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The external links included in this website are for academic reference only. They do not constitute an endorsement by the Federal Government, the Department of Defense or the U.S. Air Force. External sites and their links are not maintained by the Negotiations Center. The AFNC has an active maintenance plan so please contact us via the email function if you find a broken link.

Books

This sample is just a few of the thousands of works available on negotiation. Contact the AFNC if you need information on a specific topic. (Listing these works is not a US Government endorsement or recommendation of any kind.)

Bazerman, Max H., and Margaret Ann. Neale. Negotiating Rationally. New York: Free, 1992.

Camp, Jim. No: the Only Negotiating System You Need for Work and Home. New York: Crown Business, 2007.

Cialdini, Robert B. Influence: The Psychology of Persuasion. New York: William Morrow, 1993.

Fisher, Roger, and Daniel Shapiro. Beyond Reason: Using Emotions as You Negotiate. New York: Viking, 2005.

Fisher, Roger, and William Ury. Getting to Yes: Negotiating Agreement Without Giving In. New York: Penguin Books. 1981.

*Note: There are multiple negotiation books on many aspects of negotiation by Fisher and Ury.

Hall, Bradford J. Among Cultures: The Challenge of Communications, 2nd Ed. Belmont, California: Wadsworth. 2005

Johnston, Peter D.  Negotiating with Giants: Get what you want against the odds. Victoria, BC: Negotiation Press. 2008

Lewicki, Roy J., David M. Saunders, and Bruce Barry. Essentials of Negotiation. New York:  McGraw-Hill Irwin. 2011

Shapiro, Ronald M. and Mark A. Jankowski. The Power of Nice: How to Negotiate so Everyone Wins: Especially You. USA: Wiley & Sons, 2001.

Starkey, Brigid, Mark A. Boyer, and Jonathan Wilkenfeld. Negotiating a Complex World: an Introduction to International Negotiation. Lanham, Md.: Rowman & Littlefield, 1999.