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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.
Galinski Adam D., Seiden Vanessa, Kim Peter e Medvec Victoria. The dissatisfaction of having your first offer accepted: the role of counterfactual thinking in negotiations. Personality and Social Psychology Bulletin, vol. 28(2), pp. 271-283, 2002.
The phenomenon of disappointment when the first offer is accepted. It analyzes the role of counterfactual thinking in negotiations, providing an in-depth understanding of emotional reactions following the acceptance of a first offer. It offers important insights on how to manage the acceptance of the first offer and shape expectations throughout the negotiation process.
Galinsky Adam D. e Mussweiler Thomas. First offer as anchor: the role of perspective-taking and negotiator focus. Journal of Personality and Social Psicology, vol. 81(4), pp. 657-669, 2001.
The role of initial offers as anchors in negotiations. It explores how the negotiator's perspective and focus influence the effectiveness of these offers. It provides an in-depth understanding of the dynamics of first offers, offering valuable insights on how to use this concept to gain an early advantage in negotiations.
Galinsky Adam e Schweitzer Maurice. Friend and foe: when to cooperate, when to cooperate, and how to succed on both. Random House Business Books, 2015.
The dynamics of cooperation and competition in human and professional interactions. It analyzes when to cooperate and when to compete, offering strategies for succeeding in both situations. It explores the nuances of human relationships and how to navigate complex social dynamics.
Garland Howard. Throwing good money after bad: the effect of sunk costs on decision to escalate commitment to an ongoing project. Journal of Applied Psycology, vol. 76(6), pp. 728-731, 1990.
The effect of sunk costs on decisions to escalate commitment to an ongoing project; how previously incurred costs can influence future choices, especially when deciding whether to continue or terminate a project.
Gayle Willie. Power selling. Prentice Hall, 1959.
Sales and selling strategies, providing information and advice to improve sales skills and effectiveness in selling products or services.
Giacomo Rizzolatti and Corrado Sinigaglia. I Know What You’re Doing: The Acting Brain and Mirror Neurons. Raffaello Cortina Editore, 2005.
A deep analysis of the human brain and mirror neurons. Through groundbreaking scientific discoveries, the book explores how the brain perceives and imitates the actions of others, offering a unique perspective on human understanding. An essential read for anyone seeking to grasp the complexity of human behavior.
Gilbert Daniel. Stumbling on happiness. Harper Perennial, 2007.
A unique perspective on human happiness. Through vivid examples and psychological explanations, the book explores how people perceive happiness and how often our predictions are wrong. It provides an in-depth analysis of human expectations and the challenges in pursuing happiness.
Glass Lillian. I know what you are thinking: using the four codes of reading people to improve your life. John Wiley & Sons Inc., 2002.
The theme of nonverbal communication and the ability to read people through four interpretive codes. It provides advice on how to use these skills to improve personal and professional relationships and to better understand others' thoughts and intentions.
Gray John. Men are from Mars, women are from Venus: the classic guide to understanding the opposite sex. Harper, 2012.
The communicative differences between genders, offering insights into how men and women can better understand the opposite sex. It provides practical advice and an in-depth perspective on the dynamics of interpersonal relationships, making it an essential read for anyone seeking to improve their interactions with the opposite gender.
Greene Kevin. Breakthrough negotiating: how to change the game to win the game at your next negotiation. CreateSpace Indipendent Publishing Platform, 2018.
Bold approaches to negotiation that challenge conventional tactics. Through innovative strategies and practical advice, the book encourages readers to rethink how they approach negotiations. A work that inspires a shift in mindset and empowers readers to achieve exceptional results.
Guth Verner e Tietz Reinhard. Ultimatum bargain behaviour: a survey and comparison of experimental results. Journal of Economic Psycology, vol. 11, pp. 417-432, 1990.
Behavior in ultimatum negotiations through a review and comparison of experimental results.
Hammond John, Keeney Ralph e Howard Raiffa. Smart choice: a practical guide to making better decisions. Harvard Business School, 1999.
A practical guide for making smarter and more informed decisions, using an approach based on the analysis and evaluation of available options; a framework for rational decision-making that can be applied in a variety of contexts, both personal and professional.
Harari Yuval N. Sapiens. From beasts to Gods: a brief hostory of Humankind. Bompiani, 2017.
An engaging analysis of human evolution. It explores the rise of humanity from prehistory to the present day, offering unique perspectives on human nature and society. In the context of negotiations, this book provides a historical and sociological foundation for understanding human motivations, which are crucial for successfully negotiating in culturally diverse settings.
Harrison Christopher S. Make the deal: negotiating mergers and acquisitions. John Wiley and Sons, 2016.
Key strategies for successfully negotiating mergers and acquisitions. Through case studies and in-depth analysis, it provides a practical approach for anyone involved in complex negotiations. It explores the specific challenges of mergers and acquisitions, offering valuable advice for business negotiations.
Hartman Jackie L. e McCambridge Jim. Optimizing millenials: communicating styles. Business Communication Quarterly, vol 74 (1) 2011.
The various communication styles of millennials, helping to improve the understanding of their communication preferences. It provides useful insights for enhancing intergenerational communication in the workplace.
Hilty John A. e Carnevale Peter. Black hat/white hat. Hat strategy in bilateral negotiation. Organizational Behaviour and Human Decision Processes, vol. 55(3), pp. 444-469, 1993.
Analysis of the "black hat" and "white hat" strategies in bilateral negotiations and their influence on the decision-making process and negotiation outcomes.
Hughes Jonathan e Ertel Danny. What's your negotiation strategy? Harvard Business Review, Luglio 2020.
A contemporary analysis of negotiation strategies. It explores the modern tactics used by professionals in business negotiations. With recent examples and current case studies, it provides an updated perspective on how new business dynamics influence negotiation strategies. An important read for those looking to keep their negotiation skills up to date.
Jon Katzenbach, Lona Steffen e Caroline Kronley. Cultural change that sticks: start with what's already working. Harvard Business Review, Harvard Business School Publishing, July-Aug 2012.
Strategies for cultural change in organizations. It offers an approach focused on existing practices, suggesting that lasting change can begin by recognizing and strengthening what already works within an organizational culture. It provides insights on how to implement effective changes through positive approaches.
Joyce Edward J. E Biddle Gary. Anchoring and adjustement in probabilistic interference in auditing. Journal of Accounting Research, vol. 19(1), pp. 120-45, 1981.
Analysis of anchoring and adjustment in probabilistic inferences within the context of auditing. It explores how anchors can influence decisions in situations of uncertainty, shedding light on decision-making processes in auditing and the evaluation of accounting information.
Kahneman Daniel e Tversky Amos. Prospect theory: an analysis of decision risk. Econometrica, vol. 47(2), pp. 263-292, 1979.
Subjective perception of risks and rewards in decision-making, demonstrating that people often evaluate choices differently depending on the context and are influenced by emotional and psychological factors in their decision-making process.
Kahneman Daniel. Maps of bounded rationality: psycology for behavioral economics. American Economics review, vol. 93(3), pp. 1449-73, 2003.
Analysis of the "maps" of bounded rationality, exploring the limits of human thinking in decision-making contexts. It examines how rationality is often constrained in behavioral and economic contexts, shedding light on the psychology of behavioral economics and human decision-making.
Kahneman Daniel. Thinking, fast and slow. Farrar, Straus and Giraux, 2011.
A deep analysis of how the human mind works and how we make decisions, distinguishing between fast (intuitive) thinking and slow (analytical) thinking. It explores decision-making processes, cognitive biases, and psychological influences that shape our thinking.
Kale Sirin. Working from home? Video conference call tips for the self-isolating. The Guardian, 14 Marzo 2020.
Valuable advice for those working from home, especially in situations of self-isolation. It offers practical tips for video conferences, emphasizing the importance of effective communication and time management in the context of remote work.
Karrass Chester. The negotiating game. Harper Business, 1992.
Strategies and practical approaches to achieve positive outcomes in complex negotiation situations.
Kashy Deborah A. e Depaulo Bella M. Who lies. Journal of Personality and Social Psycology, vol. 70(5), pp. 1037-1051,1996.
A deep analysis of the dynamics of lying in everyday life, exploring the roots and social implications of common lies. Through thorough research, it offers an insightful look into human psychology, shedding light on the reasons and outcomes of such complex behaviors.
King Nancy. The first fine minutes. Simon & Schuster, 1988.
Tips and strategies on how to effectively handle the first five minutes of a meeting or conversation, highlighting the importance of making a positive impression from the start.
Klemperer Paul. Auctions: theory and practice. Princeton University Press, 2004.
The theory and practice of auctions. It analyzes the dynamics of auctions, offering an economic and behavioral perspective on how auctions work and how people participate in them. It provides valuable insights on how to effectively participate in or conduct auctions, offering both a theoretical and practical foundation for understanding auction-based negotiations.
Kolb Deborah M. Negotiating at work: turn small wins into big gains. Jossey-Boss, 2015.
An innovative perspective on workplace negotiation. The book shows how to transform small successes into big results, creating a more positive and collaborative work environment. Through concrete examples, it demonstrates how even everyday negotiations can lead to significant changes.
Korobkin Russell. Negotiation theory and strategy. Aspen Law and Business, 2002.
The theory and negotiation strategies. It analyzes the main theories of negotiation, providing a comprehensive framework of the different perspectives on negotiation. How to apply various strategies in specific negotiation contexts, offering a complete overview of the fundamental negotiation theories.
Kramer Roderick M. Repairing and enhancing trust: approaches to reducing organizational strust deficit. Academy of Management Annals, vol. 4(1), pp 245-77, 2010.
Approaches and strategies to repair and improve trust within organizations, addressing the trust deficit that can arise in organizational contexts.
Kristensen Henrick e Garling Tommy. The effects of anchor points and reference points on negotiation process and outcome. Organizational Behaviour and Human Decision Processes, vol. 71(1), pp 86-94, 1997.
The effects of anchoring points and reference points on the negotiation process and outcomes, focusing on how these variables can influence the decisions made during negotiations.
Kruger Justin, Epley Nicholas, Parker Jason e Ng Zhi-Wen. Egogentrism over email: can we communicate as well as we think? Journal of Personality and Social Psychology, vol. 89(6), 2005.
The challenges of digital communication, examining how egocentrism can influence email interactions. It provides a critical perspective on our online communication skills, shedding light on the complexity of digital communications.
Larrick Richard P. e Boles Terry L. Avoiding regret in decision with feedback: a negotiation example. Organizational Behaviour and Human Decision Processes, vol. 93(2), pp. 136-153, 1995.
How to avoid regret in decisions with feedback, using a negotiation example. It explores how emotions, such as regret, influence decisions during and after negotiations. It provides insights into the emotional dynamics of negotiations, offering suggestions on how to make informed and emotionally intelligent decisions during negotiations.
Larrick Richard P. e Wu George. Claiming a large slice of a small pie: asymmetric disconformation in negotiation. Journal of Personality and Social Psychology, vol. 93(2), pp. 212-33, 2007.
The phenomenon of asymmetry in disconfirmation during negotiations. It examines how asymmetric disconfirmations influence the dynamics of negotiation, shedding light on communication and persuasion in negotiations. It offers valuable insights for those looking to improve their negotiation skills in complex situations.
Lax David e Sebenius James. 3-D negotiation; powerful tools to change the game in your most important deals. Harvard Business School Press, 2006.
The concept of "3D negotiation," offering tools and advanced approaches to manage complex and crucial negotiations more effectively. It provides a detailed guide on how to prepare, create value, and strategically influence the course of negotiations.
Lax David e Sebenius James.The manager as negotiator. The Free Press, 2006.
An exhaustive perspective on the role of the manager as a negotiator. Through detailed analysis, it offers a comprehensive guide to the negotiation skills required for success in management and business contexts. It examines advanced strategies, negotiation tactics, and key decision-making models to enhance managers' negotiation abilities.
Leonardelli Geoffrey, Gu Jun, McRuer, Medvec Victoria e Galinski Adam D. Multiple equivalent Simultaneous Offers (MESOs) reduce the negotiator dilemma: how a choice of first offers increases economic and relational outcomes. Organizational behaviour and human decision process, vol. 152, pp. 64-83, Maggio 2019.
The strategy of Multiple Equivalent Simultaneous Offers (MESOs) in negotiations. It explores how this strategy can reduce the negotiator’s dilemma, improving both economic and relational outcomes. It provides a detailed perspective on how to use MESOs to optimize results in complex negotiations.
Lewichi Roy, Saunders David M. e Minton John W. Negotiation: readings, exercises and case. McGraw-Hill, 1999.
provides a comprehensive exploration of negotiation theories and practices, offering a mix of readings, exercises, and real-life case studies. It delves into key negotiation strategies, tactics, and psychological aspects, aiming to improve negotiation skills in various contexts. The authors present diverse perspectives on negotiation, emphasizing practical techniques for successful outcomes. It serves as a valuable resource for students and professionals alike.
Lewicki Roy L., Bruce Barry e Saunders David M. Zone of potential agreement. McGraw Hill Education, 2015.
The "zone of potential agreement," a crucial part of negotiations. It analyzes how to identify and leverage this zone, which represents the common ground between the parties involved. Through detailed case studies, it provides a practical guide on how to maximize results in negotiations, creating agreements that satisfy the needs and desires of all parties.
Lyons Carl. I win, you win: the essential guide to principled negotiation. A & C Black, 2007.
An ethical approach to negotiation based on solid principles. By promoting collaboration and effective communication, it demonstrates how negotiation can lead to positive outcomes for both parties involved. A fundamental text for those seeking an honest and respectful approach to negotiation.
Malhotra Deepak, Ku Gillian e Murningham Keith J. When winning is everything. Harvard Business Review. Vol 7, Maggio 2008.
The "win at all costs" approach in negotiations. It analyzes the implications of pursuing a total victory in negotiations, offering a critical perspective on this aggressive approach. It provides insights on how to balance the goal of winning with the building of relationships and sustainable agreements, offering suggestions on how to negotiate assertively yet collaboratively.
Malhotra Deepak. Negotiating the impossible. Berret-Koehler Publishers, 2016.
Particularly complex and difficult negotiations. It explores how to negotiate in seemingly impossible situations, offering advanced strategies and tactics for managing extremely challenging negotiations. It provides insights on how to approach negotiations that seem hopeless, offering practical advice and case studies on how to tackle impossible negotiations with determination and strategic intelligence.
Malhotra Deepak. Smart alternatives lo lying in negotiation. Negotiation, vol. 7(5), 2004.
Smart alternatives to lying in negotiations. It analyzes how to avoid lying in negotiations, offering ethical and effective alternatives. It provides practical strategies on how to be honest and transparent during negotiations, offering tips on how to build trust and create lasting agreements.
Malhotra Deepak. Trust and reciprocity decision: the different perspectives of trustors and trusted parts. Organizational Behaviour and Human Decision Processes, vol. 94, pp. 61-73, 2004.
Trust and reciprocity decisions, analyzing the perspectives of both the one who trusts and the one who is trusted. It offers interesting ideas on how perceptions of trust influence behavior in negotiations, providing a deep understanding of the trust and reciprocity dynamics in human interactions.
Malhotra Depaak e Bazerman Max H. Investigative negotiation. Harvard Buisness Review, vol. 85(9), pp 72-6, 78, 148, 2007.
An approach to negotiation based on research and inquiry, highlighting the importance of gathering detailed information before and during negotiations to achieve better outcomes in negotiations.
Malhotra Depaak e Bazerman Max H. Negotiation genius: how to overcome obstacles and achieve brilliant results at the bargaining table and beyond. Bantam Books, 2008.
Tips and strategies to improve negotiation skills and successfully tackle challenges in negotiations, offering practical advice to achieve positive outcomes both at the negotiation table and in everyday life situations.
Marcus David e McConnell Bill. Walking away empty-handed. Corporate Control Alert, vol. 9, Novembre 2008.
The decision to walk away from negotiations without reaching an agreement. It analyzes situations where withdrawing can be a strategic choice and how to evaluate when it is appropriate to exit a negotiation. It offers strategies on how to handle negotiations that do not lead to satisfactory results, providing advice on when and how to conclude a negotiation without an agreement.
Medvec Victoria H. Negotiate without fear. Wiley, 2021.
How to negotiate without fear. It analyzes how to overcome negotiation anxiety and approach negotiations with confidence and assurance. It offers strategies for managing emotions during negotiations, providing practical tips on how to negotiate assertively and confidently. This guide is a comprehensive resource for anyone looking to overcome the fear of negotiating and build confidence in their negotiation skills.
Mehrabian Albert. Silent messages: implicit communication of emotions and attitudes. Belmont, 1981.
The implicit communication of emotions and attitudes, highlighting how non-verbal messages influence human interactions. It explores the nuances of emotions conveyed through silent signals, shedding light on the complexity of human communication dynamics.
Meyer Erin. Culture's Map. Roi edizioni, 2014.
Cultural diversity in negotiations. It analyzes how cultural differences influence the dynamics of international negotiations. How to understand and navigate cultural differences, providing practical strategies on how to negotiate effectively in culturally diverse contexts. It is an essential read for anyone involved in international negotiations or interacting with people from different cultures.
Miller George A. The magical number seven, plus or minus two: some limits on our capacity for processing information. Psycology Review, vol. 63(2), pp. 81-97, 1956.
Exploration of the limits of our information processing ability. It reveals how our mind has specific limitations in managing information, shedding light on fundamental aspects of human cognition.
Mnookin Robert, Pepper Scott e Tulumello Andrew. Beyond winning. Negotiating to create value in deals and disputes. Harvard University Press, 2000.
How to create value in agreements and disputes, offering strategies for negotiating in a way that benefits all parties involved. It is an essential read for those seeking to secure advantageous deals and resolve conflicts fairly and effectively.
Mnookin Robert. Bargaining with the devil: when to negotiate, when to fight. Simon & Schuster, 2011.
Analysis of complex decisions and when it is appropriate to negotiate with difficult counterparts or when a more rigid stance is necessary. A strategic guide for handling tough situations where it is crucial to balance diplomacy with protecting one's interests.
Nachmanovitch Stephen. Free play: improvisation in life and arts. Jetemy P. Tarches/Putman, 1990.
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The concept of improvisation and how it can be applied both in the arts and daily life. The author emphasizes the importance of creativity, spontaneity, and improvisation in the creative process and in achieving greater self-awareness. "Free Play" offers an intriguing perspective on the freedom of artistic expression and its relationship with everyday life.
Nardone Giorgio. The Noble Art of Persuasion. Ponte alle Grazie, 2015.
A deep perspective on persuasion, unveiling the mental mechanisms involved. In addition to offering insightful examples and psychological insights, the book demonstrates how to use persuasion ethically in everyday interactions. A comprehensive analysis of a powerful tool in human communication.
Navarro Joe e Karklins Marvin. What every body is saying. William Morrow & Co, 2008.
Body Language and Non-Verbal Communication: A detailed guide on how to interpret physical signals and facial expressions to better understand people and improve communication skills.
Navarro Joe. The dictionary of the body language. William Morrow & Co, 2018.
A detailed exploration of body language, offering an extensive collection of non-verbal signals and explanations of their meanings; essential for anyone looking to refine their ability to interpret people's behavior through facial expressions, gestures, and physical movements.
Neale Margareth A. e Bazerman Max H. Cognition and rationality in negotiation. Free Press, 1991.
The role of cognition and rationality in negotiation processes; how decision-making processes influence negotiation strategies and how rationality can be effectively applied in negotiation situations.
Nierenberg Gerald I. e Calero Henry. How to read a person like a book. Hawthorn Books, 1971.
Reading non-verbal expressions and understanding body language to improve interpersonal communication.
O'Quin K. E Aronoff J. Humor as a tecnique of social influence. Social Psycology Quarterly, vol. 44, pp. 349-357, 1981.
The use of humor as a social influence technique. It analyzes how humor can be used to influence people's perceptions and emotions during social and negotiation interactions. It offers interesting perspectives on how humor can be leveraged to improve the atmosphere in negotiations and build positive relationships with counterparts.
Pease Allan. Why do we lie with our eyes and feel ashamed with our feet? BUR Rizzoli, 2004.
Body language and its implications in social interactions. It analyzes how body language influences perceptions and emotions during human interactions. It explains how to interpret and use body language effectively in negotiations and everyday communication, providing practical advice on how to improve awareness and use of body language in social interactions.
Peter Geoffrey M. The use of lies in negotiation. Ohio State Law Journal, vol. 48(1), pp. 1-50, 1987.
The use of lies during negotiations, analyzing deception tactics within the context of bargaining. The author provides a critical analysis of the ethics and effectiveness of these strategies.
Pink Daniel. To sell is human: the surprising truth about moving others. Riverhead Books, 2012.
Surprising truths about persuasion and sales. It explores strategies and techniques for influencing others in various situations, revealing secrets of effective persuasion. It offers an innovative perspective on how to move people and achieve desired outcomes in different communication contexts.
Polzer Jeffrey T., Mannix Elizabeth A. e Neale Margareth A. Interest allignment and coalitions in multiparty negotiation. Academy Management Journal, vol. 41, pp. 42-54, 1998.
The alignment of interests and coalitions in multiparty negotiations. It explores how common interests and alliances can influence negotiation agreements. It provides an in-depth understanding of how to identify and leverage these dynamics to optimize outcomes in multiparty negotiations, offering crucial insights for negotiators involved in complex multi-stakeholder discussions.
Polzer Jeffrey T. Intergroup negotiations: the effect of negotiating teams. Journal of Conflict Resolution, vol. 40, pp. 678-698, 1996.
The effects of negotiation teams in intergroup negotiations. It explores how team dynamics influence the outcomes of negotiations between groups. It offers important insights on how to manage group dynamics in intergroup negotiations, providing suggestions on how to build and lead effective negotiation teams.
Poundstone William. Priceless: the myth of fair value and how to take advantage of it. Hill and Wang, 2010.
The myth of fair value and in-depth analyses on price perception in purchasing decisions. It explores the strategies used to influence value perceptions, offering insights into how people are influenced when evaluating products and services.
Rackam Neil e Carlisle. The effective negotiator - part 2, planning for negotiations. Journal of European Industrial Training, vol. 2(7), pp. 2-5, 1978.
Research method and results of the analysis of the behavior of successful negotiators during actual negotiations between union and company representatives, as well as the behaviors that distinguish skilled negotiators from average ones.
Raiffa Howard. Negotiation analysis: the science and art of collaborative decision making. Harvard University Press, pp. 173-177, 2002.
An in-depth analysis of negotiation, exploring the science and art of collaborative decision-making. It offers a systematic approach to analyzing negotiations, providing practical tools to understand the dynamics of complex negotiations. It is essential reading for anyone looking to develop advanced negotiation skills, offering a comprehensive approach to understanding collaborative negotiations.
Raiffa Howard. Post-settlement settlements. Negotiation Journal, vol. 1, pp. 9-12, 1985.
Post-negotiation dealings, analyzing the challenges and opportunities in the phase following the closure of the agreement. It explores how to manage negotiations that occur after the main deal, providing strategies on how to maintain and improve agreements over the long term.
Raiffa Howard. The art and science of negotiation: how to resolve conflicts and get the best out of bargaining. Harvard University Press, 1982.
Negotiation dynamics, providing tools and strategies to negotiate more effectively and efficiently.
Reb Jochen. The influence of past negotiations on negotiation counterpart preferences. Group Decision and Negotiation, vol. 19(5), pp 457-77, 2010.
How past negotiation experiences can influence negotiators' preferences toward their counterparts.
Robbins Anthony. Unlimited power. Fawcette Columbine, 1986.
A personal development book that explores human potential through techniques to improve self-esteem, motivation, and communication; it provides practical tools to achieve personal success and enhance the quality of life.
Ross William H. e Wieland Carole. Effects of interpersonal trust and time pressure on managerial mediation strategy in a simulated organizational dispute. Journal of Applied Psycology, vol. 81, pp 228-248, 1996.
The effects of interpersonal trust and time pressure on managerial mediation strategy in an organizational dispute simulation. It explores how these factors influence mediators' choices and negotiation dynamics. It offers valuable insights on how to manage trust and time pressure in negotiations, thereby improving the effectiveness of mediation strategies.