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Reading List
Bargaining Across Borders , Dean Allen Foster, MCGRAW HILL 1995
ISBN 0-07-021656-8 Provides all the groundrules for culturally sensitive negotiation and communication. Written from an American perspective. An essential. Everything is Negotiable, Gavin Kennedy, ARROW BOOKS 1991 ISBN0 0909980703 One the classics which provides the groundrules for most negotiating opportunities whether they are large or small. Particularly strong on personal negotiating. Getting to Yes, Fisher, Ury and Patton, CENTURY BUSINESS ISBN0 7126 5528 X Should be read in conjunction with Getting Past No. The issues versus interests concept and strong on problem solving approaches. Mark McCormack on Negotiating, Mark McCormack, RANDOM HOUSE 1995 ISBN 0 7126 7587 6 Short on theory and long on anecdote but still a fascinating insight into the methods of a consummate deal maker. Negotiating Partnerships, Keld Jensen and Iwar Unt, PEARSON EDUCATION 2002 ISBN 0 273 65659 7 If you are negotiating strategic alliances and want to add value before you divide it then this is the book for you. A recent translation from Danish and while it suffers from poor organisation of the central ideas the message is powerful. Bargaining for Advantage, Richard Shell, PENGUIN BOOKS 2001 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 ISBN 1-857888-205-9. Kennedy's latest thinking with all the old ideas updated in behavioural terms. Become a purple negotiator. Managing Negotiations, Gavin Kennedy, John Benson and John McMillan, first published 1980. BETTER BUSINESS GUIDES ISBN 0-09-168891-4 The original Scotwork text. Now out of print but should be begged, borrowed or otherwise obtained. |
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