• General Negotiation Books

  • Negotiation Genius, Deepak Malhotra and Max Bazerman
    From two leaders in executive education at Harvard Business School, here are the mental habits and proven strategies you need to achieve outstanding results in any negotiation. Whether you've "seen it all" or are just starting out, Negotiation Genius will dramatically improve your negotiating skills and confidence. Drawing on decades of behavioral research plus the experience of thousands of business clients, the authors take the mystery out of preparing for and executing negotiations-whether they involve multimillion-dollar deals or improving your next salary offer.
  • Getting to Yes, Roger Fisher, William Ury, and Bruce Patton
    Since its original publication in 1981, Getting to Yes has been translated into 18 languages and has sold over 1 million copies in its various editions. This completely revised edition is a universal guide to the art of negotiating personal and professional disputes. It offers a concise strategy for coming to mutually acceptable agreements in every sort of conflict.
  • Getting Past No, William Ury
    Getting Past No is the state-of-the-art book on negotiation for the twenty-first century. It will help you deal with tough times, tough people, and tough negotiations. You don't have to get mad or get even. Instead, you can get what you want!
  • Bargaining for Advantage, Richard Shell
    This award-winning guide to business negotiation is used by top negotiators and training programs all over the world.
  • 3D Negotiation, David Lax and James Sebenius
    The authors explore why dimensional techniques (face-to-face "bargaining at the table") are not enough. According to the authors, this tactical focus leaves money on the table and is often inadequate for tough negotiations when the other side holds all the cards. It isn't well-suited to common deal-making challenges such as multiple parties, tricky internal and external negotiations, and shifting agendas. Filled with real examples, 3-D Negotiation maps out the missing dimensions - deal design and setup - that underpin effective tactics.
  • Essentials of Negotiation, Roy Lewicki, David Saunders and John Minton
    Essentials of Negotiation explores the major concepts and theories of the psychology of bargaining and negotiation, and the dynamics of interpersonal and inter-group conflict and its resolution. Twelve of the 20 chapters from the main text have been included in this edition, several chapters having been condensed for this volume. Those condensed chapters have shifted from a more research-oriented focus to a more fundamental focus on issues such as critical negotiation subprocesses, multiparty negotiations, and the influence of international and cross-cultural differences on the negotiation process.
  • Shaping the Game, Michael Watkins
    In Shaping the Game: The New Leader's Guide to Effective Negotiating, Watkins draws from extensive research and practical consulting work to reveal four fundamental objectives that should guide new leaders' actions in every negotiation they undertake: create the most possible value, capture that value for yourself and your company, carefully tend to key relationships, and preserve your reputation. Watkins lays out hands-on strategies for becoming a world-class negotiator, including how to match your negotiation strategy to the situation, influence the perspectives of key counterparts, shape negotiation outcomes in your favor, and create the learning discipline necessary to become a world-class negotiator. Navigating the myriad complex, high-stakes negotiating challenges that confront new leaders, this book provides all the tools readers need to make the right moves up the career ladder--and succeed in those roles once they get there.
  • The Mind and Heart of the Negotiator, Leigh Thompson
    This book presents a unified, integrated, and comprehensive overview of the insights, strategies, and practices inherent to successful negotiations. This unique book weaves together a wide range of disciplines, including economics, psychology, sociology, communication, and organizational behavior. The book gradually builds the complexity of information presented from early to later chapters as well as within each chapter. It reveals the interrelation of the economics and the psychology of negotiation. It also discusses the influence of technology on communication and social interaction. It is an essential resource for any professional or individual who wishes to strengthen their negotiating skills.
  • Get Paid What You're Worth, Robin Pinkley and Gregory Northcroft
    Whether you're entering the workforce for the first time, making a job change, or seeking better compensation for your contributions, Robin L. Pinkley and Gregory B. Northcraft will guide you step-by-step toward getting exactly what you deserve. Job applicants who negotiate job offers receive salaries and benefits of significantly more value than those who do not. And the compensation package you negotiate today will affect all your future job offers. Shouldn't it be the best that it can be? Get Paid What You're Worth is the handbook you need to successfully navigate the business of negotiation.

  • Negotiation Books for Women

  • Women Don't Ask, Linda Babcock and Sara Laschever
    "By looking at the barriers holding women back and the social forces constraining them, Women Don't Ask shows women how to reframe their interactions and more accurately evaluate their opportunities. It teaches them how to ask for what they want in ways that feel comfortable and possible, taking into account the impact of asking on their relationships. And it teaches all of us how to recognize the ways in which our institutions, child-rearing practices, and unspoken assumptions perpetuate inequalities--inequalities that are not only fundamentally unfair but also inefficient and economically unsound. "
  • Ask for It, Linda Babcock and Sara Laschever
    Here is the action plan that women all over the country requested-a guide to negotiating anything effectively using strategies that feel comfortable to you as a woman. Whether it's a raise, that overdue promotion, an exciting new assignment, or even extra help around the house, this four-phase program, backed by years of research and practical success, will show you how to recognize how much more you really deserve, maximize your bargaining power, develop the best strategy for your situation, and manage the reactions and emotions that may arise-on both sides. Guided step-by-step, you'll learn how to draw on your special strengths to reach agreements that benefit everyone involved.
  • The Shadow Negotiation, Deborah Kolb
    Written by two authorities in the field, "The Shadow Negotiation" shows women a whole new way to think about the negotiation process. Kolb and Williams identify the common stumbling blocks that women encounter and present a game plan for turning their particular strengths to their advantage. Based on extensive interviews with hundreds of business-women, "The Shadow Negotiation" provides women with a clear, insightful guide to the hidden machinations that are at work in every bargaining situation.
  • A Women's Guide to Successful Negotiation, Lee Miller and Jessica Miller
    All day, every day, we negotiate: with our friends, spouses, children, boss, customers, and co-workers. A Woman's Guide to Successful Negotiating builds on women's innate skills in professional and personal situations. Drawing upon their considerable experience, as a top corporate negotiator and as an investment banker, Lee and Jessica Miller have developed proven strategies, tactics, and techniques that tap into women's abilities to convince, collaborate and create. The authors feature innovative strategies for negotiating with aggressive men and competitive women. The authors also explore the ten common mistakes women make during negotiations and how to avoid making them. In addition, the book will teach you 3 keys to successful negotiating. Whether negotiating for a raise or where to go to dinner with your boyfriend, this book shows you how to get what you want.

  • Organizations fighting for gender equity in compensation

  • PROGRESS (www.heinz.cmu.edu/program)
    PROGRESS strives to examine and address the critical issue of gender inequity by providing negotiation tools and sound academic research that empower all women and girls to reach their full potential.
  • National Committee on Pay Equity (www.pay-equity.org)
    The National Committee on Pay Equity (NCPE), founded in 1979, is a coalition of women's and civil rights organizations; labor unions; religious, professional, legal, and educational associations, commissions on women, state and local pay equity coalitions and individuals working to eliminate sex- and race-based wage discrimination and to achieve pay equity.
  • National Organization for Women (www.now.org)
    The National Organization for Women (NOW) is the largest organization of feminist activists in the United States. NOW has 500,000 contributing members and 550 chapters in all 50 states and the District of Columbia. Since its founding in 1966, NOW's goal has been to take action to bring about equality for all women. NOW works to eliminate discrimination and harassment in the workplace, schools, the justice system, and all other sectors of society; secure abortion, birth control and reproductive rights for all women; end all forms of violence against women; eradicate racism, sexism and homophobia; and promote equality and justice in our society
  • Wage Project (www.wageproject.org)
    The WAGE Project, Inc is a 501(c)3 charitable, tax-deductible organization established for one purpose: to end discrimination against women in the American workplace in the near future. To do that, WAGE inspires and helps working women to take the steps needed so that every woman is paid what she's worth.
  • The White House Project (www.thewhitehouseproject.org)
    The White House Project is a nonprofit leadership development organization that invites, inspires, and equips the next generation of diverse women to lead in business and politics.
  • American Association of University Women (www.aauw.org)
    AAUW advances equity for women and girls through advocacy, education, philanthropy, and research.