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.