts.
Daniel Shapiro. Negotiating the nonnegotiable: how to resolve your most emotionally charged conflicts. Penguin Books, 2017.
Innovative approaches to dealing with emotionally charged conflicts, transforming seemingly irresolvable situations into opportunities for collaborative growth. Through wisdom and compassion, the book guides the reader in managing complex conflicts, fostering understanding and collaboration.
Dawson Roger. Roger Dawson's secrets of power negotiating. Career Press, 1995.
Advanced strategies to enhance negotiation skills. It offers practical advice for honing negotiation abilities, making it an essential guide for anyone looking to excel in the world of negotiations.
Depaulo Bella M., Kashy Deborah A., Kirkendol Susan E., Wyer Melissa M. e Epstein Jennifer A. Lying in everyday life. Journal of Personality and Social Psycology, vol. 70(5), 1996.
It examines the phenomenon of lying in everyday life. This study offers a detailed analysis of the reasons, contexts, and social implications of common lies. Through empirical analysis, the authors explore why people lie in daily situations, providing an in-depth understanding of human behavior related to lying. The article represents a significant contribution to social psychology, offering an accurate analysis of the role of lying in everyday life.
Diekmann Kristina A., Tenbrunsel Ann E., Shah Prashant P., Schroth Henry A. e Bazerman Max H. The descriptive and prescriptive use of previous purchase price in negotiations. Organizational Behaviour and Human Decision Processes, vol. 66(2), pp. 179-191, 1996.
Both descriptive and prescriptive use of the previous purchase price in negotiations, highlighting the role this information plays in the negotiation decision-making process.
Dimberg Andreas, Thumberg Michael e Elmehed Kajsa. Unconscious facial reactions to emotional facial expressions. Psychological Science, 11, 2000.
Unconscious facial reactions to emotional facial expressions, contributing to the understanding of the dynamics of emotional expressions and human reactions.
Donohue William A. e Roberto Anthony J. Relational development as negotiated order in hostage negotiation. Human Communic ation Research, vol. 20(2), pp. 175-198,1993.
The development of relationships in hostage negotiations, highlighting how such relationships are built through a negotiated process.
Duke Anne. Thinking in bets: making smarter decisions when you don't have all the facts. Penguin Random House, 2018.
How to make decisions in situations of uncertainty, a common scenario in negotiations. It uses the concept of betting to explain the decision-making process, offering a new perspective on risk management and uncertainty. With real-world examples, it provides practical tools to improve decision accuracy, an essential skill for negotiators.
Dweck Carol S. Mindset: cambiare forma mentis per raggiungere il successo. Franco Angeli, 2016.
The concept of mindset and its impact on performance and success. It analyzes how different mindsets influence the ability to learn, grow, and face challenges. It offers insights on how to develop a growth mindset in negotiations, providing suggestions on how to overcome challenges, learn from experiences, and grow as negotiators.
Ekman Paul. Facial expression of emotion: new findings, new questions. Psychological Science, 3, pp. 34-38, 2000.
Facial expressions of emotions, presenting new findings and raising further questions about the understanding of human emotional expressions.
Ekman Paul. Telling lies, clues to deceit in the marketplace, politics and marriage. W.W. Norton & Co., 2009.
Lie detection and indicators of deception in human interactions. It analyzes how to identify signs of lying and deception during negotiations. It explores how to interpret facial expressions and body language to detect signs of deception in negotiation interactions, providing strategies for detecting deceit and making informed decisions.
Ekman Paul. Emotions revealed: understanding faces and feelings. W&N, 2004.
An immersion into the world of human emotions. It explores how understanding facial expressions and feelings can provide a deeper insight into human interactions. Through scientific discoveries and engaging case studies, the book offers a guide to understanding human emotions and their impact on interpersonal relationships.
Ekman Paul. Unmasking the face: a guide to recognizing emotions and facial expressions. Malor Books, 2003.
A practical guide to recognizing emotions and facial expressions. It analyzes how to interpret facial expressions, providing insights on how to understand the emotions of others during negotiations. It offers strategies to enhance emotional awareness during negotiation interactions, providing suggestions on how to understand and respond to others' emotions in an empathetic and authentic way.
Erica Dhawan. Digital body language. St. Martin Press, 2021.
Digital body language in online interactions. It analyzes how online behavior influences perceptions and virtual relationships. It explores how to interpret digital body language, providing tips on how to communicate effectively and authentically in online interactions, which is essential for virtual negotiations and digital communications.
Erin Mayer. Getting to si, ja, oui, hai, and da. Harvard Business Review, December 2015.
Insights into the different expressions of consent in various languages. Through detailed analyses, it offers a perspective on how acceptance is communicated in culturally specific ways, shedding light on the diversity of consent dynamics in international communications.
Ertel Danny e Mark Gordon. The point of the deal: how to negotiate when yes is not enough. Harvard Business School Press, 2007.
Advanced negotiation strategies, focusing on how to achieve more meaningful and satisfactory results when a simple 'yes' is not enough. Insights on how to manage complex negotiations and reach agreements that effectively take into account the interests of both parties.
Feldman Robert S. e Rime Bernard. Fundamentals of nonverbal behavior. Cambridge University Press, 1991.
Fundamental principles of nonverbal behavior, focusing on facial expressions, body language, and other aspects of nonverbal communication in human interactions.
Fisher Roger e Daniel Shapiro. Building agreement: using emotions as you negotiate. RH Business Books, 2007.
The role of emotions in negotiations, offering strategies for managing emotionally charged situations. The authors analyze how emotions can influence decisions and provide concrete examples and case studies to illustrate how words and actions can shape negotiations, offering a practical guide for negotiating effectively.
Fisher Roger e Ertel Danny. Getting ready to negotiate. Penguin, 1995.
Advanced strategies to improve negotiation skills. It provides practical advice on how to prepare effectively for negotiations, becoming an essential guide for those who wish to excel in the world of negotiations.
Fisher Roger e Daniel Shapiro. Beyond reason: using emotions as you negotiate. Viking Penguin, 2005.
How emotions can be used constructively during negotiations, offering strategies to effectively manage emotional dynamics in order to reach more satisfying agreements.
Fisher Roger e Scott Brown. Getting together: building relationships as we negotiate. Houghton Miffin, 1988.
How to build meaningful relationships during the negotiation process, emphasizing the importance of collaboration to achieve positive outcomes.
Fisher Roger, William L.Ury e Bruce Patton. Getting to yes: negotiating agreement without giving in. 3 edtion Penguin Books, 2011 (tItalian version of L'arte del negoziato. Corbaccio, 2014).
Insights into the negotiation process and provides an effective methodology for reaching agreements without giving in.
Foster Dean A. Bargaining across borders. McGraw Hill, 1995.
An analysis of the complexity of international negotiations, examining the cultural and geographical challenges involved. It offers practical strategies for negotiating effectively across national borders, serving as an essential guide for global business and intercultural relations.
Fox Jeffrey J. How to become a rainmaker: the people who get and keep customers. Hyperon, 2000.
Proven strategies for acquiring and retaining customers effectively. It explores sales methods and persuasion techniques, providing a practical approach for those seeking success in the field of sales and customer relationship management.
Frank Robert H. Passion within reason. W.W. Norton, 1988.
A unique perspective on the intricate interconnections between emotion and reason in the decision-making process. By examining in detail how emotions can influence rational decisions, the author outlines a complex portrait of human behavior, providing an insightful analysis of how passion and reason intertwine in our thinking and actions.