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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.
Salacuse Jeswald W. Real leaders negotiate! Gaining, using and keeping the power to lead through negotiation. Palgrawe Macmillan, 2017.
How negotiation is essential for true leaders. Through enlightening examples and effective strategies, the book guides leaders in acquiring and using power through negotiation. A fundamental text for those who aspire to lead successfully through negotiations.
Sally David. One step ahead: mastering the art and science of negotiation. St. Martin's Press. 2020.
A comprehensive approach to negotiation, combining science and art. In addition to providing advanced strategies, it explores the underlying theories, showing how to apply scientific concepts to everyday negotiation practice. An in-depth dive into the nuances of modern negotiation.
Schurr Paul H. Effects of gain and loss decision frames on risky purchase negotiations. Journal of Applied Psychology, vol. 72(3), 351–358, 1987.
How the perspective of decisions related to gains and losses influences negotiations in risky purchases; how people evaluate purchasing options based on contexts that emphasize benefits or potential losses, providing valuable insights into the psychology of business negotiations.
Schuster Camille P. e Copeland Michael J. Global business: planning for sale and negotiations. The Dryden Press, 1996.
Strategies and planning for global sales and negotiations; useful information for tackling challenges and seizing opportunities in the context of an increasingly interconnected commercial world.
Schweinbegr Martin, Ku Gillian, Wang Cynthia S. e Pillutla Madan M. Starting with high and ending with nothing: the role of anchors and power in negotiations. Journal of Experimental Social Psicology, vol. 48(1), pp. 226-231, 2012.
The role of anchors and power in negotiations. It explores how the strategic use of anchors and the dynamics of power influence negotiation outcomes. It provides an in-depth understanding of how to manage and leverage these elements in negotiations, offering important insights for creating favorable agreements.
Sclavi Marianella. The art of listening and possible worlds. The Wasps, 2000.
An in-depth exploration of the art of active listening. In addition to offering techniques to improve listening skills, the book shows how empathetic listening can open new worlds of understanding. Through engaging examples, it invites readers to discover possible worlds through the art of listening.
Sebenius James K. The hidden challenge of cross-border-negotiations. Harvard Business Review, vol. 80(3), pp 76-85, 2002.
Hidden challenges in cross-border negotiations and provides insights into the complexity of international negotiations.
Shapiro Daniel e Bies Robert J. Threats, bluffs, and disclaimers in negotiation. Report of Department of Business Administration. University of North Carolina, 1991.
The role of threats, deception, and formal statements in negotiations. It analyzes how these tactics can influence perceptions and agreements during negotiations. It offers a detailed perspective on how to use these strategies ethically and effectively, providing practical advice on how to negotiate with assertiveness and clarity.
Shapiro Ronald M. Dare to prepare: how to win before you begin.Three Rivers Press, 2008.
Preparation in negotiations. It analyzes how to prepare effectively before negotiations, providing strategies to increase confidence and security in negotiations. How to gather information, identify objectives, and create winning strategies before entering negotiations, offering practical tips on how to prepare thoroughly and competently.
Shapiro Ronald M. e Jankowski Mark A. Bullies, tyrants and impossible people: how to beat them without joining them. Three Rivers Press, 2005.
How to deal with difficult people in negotiations. It analyzes how to manage situations with dominant or hostile individuals, offering insights on how to negotiate effectively even with challenging counterparts. It provides strategies for dealing with bullies, tyrants, and impossible people, offering practical advice on how to stay calm and handle stressful situations during negotiations.
Shapiro Ronald M. Perfecting your pitch: how to succeed in business and in life by finding words that work. Plume 2014.
How to refine your communication approach in negotiations and everyday life. It analyzes how to build effective and persuasive presentations and how to use words strategically to positively influence others. It offers strategies to improve persuasive and communication skills, providing tips on how to craft speeches that are convincing and effective in negotiations and everyday communication situations.
Shapiro Ronald M. The power of nice: how to negotiate so everyone wins. Wiley, 2015.
The power of kindness in negotiations. It analyzes how kindness and mutual respect can improve negotiation outcomes. How to negotiate assertively yet kindly, providing strategies to create agreements that are beneficial for all parties involved. It offers a practical guide for anyone looking to enhance their negotiation skills through a kind and collaborative approach.
Shell Richard G. Strateghi della negoziazione. Il Sole 24 ore, 2006.
Advanced negotiation strategies. It explores sophisticated approaches to negotiation, providing details on how to successfully negotiate in complex contexts. It offers strategies for tackling difficult negotiation challenges, providing a detailed guide on how to apply advanced strategies in the most demanding negotiations.
Shell Richard. When is legal to lie in commercial negotiations. Sloan Management Review, vol. 32 (3), pp. 93-101, 1991.
The theme of ethics and the legality of lies in commercial negotiations, providing a detailed analysis of the ethical challenges that may arise during business negotiations. The author addresses the question of when it may be possible or appropriate to lie in negotiations from a legal and ethical perspective.
Shertkoff Jerome M. e Conley Melinda. Opening offer and frequency of concession as bargaining strategies. Journal of Personality and Social Psycology, vol. 7(2), pp 181-185, 1967.
This study conducted on the opening of negotiations and the frequency of concessions deeply analyzes the impact of first offers and concessions in the dynamics of negotiations. It examines how such strategies influence the overall outcome of negotiations, offering valuable insights into the psychology of first offers and the importance of concessions in reaching satisfactory agreements for both parties involved.
Shockley-Zalabak Pampla S. e Morley Donald D. Sex differences in conflict style preferences. Communication Research Projects, vol. 1(1), pp. 28-32, 1984.
Gender differences in conflict style preferences, offering a perspective on communicative dynamics. It highlights how gender can influence the way people approach conflicts, contributing to a deeper understanding of behavior in conflict situations.
Sifford Darrel. Mastering the fine art of negotation. Philadelphia Inquirer, 30 Giugno 1991, p. 11.
Insights into the negotiation process and provides an effective methodology for reaching agreements without giving in.
Stark Peter B. It's negotiable. The Netherlands Pfeiffer & Company, 1994.
Insights on negotiation, with a particular focus on the art of persuasion and effective negotiation strategies; practical advice and examples to help readers improve their negotiation skills in various situations, from professional to personal life, with an emphasis on communication and understanding the dynamics of negotiations.
Steiglitz Ken. Shills snipers & sharks: eBay and human behaviour. Princeton University Press, pp. 11-12, 2007.
Human behavior on online platforms like eBay. It analyzes how negotiation and persuasion dynamics manifest in digital contexts. How people influence and are influenced in online negotiations, providing a unique perspective on negotiation strategies in virtual environments.
Stone Douglas e Heen Sheila. Thanks for the feedback. Penguin Random House, 2014.
Feedback and how to receive and manage it effectively. It analyzes how to give and receive feedback in negotiations and how to use feedback to improve performance and build positive relationships. It offers strategies for receiving and giving feedback constructively in negotiations, providing practical advice on how to use feedback to grow as negotiators and build collaborative relationships.
Stone Douglas, Bruce Patton e Sheila Heen. Difficult conversation: how to discuss what matters most. Viking/Penguin, 1999.
Strategies and skills for successfully handling difficult and sensitive conversations, helping individuals effectively manage conflicts and communicate constructively on important issues in their personal and professional relationships.
Subramanian Guhan. Negotiation: new dealmaking strategies for a competitive marketplace. W.W. Norton, 2010.
New negotiation strategies for a competitive market. It examines innovative approaches and case studies, offering practical tips for those looking to secure favorable deals in competitive contexts. It serves as an essential guide for negotiation professionals.
Suler John. The online disinhibition effect. CyberPsicology & Behaviour, vol. 3(7), 2004.
Online behavioral changes, highlighting how people may behave differently in digital contexts. It provides details on the phenomenon of online disinhibition and the social dynamics at play in virtual interactions.
Surowiecki James. The wisdom of crowds. Anchor Books, 2004.
The concept of the wisdom of crowds, analyzing how group decisions can outperform those of individual individuals. It explores how the diversity of opinions can lead to more accurate predictions, shedding light on the advantages of collective decision-making in solving complex problems.
Susskind Lawrence e Field Patrick. Dealing with angry public: a mutual gains approach to resolve disputes. Free Press, 2010.
How to handle situations where the audience is angry or dissatisfied, offering an approach based on finding mutually beneficial solutions, tools, and strategies to manage tensions and reach agreements that satisfy the needs of all parties involved.
Susskind Lawrence e Movius Hallam. Built to win: creating a world-class negotiating organisation. Harvard Business Press, 2009.
Strategies and approaches to create a world-class negotiation organization, offering insights into organizational structure, corporate culture, and the skills necessary to excel in negotiations.
Susskind Lawrence. Good for you, great for me: finding the trading zone and winning a win-win negotiation. Perseus Books Group, 2014.
The concept of the "zone of exchange" in integrative negotiations. It analyzes how to find solutions that are advantageous for both parties, providing strategies to create agreements that satisfy both sides involved. It also explores how to identify opportunities in negotiations, offering tips on how to build collaborative and sustainable relationships in negotiation interactions.
Susskind Lawrence. Multiparty negotiations. SAGE Pubblications, 2009.
The concept of the "zone of exchange" in integrative negotiations. It analyzes how to find solutions that are advantageous for both parties, providing strategies to create agreements that satisfy both sides involved. It also explores how to identify opportunities in negotiations, offering tips on how to build collaborative and sustainable relationships in negotiation interactions.
Swaab Roderick e Galinski Adam D. How to negotiate when you're (literally) far apart. Negotiation, vol. 10(2), pp. 7-9, 2007.
Negotiation strategies when the parties are physically distant. It offers practical advice on how to address the challenges of remote negotiation, analyzing how communication and context influence the outcomes of negotiations. With concrete case studies, it provides useful guidance for negotiating effectively in remote situations.
Swaab Roderick, Kern Mary , Diermeier Daniel e Medvec Victoria. Who says what to whom? The impact of communication setting and channel on exclusion from multiparty negotiation agreements. Social Cognition, vol. 27(3), pp. 385-401, Giugno 2009.
The impact of the environment and communication channel on exclusion from multiparty negotiation agreements. It explores how the choice of channel and communication environment influence who is involved in negotiations. It offers valuable insights on how to manage communication in multiparty negotiations, improving the chances of reaching inclusive and satisfactory agreements.
Tajima Mitsuru e Fraser Nancy M. Logrolling procedure for multi-issue negotiation. Group Decision and Negotiation, vol.10(3), pp 217-35, 2001.
Exploration of the concept of "logrolling," a strategy used in multi-issue negotiations to seek agreements that satisfy the parties involved on multiple aspects of the negotiation.
Taleb Nassim. Played by chance: the role of luck in the finance of life. The Saggiatore, 2014.
The role of randomness in financial decisions and everyday life. It analyzes how random events can influence our choices, shedding light on how unpredictability plays a significant role in the way we live and make financial decisions.
Taleb Nassim. The Black Swan: How the Unlikely Rules Our Lives. The Saggiatore, 2009.
Highly improbable yet impactful events in our daily lives. It explores how these "black swans" influence our world, offering a unique perspective on the unpredictable nature of the events that shape our destiny.
Teger Allan I. Too much invested to quit: the psycology of the escalation of conflict. Pergamon Press, 1980.
The psychology of conflict escalation, analyzing why people often persist in conflict situations even when it would be rational to stop. It offers interesting insights into the emotional dynamics that influence behavior during conflicts, providing a deep understanding of the psychological obstacles in conflict resolution.
Thomas Kenneth, Hochwater Wayne e Mathys Nicholas. Stretch targets: what makes them effective? Accademy of Management Executive, vol. 11 (3), pp. 48-61, 1997.
The concept of "stretch targets" (ambitious goals), analyzing what makes them effective in organizations, the characteristics and practices that contribute to the success of ambitious goals, and their role in business performance management.
Thompson Leigh e DeHarport Terri. Social judgement, feedback and interpersonal learning. Journal of experiemental social psycology. Organizational Behaviour and Human Decision Processes, vol. 58(3), pp. 237-345, 1994.
How social judgment, feedback, and interpersonal learning interact and influence decision-making processes and social dynamics.
Thompson Leigh. An examinationof naive and experienced negotiatiors. Journal of Personality and Social Psycology, vol. 59(1), pp. 82-90, 1990.
Analyzes the differences between inexperienced and experienced negotiators, examining how varying skills and perspectives influence negotiation outcomes. It provides insights into the key competencies that contribute to success in negotiations.
Thompson Leigh. Information exchanged in negotiation. Journal of Experiemental Social Psycology. vol. 27, pp. 161-179, 1991.
The role of information exchanged during negotiations and how it influences the outcomes of negotiations.
Thompson Leigh, Peterson Erika e Brodt Susan E. Team negotiation: an examination of integrative and distributive bargaining. Journal of Personality and Social Psycology, vol. 70, pp. 66-78, 1996.
Team negotiations, analyzing both the integrative and distributive aspects of group negotiations. An analysis of the dynamics of team negotiations, providing insights on how to balance integrative and distributive goals in group negotiations.
Thompson Leigh. The influence of experience on negotiation performance. Journal of Experiemental Social Psycology, vol. 26, pp. 528-544, 1990.
How experience influences performance in negotiations. It analyzes how past experience can improve individuals' negotiation skills, providing insights on how experience can be a determining factor in the success of negotiations.
Thompson Leigh. The mind and the heart of the negotiatior. Prentice-Hall 1998.
Rational and emotional aspects involved in negotiation, offering practical strategies to improve negotiation skills and an analysis of how critical thinking and emotional management can positively influence negotiation outcomes.
Turner John C., Hogg Michael A., Oakes Penelope J., Reicher Steve D. e Wetherell Margaret S. Failure and defeat as determinants of group cohesiveness. British Journal of Social Psycology. vol. 23, pp. 97-111, 1984.
How failure and defeat influence group cohesion. It analyzes how negative experiences can strengthen the bond between group members, offering insights into the psychological dynamics that emerge after situations of failure.
Tversky Amos e Kahneman Daniel. Judgement under uncertainty: heuristic and biases. Science, vol. 185(4157), pp. 1124-1131, 1973.
A fundamental scientific article in the field of human decision-making. It explores the mental processes and biases that influence judgment and decision-making in uncertain situations. The information contained in this article is essential for understanding how people evaluate options during negotiations, offering crucial insights to improve negotiation strategies.
Tversky Amos e Kahneman Daniel. Loss aversity in riskless choice: a reference-dependent model. Quarterly Journal of Economics, vol. 106(4), pp 1039-69, 1991.
The introduction of the concept of "loss aversion" has had a significant impact on the understanding of economic behavior and financial decision-making. The authors are renowned for their pioneering work in the field of behavioral economics.
Tversky Amos e Kahneman Daniel. The framing of decisions and the psycology of choice. Science, vol. 211, pp 453-458, 1981.
This groundbreaking work explores how the presentation of a problem shapes our decisions. Through deep psychological analysis, it sheds light on the complexity of human decision-making processes in various situations.
Ury William. The third side. Penguin Books, 2010.
This book addresses the theme of conflict management and aims to provide an approach to resolve conflicts in a peaceful and constructive manner. The title refers to the concept of a "third party" who can intervene in a conflict situation to help the involved parties find a solution that goes beyond confrontation. This "third party" can be a mediator, an arbitrator, or any entity that acts as a catalyst for the peaceful resolution of the conflict. The book explores the dynamics of conflicts and provides practical examples of how the third party can play a crucial role in promoting peace and preventing or resolving conflict situations. The approach is based on the belief that, even in very difficult situations, there is often a solution that benefits all parties involved, and the third party can help identify this solution.
Ury William. The power of the positive no: save the deal, save the relationship and still say no. Bantam Books, 2007.
Strategies for saying "no" constructively in negotiations, preserving the relationship and reaching satisfactory agreements, demonstrating how it is possible to balance assertiveness with collaboration in discussions.
Ury William. Getting past no: negotiating in difficult situations. Bantam Books, 1993.
Strategies and approaches for managing negotiations in difficult and conflicting situations, offering advice on how to overcome opposition and reach positive agreements, emphasizing the importance of effective communication and emotional management in negotiations.
Utley Mary E., Richardson Deborah R. e Pilkington Constance J. Personality and interpersonal conflict management. Personaly and Individual Differences, vol. 10(3), pp. 287-293, 1989.
The role of personality in managing interpersonal conflicts. It analyzes how individual differences in personality can influence the strategies adopted in conflict resolution, offering a unique perspective on the link between personality traits and skills in conflict management.
Van Dijk Eric e van Knippenberg Daan. Buying and selling exhange goods: loss aversion and the endowment effect. Journal of Economic Psycology, vol. 17, pp. 517-524, 1996.
The phenomenon of "loss aversion" and the "endowment effect" in the context of goods exchanges examines how people tend to place a higher value on the items they own compared to those they might purchase. This tendency helps to better understand consumer behavior in buying and selling situations, as individuals often overvalue their possessions, leading to irrational decision-making and potential reluctance to trade or sell.
Van Swol Lyn M., Braun Michael e Malhotre Deepak. Evidence for the Pinocchio effect: linguistic differences between lies, deception by omissions and truths. Discourse Process, vol 49(2), pp. 314-22, 2006.
The linguistic differences between lies, intentional omissions, and truth. It explores how words can reveal deception and suggest sincerity in various situations, providing an in-depth analysis of the dynamics of communication during social interactions.
Velley Kathleen L., Moag J. e Bazerman Max H. A matter of trust: effects of information disclosure on the efficiency and distribution of outocomes. Journal of Applied Psycology, vol. 80, pp. 271-281, 1998.
The importance of trust in negotiations. It analyzes how the disclosure of information influences the efficiency and distribution of outcomes in negotiations; how transparency and mutual trust can improve the quality of agreements, suggesting strategies for building trust in negotiation interactions.
Vertzberger Yaacov YI. Risk taking and decisionmaking. Stanford University Press, 1998.
The relationship between risk-taking and decision-making. It explores how decisions made in situations of uncertainty and risk can influence the outcomes of negotiations. It provides an in-depth perspective on the decision-making challenges in uncertain contexts, offering suggestions on how to manage uncertainty in negotiations.
von Neumann John e Morgenstern Oskar. Theory games and economic behavior. Princeton University Press, 1947.
A landmark in game theory. It explores the mathematical foundations of game theory, providing a solid theoretical base for understanding decision-making dynamics in negotiation contexts. It is an essential read for anyone looking to delve deeper into the theoretical foundations of negotiation and game theory.
Voss Chris e Ras Tahl. Never split the difference: negotiating us if your depended on it. Harper Collins, 2016.
It offers valuable lessons on negotiation. It explores practical tactics and strategies based on human psychology. With innovative approaches such as "emotional calibration" and "targeted questioning," it provides effective tools for managing complex negotiation situations, making it an essential work for anyone looking to improve their negotiation skills.
Vrij Albert. Detecting lies and deceit. John Wiley, 2001.
Detection of lies and deception, exploring the theories, techniques, and methodologies used in forensic psychology and lie detection. It is an important resource for those working in the fields of security, justice, and psychology.
Walker Danielle e Thomas. Doing business internationally: the guide to cross-cultural success. McGraw-Hill Education, 2002.
A comprehensive guide to international business, exploring the challenges of cross-cultural interactions. It offers practical strategies for navigating the complex world of global business. Through in-depth analysis and case studies, the book prepares readers for successful international negotiations.
Wall James A. Effects of sex and opposing representative's bargaining orientation on intergroup bargaining. Journal of Personality and Social Psychology, vol. 33(1), 1976.
The Impact of Gender and Negotiation Orientations in Intergroup Negotiations. Provides a detailed analysis of the social and gender dynamics in negotiations, contributing to a deeper understanding of the variables that influence interactions during negotiations.
Weiss Joshua N. The book of real-world negotiations: successful strategies from business, government, and daily life. Wiley, 2020.
a detailed overview of winning negotiation strategies used in the real world. Through in-depth case studies, it reveals expert negotiation tactics, offering an in-depth analysis of negotiation dynamics in various contexts, from business to government.
Weiss Stephan E. International business negotiation in a globalizing world. International negotiation, vol. 11(2), pp 287-316, 2006.
Dynamics of international corporate negotiations in a globalized world, addressing the challenges and opportunities that emerge in this context.
Wheeler Michael. The art of negotiation. Simon & Schuster, 2013.
Detailed perspective and practical tips on the negotiation process, providing readers with tools and strategies to improve their negotiation skills in a variety of contexts.
Wheeler Michael. What's fair: ethics for negotiators. Jossey-Bass, 2004.
Theme of ethics in negotiations, exploring moral issues and ethical decisions that negotiators may face during the negotiation process. Provides a framework for understanding how to reconcile personal and organizational interests with ethics in negotiation management.
White Sally Blount e Valley Kathleen L. The role of negotiatior aspirations and settlement expectancies in bargaining outcomes. Organizational Behaviour and Human Decision Processes, vol. 57(2), pp. 303-317, 1994.
Role of negotiators' aspirations and their expectations of agreement in negotiation outcomes.
White Sally Blount, Valley Kathleen L., Bazerman Max H., Neale Margareth A. e Peck Sharon R. Alternative models of price behavior in dyadic negotiations: market price, reservation prices and negotiatior aspirations. Organizational Behaviour and Human Decision Processes, vol. 57(3), pp. 430-447, 1994.
How prices behave in dyadic negotiations, analyzing how the market price, reservation prices and negotiators' aspirations influence the decision-making process.
White Glen e Sebenius James K. The effect of multiple anchors on anchoring in individual and group judgment. Organizational Behaviour and Human Decision Processes, vol. 69(1), pp. 74-85, 1997.
The Effects of Multiple Anchors on Individual and Group Decisions. Explores how the use of multiple anchors influences decision making. Offers important insights into how anchors can shape evaluations during negotiations, providing valuable advice on how to use this knowledge to your advantage.
Woolf Bob. Friendly persuasion: how to negotiate and win. Berkley Books, 1990.
Practical guide to effective negotiation with strategies and advice on how to successfully deal with negotiations, focusing on communication, empathy and the art of persuasion.
Yuki Urel. Effect of opponent's initial offer, concession magnitude and concession frequency on bargaining behaviour. Journal of Personality and Social Psycology, vol. 30(3), pp. 323-335, 1974.
Role of the opponent's initial offer, the size of concessions, and the frequency of concessions in influencing negotiating behavior, providing important insights into the negotiation process.
Zalman Gerald e Lindsay. Marketing metaphora: what deep metaphora reveal about the minds of consumers. Harvard Business Press, 2008.
The Role of Metaphors in Understanding Consumer Psychology and Analyzing Buying Behavior. The authors of the book propose the idea that deep metaphors can reveal a lot about consumer perceptions and motivations, offering a unique perspective on marketing psychology.
Zander Rosamund e Benjamin. The art of possibility. Harvard Business School Press, 2000.
An analysis of the limits of human potential. Through practical principles and inspiring stories, the book offers a guide on personal and professional transformation through open perspectives. A read that encourages considering new opportunities and exploring worlds of possibility beyond traditional expectations.