||HBR’s 10 must reads on negotiation
This collection of 10 Harvard Business Review articles gives a concise overview on the major aspects of negotiation. Topics range from uncovering the other side’s motives, conquering faulty assumptions to make the right deals, to gaining your adversaries’ trust in high-stakes talks.
All rights reserved, Boston, Massachusetts: Harvard Business Review Press, 2019
Harvard Business Review, HBR’s 10 must reads on negotiation. Boston, Massachusetts: Harvard Business Review Press, 2019
(Call no. 658.4052 HBR -[BIZ])
||Practical business negotiation
A step-by-step guide in approaching negotiation processes. Chapters include getting started, the sequence of actions, expectations when negotiating, applicable language, interacting with different cultures, and completing a negotiation, complete with concrete real-life examples.
All rights reserved, Abingdon, Oxon; New York, NY: Routledge, 2020
Baber, William W., and Chavi C-Y Fletcher-Chen, Practical business negotiation . Abingdon, Oxon; New York, NY: Routledge, 2020
(Call no. 658.4052 BAB -[BIZ])
||Bring yourself: How to harness the power of connection to negotiate fearlessly
Conventional wisdom surrounding negotiation often paints the negotiator as aggressive and unemotional. Taheripour challenges that notion by arguing that the best negotiators are empathetic, curious, and present.
All rights reserved, New York: Avery, 2020
Mori Taheripour, Bring yourself: How to harness the power of connection to negotiate fearlessly. New York: Avery, 2020
(Call no. 302.3 TAH)
||Creative conflict: A practical guide for business negotiators
In today’s volatile, disruptive, and ultracompetitive business environment, strategic problem-solving is a highly sought-after skill. Sanders and Mobus argue that conflict should be embraced in negotiation and offer a framework based on three basic contexts: bargaining, deal making, and relationship building.
All rights reserved, Boston, Massachusetts: Harvard Business Review Press, 2021
Bill Sanders, and Frank Mobus, Creative conflict: A practical guide for business negotiators. Boston, Massachusetts: Harvard Business Review Press, 2021
(Call no. 658.4052 SAN -[BIZ])
||Influence, new and expanded: The psychology of persuasion
Cialdini explains the psychology behind why people say yes and how these insights can be ethically applied to business and everyday settings. Backed by research on influence and persuasion, the author proposes several key principles of persuasion to move others in your direction, a skill that is crucial in the face of negotiation.
All rights reserved, New York: Harper Business, 2021
Robert B. Cialdini, Influence, new and expanded: The psychology of persuasion. New York: Harper Business, 2021
(Call no. 153.852 CIA)
||Nudge: The final edition
Negotiation is often centred on making sound decisions, but studies show that humans usually make poor choices. Drawing on behavioural science research, Thaler and Sunstein explain how we make choices and how we can make better ones. The authors also reveal biases we tend to be susceptible to and discuss how these can be overcome to make the best decisions for ourselves and others.
All rights reserved, London, Allen Lane, 2021
Richard H. Thaler, and Cass R. Sunstein, Nudge: The final edition. London, Allen Lane, 2021
(Call no. 330.019 THA -[BIZ])
||Palgrave handbook of cross-cultural business negotiation
This volume provides an overview on negotiation in a global context, detailing contemporary theories regarding international engagement, cultural differences, and cross-cultural interaction. Includes country-specific chapters analysing different negotiation cultures globally and concludes by identifying new developments in this field.
All rights reserved, Cham, Switzerland: Palgrave Macmillan, 2019
Mohammad Ayub Khan, and Noam Ebner, eds., Palgrave handbook of cross-cultural business negotiation. Cham, Switzerland: Palgrave Macmillan, 2019
(Call no. 658.4052 PAL)
||Real leaders negotiate!: Gaining, using, and keeping the power to lead through negotiation
While negotiation may traditionally have been viewed as a sign of weakness at odds with the notion of leadership which is seen as commanding and decisive, Salacuse proposes that leaders can increase their effectiveness by using negotiation in three phases of the leadership lifecycle: leadership attainment, leadership action, and leadership preservation. Discover how to use negotiation to gain and exercise leadership, and to also overcome threats to one’s leadership position.
All rights reserved, New York, NY: Palgrave Macmillan, 2017
Jeswald W. Salacuse, Real leaders negotiate!: Gaining, using, and keeping the power to lead through negotiation. New York, NY: Palgrave Macmillan, 2017
(Call no. 302.3 SAL)
||Rebel talent: Why it pays to break the rules at work and in life
Negotiation encompasses many skills, and thinking out of the box is one of them. Gino provides insights on how successful figures have broken rules and have changed the world for the better with their unconventional outlook and actions. Learn how to become more innovative and adaptive in turbulent environments for greater success and fulfilment.
All rights reserved, London: Pan Books, 2019
Francesca Gino, Rebel talent: Why it pays to break the rules at work and in life. London: Pan Books, 2019
(Call no. 650.1 GIN -[BIZ])
||Sustainable negotiation: What physics can teach us about international negotiation
Just as we strive to take a sustainable approach towards the natural environment, Karsaklian argues that the same approach should be taken with people to build a harmonious business climate. By borrowing concepts from physics, Karsaklian suggests that negotiators need to know what is invisible to explain what is visible with a focus on sustainable business practices.
All rights reserved, Bingley, UK: Emerald Publishing, 2017
Elaine Karsaklian, Sustainable negotiation: What physics can teach us about international negotiation. Bingley, UK: Emerald Publishing, 2017
(Call no. 658.4052 KAR -[BIZ])