Study Materials

Recommended Reading

Bazerman, M. H., and M. A. Neale. Negotiating Rationally. New York: The Free Press, 1992.

Caproni, P. J. The Practical Coach. New Jersey: Prentice Hall, 2001.

Fisher, R., and S. Brown. Getting Together. New York: Penguin Books, 1988.

Fisher, R., W. Ury, and B. Patton. Getting to yes. 2nd ed. New York: Penguin, 1991.

Goleman, D. Working with Emotional Intelligence. New York: Bantam Publishing, 1998.

Greenhalgh, L. Managing Strategic Relationships. New York: The Free Press, 2001.

Keirsey, D., and M. Bates. Please Understand Me. Del Mar, California: Prometheus Nemesis Book Company, 1984.

Lax, D. A., and J. K. Sebenius. The Manager as Negotiator. New York: The Free Press, 1986.

Lewicki, R. J., D. M. Saunders, and J. W. Minton. Essentials of Negotiation. Boston, MA: McGraw-Hill, 2001.

Lewicki, R. J., D. M. Saunders, and J. W. Minton. Negotiation. 3rd ed. Boston, MA: McGraw-Hill, 1999.

Maister, D. H., C. H. Green, and R. M. Galford. The Trusted Advisor. New York: The Free Press, 2000.

McMillan, J. Games, Strategies & Managers. Oxford: Oxford University Press, 1992.

Mnookin, R. H., S. R. Peppet, and A. S. Tulumello. Beyond Winning. Cambridge, MA: Harvard University Press, 2000.

Raiffa, H. The Art and Science of Negotiation. Cambridge, MA: The Belknap Press, 1982.

Shell, G. R. Bargaining for Advantage. New York: Viking Press, 1999.

Stone, D., B. Patton, and S. Heen. Difficult Conversations: How to Discuss What Really Matters. New York: Penguin Publishing, 1999.

Thompson, L. The Mind and Heart of the Negotiator. New Jersey: Prentice Hall, 2001.

Ury, W. Getting Past No. New York: Bantam Books, 1991.

Yukl, G. Leadership in Organizations. New Jersey: Prentice Hall, 2000.

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