Great training and did provide an excellent team building opportunity. It will encourage me and the organization to move to more structured planning. It will provide a common vocabulary for internal development of proposals. Presentation was a good mix of presentation and exercise that kept everyone engaged.
Recommended Reading on Negotiations
GENERAL INTEREST | INTERNATIONAL | SPECIAL INTEREST
GENERAL INTEREST
Bazerman, Max H. and Neale, Margaret A. 1992. Negotiating Rationally. New York, NY: The Free Press.
Brandenburger, Adam M. and Nalebuff, Barry J. 1996. Co-opetition – A revolutionary mindset that combines competition and cooperation. New York, NY: Doubleday.
Breslin, J. William and Rubin, Jeffery Z. 1999. Negotiating Theory and Practice. Cambridge, MA: The Program on Negotiation at Harvard Law School.
Donaldson, C. Michael and Donaldson, Mimi. 1996. Negotiating for Dummies – A Reference for the Rest of Us. IDG Books Worldwide: Foster City, CA.
Fisher, R. and Ury, W. and Patton, B. 1991. Getting to Yes – Negotiating Agreement Without Giving In. 2nd Edition. New York, NY: Penguin Books.
Fisher, Roger and Shapiro, Daniel. 2005. Beyond Reason: Using Emotions as You Negotiate. New York, NY: Viking.
Kolb, Deborah M., Ph.D & Williams, Judith, Ph.D. 2000. Everyday Negotiations: Navigating the Hidden Agendas in Bargaining. New York, NY: Jossey-Bass.
Lewicki, Roy J., Barry, Bruce, and Saunders, David M. 2005. Negotiation. Fifth Edition. New York, NY: Irwin McGraw Hill.
Lewicki, Roy J., Barry, Bruce, Minton, John W., and Saunders, David M. 2003. Essentials of Negotiation. Third Edition. New York, NY: Irwin McGraw Hill.
Lewicki, Roy J., Alexander, Hiam and Olander, Karen Wise. 1996. Think Before You Speak: A Complete Guide to Strategic Negotiation. New York, NY: London: John Wiley & Sons, Inc.
Lewicki, Roy J. and Alexander, Hiam. 1999. The Portable MBA – The Fast Forward MBA – "Tough ideas made easy" in Negotiating and Deal Making. New York, NY: John Wiley & Sons, Inc.
Lum, Grande and Wood-Tyler, Irma and Wanis-St. John. 2003. Expand the Pie: How to Create more Value in any Negotiation. Washington, DC: Castle Pacific Publishing.
Nierenberg, Gerard I. 1968. The Art of Negotiating. New York, NY: Simon & Schuster.
Raiffa, Howard. 1982. The Art and Science of Negotiation – How to Resolve Conflicts and Get the Best Out of Bargaining. Cambridge, MA: Harvard University Press.
Shell, G Richard. 1999. Bargaining for Advantage: Negotiation Strategies for Reasonable People. New York, NY: Viking.
Thompson, Leigh. 1998. The Mind and Heart of the Negotiator. Upper Saddle River, NJ: Prentice Hall.
Ury, W. 1993. Getting Past No: Negotiating Your Way From Confrontation to Cooperation. New York, NY: Bantam Books.
INTERNATIONAL/INTER-CULTURAL
Acuff, Frank L. 1997. How to Negotiate Anything with Anyone Anywhere Around the World. 2nd Edition. New York, NY: AMACOM.
Asselin, Gilles. 2001. Au Contaire!: Figuring Out the French. Intercultural Press, Inc.
Blaker, Michael. 2002. Case Studies in Japanese Negotiating Behavior. Washington, DC: United States Institute of Peace Press.
Brake, Terence, Walker, Danielle Medina and Walker, Thomas. 1995. Doing Business Internationally: The Guide to Cross-Cultural Success. New York, NY: Irwin Professional Publishing.
Cohen, Raymond. 1997. Negotiating Across Cultures. 2nd Edition. Washington, DC: United States Institute of Peace Press.
Cogan, Charles. 2003. French Negotiating Behavior: Dealing with La Grande Nation. Washington, DC: United States Institute of Peace Press.
Dunung, Sanjyot, P. 1995. Doing Business In Asia: The Complete Guide. New York, NY: Lexington Books.
Hill, Richard. 1994. EuroManagers & Martians: The Business Cultures of Europe’s Trading Nations. Brussels, Belgium: Europublications.
Kremenyuk, Victor A. 2002. International Negotiation: Analysis, Approaches, Issues. San Francisco, CA: Joessey-Bass.
Morrison, T., Conaway, W. A., & Borden, G. A. 1994. Kiss, Bow, or Shake Hands: How to do Business in Sixty Countries. Holbrook, MA: Adams Media Corporation.
Nydell, Margaret K. 1997. Understanding Arabs: A guide for Westerners. New York, NY: Intercultural Press, Inc.
Richmond, Yale & Gestrin, Phyllis. 1998. Intro Africa: Intercultural Insights. Intercultural Press, Inc.
Salacuse, Jeswald W. 1992. Making Global Deals: What Every Executive Should Know About Negotiating Abroad. New York, NY: Times Books.
Schecter, Jerrold L. 1998. Russian Negotiating Behavior – Continuity and Tradition. Washington, D.C.: United States Institute of Peace.
Smyser, W.R. 2003. How Germans Negotiate: Logical Goals Practical Solutions. Washington, DC: United States Institute of Peace Press.
Snyder, Scott. 1999. Negotiating on the Edge: North Korean Negotiating Behavior. Washington, D.C.: United States Institute of Peace.
Solomon, Richard H. 1999. Chinese Negotiating Behavior – Pursuing Interests Through ‘Old Friends’. Washington, D.C.: United States Institute of Peace.
Spector, I. Bertram and Zartman, I. William. 2003. Getting it Done: Post-Agreement Negotiation and International Regimes. Washington, D.C.: United States Institute of Peace.
SPECIAL INTEREST
Avruch, Kevin. 1998. Culture and Conflict Resolution. Washington, D.C.: United States Institute of Peace.
Babcock, Linda and Laschever Sara. 2003. Woman Don't Ask: Negotiation and the Gender Divide. Princeton, NJ: Princeton University Press.
Cialdini, Robert B. 1993. Influence – Science and Practice. 3rd Edition. New York, NY: Harper Collings College Publishers.
Cloke, Kenneth and Goldsmith, Joan. 2000. Resolving Conflicts at Work: A Complete Guide for Everyone on the Job. San Francisco, CA: Jossey-Bass.
Craver, Charles B., Alverson, Freda H. 2001. Effective Legal Negotiation and Settlement. Fourth Edition. Washington, DC: Matthew Bender & Co.
Edelman, Joel and Crain, Mary Beth. 1993. The TAO of Negotiation – How You Can Prevent, Resolve and Transcend Conflict in Work and Everyday Life. New York, NY: Harper Collings Publishers.
Helgesen, Sally. 1995. The Female Advantage: Women’s Ways of Leadership.
New York, NY: Double Day.
Kolb, Deborah M., Ph.D, Williams, Judith, Ph.D., Frohlinger, Carol, J.D. 2004. Her Place at the Table: A Woman's Guide to Negotiating Five Key Challenges to Leadership Success. New York, NY: Jossey-Bass.
Miller, J.G. & Colosi, T.R. 1989. Fundamentals of Negotiation: A Guide for Environmental Professionals. Washington, D.C.: Environmental Law Institute.
Mnookin, H. Robert, Peppet, Scott R., & Tulumello, Andrew s. 2000. Beyond Winning: Negotiating to Create Value in Deals and Disputes. Cambridge, MA: The Belknap Press of Harvard University Press.
Mnookin, H. Robert and Susskind, E. Lawrence, Editors. 1999. Negotiating on Behalf of Others: Advise to Lawyers, Business Executives, Sports Agents, Diplomats, Politicians, and Everybody Else. London, UK: Sage Publications, Inc.
Susskind, Lawrence, Levy, F. Paul, and Thomas-Larmer, Jennifer. 2000. Negotiating Environmental Agreements: How to Avoid Escalating Confrontation, Needless Costs, and Unnecessary Litigation. Washington, DC: Island Press
Tannen, Deborah PhD. 1998. The Argument Culture – Stopping America’s War on Words. New York, NY: Balantine Books.
Tannen, Deborah, Ph.D. 1994. Talking From 9 to 5 - Women and Men in the Workplace: Language, Sex and Power. New York, NY: Avon Books.
Toropov, Brandon. 1997. The Complete Idiot’s Guide to Getting Along with Difficult People. New York, NY: alpha books
