The AFNC teaches several negotiation electives at Air University. Students prepare critical book analysis and case studies as part of the courses. Several reviews are posted here. These papers are academic works and are the opinion of the authors and are not an official view of the United States Air Force or the U.S. Government. Reviews are posted with the permission of the student.
Air War College student class of 2012, Lt Colonel Kincaid's review of Influence: Science and Practice by Robert B. Cialdini. Recommended reading for anyone conducting negotiations.
Air War College student class of 2012, Col Sean DeWitt's review of Guerrilla Negotiating - Unconventional Weapons and Tactics to Get What you Want. This work is business focused and not recommended for the military negotiator.
Air Command and Staff College student class of 2012, Major Amanda Krbec's review of Chinese Negotiating Behavior by Richard H. Solomon. Recommended reading for those engaging in diplomatic or business negotiations in China.
Air Command and Staff College student class of 2012, Major Toni Whaley's review of Negotiating Rationally by M.H. Bazerman and M.A. Neale. Recommended as easy reading to understand general negotiation practices.
Air Command and Staff College student class of 2012, from the US State Department, Mr. Shawn Sherlock's review of The Art of Crossing Cultures by Craig Storti. Recommended reading for general information on cross-cultural competence and for those travelling abroad.
Air Command and Staff College International student class of 2012, from the Ugandan Air Force, Major David Twinomunjuni's review of Negotiating on the Edge: North Korean Negotiating Behavior by Scott Snyder. Recommended reading for a better understanding of the history of negotiations with North Korea.
Air Command and Staff College student class of 2012, Major Micah Bell's review of Harvard Business Review on Negotiation and Conflict Resolution. Not recommended for the general military reader, but recommended for leaders specifically working on business style negotiations.
Air Command and Staff College student class of 2015, Major Ben Youngquist's research on the cross-cultural perspectives impacting the Ukrainian ceasefire negotiations. Recommended reading for those engaging in diplomatic negotiations or interested in the impact of culture on strategic negotiations.
The AFNC uses several models in its cross-cultural discussions. One of these models is the Davies and Kaufman Wheel of Culture Map. Air Command and Staff College student, Major Brian Anderson, developed this Afghanistan Wheel of Culture as part of his cross-culture negotiation case study research.