Bibliography

Browse our selection of books and articles on negotiation, trust, gender, difficult relationships and clinical research organizations. We’ve tagged those that we find particularly helpful,
Sandy & Ira’s Favorites .

General Negotiation (books)
Employment
Personal
Gender & Negotiation (books and articles)
Culture and Negotiation (books)
Trust (articles)
Difficult Relationships (books)
Working with Clinical Research Organizations
Other Books of Interest

General Negotiation (books)

Asherman, I., Asherman, S. (Eds.) (2001). The Negotiation Sourcebook (2nd ed.). Amherst, MA: Human Resource Development Press. What more can we say? This is the second edition of our book of readings. A significant number of new articles make this a valuable resource for today’s negotiator.

Bell, R. (1977). Having It Your Way: The Strategy of Settling Everyday Conflicts. New York: W.W. Norton & Co.

Brett, J.M. (2001). Negotiating Globally: How to Negotiate Deals, Resolve Disputes, and Make Decisions Across Cultural Boundaries. San Francisco: Joey – Bass.

Brooks, E., Odiorne, G. (1984). Managing By Negotiations. New York: Van Nostrand Reinhold.

Calero, H.H. (1979). Winning the Negotiation. New York: Hawthorn Books Inc.

Callieres, F. (2000). On the Manner of Negotiating with Princes: Classic Principles of Diplomacy and the Art of Negotiation . New York: Houghton Mifflin Company.

Camp, J. (2002). Start with No: The Negotiating Tools that the Pros Don't Want You to Know. Crown Publishing Group.

Cohen, H. (1981). You Can Negotiate Anything. Secaucus, NJ: Lyle Stuart, Inc.

Cohen, S.P. (2002). Negotiating Skills for Managers (Briefcase Books Series.) The McGraw-Hill Companies.

Dietmeyer, B.J. (2004). Strategic Negotiation: A Breakthrough Four-Step Process for Effective Business Negotiation. Dearborn Trade.

Dukes, F. E., Piscolish, M.A., & Stephens, J.B. (2000). Reaching for Higher Ground in Conflict Resolution: Tools for Powerful Groups and Communities. San Francisco: Joey – Bass.

Fisher, R., Ury, W., & Patton, B. (1981). Getting to Yes: Negotiating Agreements Without Giving In . Boston: Houghton Mifflin. The book that made the case for principled negotiation. This is a must for anyone interested in negotiation.

Greenburger, F., & Kieran, T. (1978). How to Ask for More and Get It: The Art of Creative Negotiation. Garden City, New York: Doubleday & Co.

Harris, C. (1983). Business: Negotiating Power. New York: Van Nostrand Reinhold.

Harvard Business School Press. (2000). Harvard Business Review on Negotiation (a Harvard Business Review Paperback). Harvard Business Publishing.

Hindle, T. (1999). Essential Managers: Negotiating Skills. DK Publishing, Inc.

Illich, J. (1973). The Art and Skill of Successful Negotiation. Englewood Cliffs, NJ: Prentice-Hall.

Irwin, R. (2005). Tips and Traps when Negotiating Real Estate. The McGrawl-Hill Companies.

Jandt, F.E. (1980). Win-Win Negotiating: Turning Conflict into Agreement. New York: Fawcett Columbine.

Karrass, C. L. (1974). The Negotiating Game. New York: Thomas Y. Crowell Publishers.

Kennedy, B., & Kennedy, M. (1982). Managing Negotiations: A Guide for Managers, Labor Leaders, Politicians, and Everyone Else Who Wants to Win. Englewood Cliffs: Prentice-Hall.

Kritek, P.B. (2002). Negotiating at an Uneven Table: Developing Moral Courage in Resolving Our Conflicts. Wiley, John & Sons, Inc.

Latz, M.E. (2004). Gain the Edge!: Negotiating to Get What You Want. St. Martin's Press.

Lax, D. & Sebenius, J. (1987). The Manager as Negotiator. New York: The Free Press. This book provides a detailed look at how to implement the mutual gains approach. A great combination of theory and practical advice.

Levin, E. (1980). Negotiating Tactics: Bargaining Your Way to Winning. New York: Fawcett Columbine.

Lewicki, R.J. & Litterer, J. (1985). Negotiation. Homewood, Ill: Richard D. Irwin, Inc.

Lewicki, R. J. & Hiam, A. (1999). The Fast Forward MBA in Negotiating and Deal Making. New York: Wiley. Filled with great information, this is the perfect book to carry in your briefcase on that long business trip. Written in a very easy to digest style.

Lum, G. (2005). The Negotiation Fieldbook: Simple Strategies to Help You Negotiate Everything. The McGraw-Hill Companies.

Miller, L.E. (1997).Get More Money on Your Next Job: 25 Proven Strategies for Getting More Money, Better Benefits and Greater Security. The McGraw-Hill Companies.

Mnookin, R.H., Peppet S.R. & Tulumello. A.S. (2000). Beyond Winning: Negotiating to Create Value in Deals and Disputes. Cambridge, Mass.: The Belknap Press of Harvard University.

Nelken, M. L. (2001). Understanding Negotiation. Cincinnati: Anderson Publishing Co.

Nierenberg, G.I. (1968). The Art of Negotiating. New York: Simon & Schuster.

Raiffa, H. (1982). The Art and Science of Negotiating. Cambridge, MA: Harvard University Press.

Scott, B. (1981). The Skills of Negotiating. Hampshire, England: Gower Publishing.

Seltz, D. & Modica, A. (1980). Negotiate Your Way to Success. New York: Farnsworth Publishing.

Skopec, E. W & Kiely, L.S. (1994). Everything's Negotiable When You Know How to Play the Game. New York: American Management Association.

Stark, P. (2003). The Only Negotiating Guide You'll Ever Need: 101 Ways to Win Every Time in Any Situation. Broadway Books.

Watkins, M. (2002). Breakthrough Business Negotiation: A Toolbox for Managers. Wiley, John & Sons, Incorporated.

Young, M. A. (2001). Rational Games: A Philosophy of Business Negotiation from Practical Reason. Westport, Conn.: Quorum Books.

Zartman, W.I. (2001). Preventive Negotiation: Avoiding Conflict Escalation. Lanham, Md.: Rowman & Littlefield.

Zartman, I.W. & Berman, M. R. (1982). The Practical Negotiator. New Haven: Yale University Press.

Zartman, W.I. (1974). Give and Take: The Complete Guide to Negotiating Strategies and Tactics. New York: Thomas Y. Crowell, Publishers.

Zartman, W.I. (1973). Fundamentals of Negotiating. New York: Hawthorn Books Inc.

Zartman, W.I. (1985). Negotiation: Readings, Exercises, and Cases. Homewood, Ill: Richard D. Irwin, Inc.

Employment
Chapman, J. (2001). Negotiating Your Salary: How to Make $1000 a Minute. Ten Speed Press.

Leon, B., & Leon, S. (2000). The Insider's Guide to Buying a New or Used Car. Cincinnati, Ohio: Betterway Books.

Tarrant, J.J. (1976). How to Negotiate a Raise. New York: Simon & Schuster.

Personal
Aubuchon, N. (1997). The Anatomy of Persuasion: How to Pursuade Others to Act on Your Ideas, Accept Your Proposals. AMACOM.

Bragg, W., Bragg, W.J. (2004). Car Buyer's and Leaser's Negotiating Bible. Random House Information Group.

Willerton, D.R. (2002). Negotiate Your Commercial Lease. Self-Counsel Press, Inc.


Gender
Babcock, L., & Laschever, S. (2003). Women Don’t Ask: Negotiation and the Gender Divide. Princeton, New Jersey: Princeton University Press.

Gilligan, C. (1992). In A Different Voice. Cambridge, MA: Harvard University Press.

Greenhalgh, L., & Gilkey, R.W. (1985). Our Game, Your Rules: Developing Effective Negotiating Approaches. In Moore, L. L. (Ed.), Not as Far as You Think. Lexington, MA: Lexington Books.

Helgesen, S. (1990). The Female Advantage: Women's Ways of Leadership. New York: Doubleday.

Kolb, D.M., & Coolidge, G.C. (1988). Her Place at the Table: A Consideration of Gender Issues in Negotiation. (Working Paper, Harvard Law School, 1988). Program on Negotiation at Harvard Law School, 88-85.

Reardon, K.K. (1995). They Don't Get It, Do They? Communication in the Workplace - Closing the Gap Between Women and Men. Boston, NY, Toronto, London: Little, Brown & Company.

St. John, A. W. (1996). The Gender and Power Mix for Managers as Negotiators. Negotiation Journal. 12, 367-370.

Tannen, D. (1995, September-October). The Power of Talk. Harvard Business Review. 11 pp.

Tannen. D. (1995). Talking From 9 to 5, Women and Men in the Workplace: Language, Sex and Power. New York: Avon Books.

Tannen, D. (1991). You Just Don't Understand. New York: Ballantine Books.

Watson, C., & Hoffman, L.R. (2004). The Role of Task-Related Behavior in the Emergence of Leaders: The Dilemma of the Informed Woman. Group & Organization Management, 29(6), 659-685.

Watson. C. (1994, April). Gender versus Power as a Predictor of Negotiation Behavior and Outcomes. Negotiation Journal, 10, 117–127.

Watson, C., & Kasten, B. (1988). Separate Strengths? How Men and Women Negotiate. (Rutgers University Working Paper Series, 1988). Center for Negotiation and Conflict Resolution,
47 pp.)

Whitaker, L., Austin, E. (2002). The Good Girl's Guide to Negotiating. Little, Brown & Company.

Culture & Negotiation
This section features books on working and living in different countries. Use it to help you prepare for your next business trip.

General
Chesanow, R. (1985). The World Class Executive: How to Do Business Like a Pro Around the World. New York: Rawson Associates.

Chu, Chin-Ning (1991). Unlocking the Hidden Agenda the Asian Business Culture. Simon & Schuster Adult Publishing Group.

Culture Smart! (2004). Portland, OR: Graphic Arts Center Publishing.
Before traveling abroad, expand your cultural knowledge with a Culture Smart! country guide. Ideal for the traveler on a short trip. Planning to stay for a while? Try a Culture Shock! country guide, a twenty-five title series focusing on etiquette and culture, or one of the Living in the World's Great Cities guide. The Succeed in Business series offers the executive working a quick primer for working and doing business in different countries around the world.

Foster, D. (1992). Bargaining Across Borders: How to Negotiate Business Successfully Anywhere in the World. New York: McGraw-Hill, Inc.

Gundling, E. (2003). Working Globesmart: 12 People Skills for Doing Business Across Borders. Palo, Alto, CA: Davis-Black Publishing. An in-depth look at the impact of culture on how we work together.

Hofstede, G. (1991). Cultures and Organizations: Intercultural Cooperation and Its Importance for Survival. Great Britain: McGraw-Hill International (UK) Limited. The classic on the issue of culture. If you work in a multi-cultural environment this is a must read. Provides country specific frameworks.

Hendon, D.W., Hendon, R.A., & Herbig, P. (1996). Cross-Cultural Business Negotiations. Westport, CT: Quorum Books.

Kennedy, G. (1985). Doing Business Abroad. New York: Simon and Schuster.

Kublin, M. (1995). International Negotiating: A Primer for American Business Professionals. New York, London: International Business Press.

Morrison, T., Conaway, W.A., & Borden, G.A. (1994). Kiss, Bow, or Shake Hands. Holbrook, MA: Bob Adams, Inc. A quick overview of work etiquette in fifty different countries. Perfect if you are about to leave on a last minute business trip.

O'Hare-Devereaux, M., & Johansen, R. (1985). Global Work: Bridging Distance, Culture & Time. San Francisco, CA: Jossey-Bass Publishers.

Salacuse, J. (1991). Making Global Deals: Negotiating in the International Marketplace. Boston, MA: Houghton Mifflin Company.

Trompenaars, F., & Hampden-Turner, C. (1997) Riding the Waves of Culture: Understanding Cultural Diversity in Business (2nd ed.). London: Nicholas Brealey Publishing.

Culture: Country Specific Titles
These titles focus on specific countries, addressing such issues as cultural attitudes, social customs, and work strategies.

China
Blackman, C. (1997). Negotiating China: Case Studies and Strategies. Allen & Unwin Pty., Limited.

Fang, T. (2001). Chinese Negotiating Style. Sage Publications.

Lam, Maria Lai-Ling. (2000). Working with Chinese Expatriates in Business Negotiations: Portraits, Issues and Applications. Greenwood Publishing Group.

Lee, C. (2003). Cowboys and Dragons: Shattering Cultural Myths to Advance Chinese-American Business. Dearborn Trade.

Schneiter, F., & Feign, L. (2000). Getting Along with the Chinese for Fun and Profit. Hong Kong: Asia.

Soloman, R.H. (1999). Chinese Negotiating Behavior: Pursuing Interests Through "Old Friends." United States Institute of Peace Press.

Soloman, R.H. (1995). Chinese Negotiating Behavior, 1967-1984. RAND Corporation.

France
Carroll, R. (1988). Cultural Misunderstandings of the French American Experience. Chicago: University of Chicago Press.

Germany
Smyser, W.R. (2003). How Germans Negotiate: Logical Goals, Practical Solutions. United States Institute of Peace Press.

India
Kumar, R. (2005). Doing Business in India. Palgrave Macmillan.

Japan
Collins, R.J. (1992). Japan-Think, Ameri-Think: An Irreverant Guide to Understanding Cultural Differences Between Us.
New York: Penguin Books.

Deutsch, M.F. (1983). Doing Business with the Japanese.
New York: The New American Library.

Graham, J.L., & Sano, Y. (1989). Smart Bargaining: Doing Business with the Japanese. New York: Harper Business.

Hall, E.T., & Mildred, R. (1987). Hidden Differences: Doing Business with the Japanese. Garden City, New York: Anchor Press/Doubleday.

March, R.M. (1988). The Japanese Negotiator: Subtlety and Strategy Beyond Western Logic. Tokyo and New York: Kodansha International.

Moran, R.T. (1985). Getting Your Yen's Worth: How to Negotiate with Japan, Inc. Houston,TX: Gulf.

Nishiyama, K. (1999). Doing Business with Japan: Successful Strategies for Intercultural Communication. University of Hawaii Press.

North Korea
Downs, C., Less, J. (1999) Over the Line: North Korea's Negotiating Strategy. American Enterprise Institute for Public Policy Research.

Sweden
Robinowitz, C.J., & Carr, L.W. (2001). Modern Day Vikings: A Practical Guide to Interacting with the Swedes (The Interact Series). Yarmouth, ME: Intercultural Press.

The Netherlands
Vossestein, J. (2005) Dealing with the Dutch: A Guide for Visitors, New Residents and Better Business Relationships. Koninklijk Instituut Voor de Tropen.

White, C., & Boucke, L. The Unduchables. An Observation of the Netherlands: Its Culture and its Inhabitants (3rd ed.). Lafayette, Colorado: White Boucke Publishing, 1993.

United States
Culture Grams by ProQuest Information and Learning
http://www.il.proquest.com/division/

Culture Shock! USA.(1991). Portland, OR: Graphic Arts Center Publishing.

Byson, Bill. (1996). Made in America: An Informal HIstory of the English Language in the United States. New York: William Morrow.

Collis, H. & Kohl, J. (1991). 101 American Customs: Understanding Language and Culture Through Common Practices. Lincolnwood, Ill: Passport Books.

Lanier, A.R., & Davis, J.C. (2004). Living in the USA (6th ed.). Yarmouth, ME: Intercultural Press.

Powell, M. (2005). Behave Yourself! The Essential Guide to International Etiquette. Guilford, Conn.: Globe Press.

Steward, E. (1999). American Cultural Patterns: A Cross-Cultural Perspective. Yarmouth, ME: Intercultural Press.

Turkel, Studs. (c.2003). American Dreams: Lost and Found.
New York: New Press.

Tomb, Howard. (2005). The Wicked Traveler: How to get along--and get your way--in 5 countries and 5 languages. New York: Workman Pub.

Trust
Boss, R.W. (1978, September). Trust and Managerial Problem Solving Revisited. Group and Organizational Studies, 331.

Driscoll, J.W. (1973). Trust and Participation in Organizational Decision Making As Predictors of Satisfaction. Academy of Management Journal, 21(1), 44.

Schoorman, F.D., Mayer, R.C., & Davis, J.H. (1996). Organizational Trust: Philosophical Perspectives and Conceptual Definitions. Academy of Management Journal, 38(1), 24-59.

Sinetar, M. (1988). Building Trust into Corporate Relationships. Organizational Dynamics, 16(3), 73-79.

Taylor, R.G., Jr. (1990, Fall). Trust and Influence in the Workplace. Organizational Development Journal, 33-36.

Zand, D. (1996). The Leadership Triad: Knowledge, Trust, and Power. Oxford University Press.

Zand, D. (1972, June). Trust and Managerial Problem Solving. Administrative Science Quarterly, 229.

Difficult Relationships
Bernstein, A.J., & Rozen, S.C. (1992). Neanderthals At Work: How People and Politics Can Drive You Crazy ... And What You Can Do About Them. New York: John Wiley & Sons, Inc.

Bernstein, A.J., & Rozen, S.C. (1989). Dinosaur Brains: Dealing With All Those Impossible People At Work. New York: Ballantine Books.

Bramson, R.M., Ph.D. (1992). Coping With Difficult Bosses. New York: Fireside.

Bramson, R.M., Ph.D. (1981). Coping With Difficult People. New York: Ballantine Books.

Brinkman, R., Dr., & Kirschner, R. (1994). Dealing With People You Can't Stand. New York: McGraw-Hill, Inc

Cava, R. (1990). Difficult People: How to Deal With Impossible Clients, Bosses and Employees. Buffalo, NY: Firefly Books.

Robert, M. (1982). Managing Conflict: From The Inside Out. San Diego, CA: University Associates, Inc.

Heen, S., Patton, B., & Stone, D. (1999). Difficult Conversations: How to Discuss What Matters Most. New York: Viking Books. A book that looks at how to conduct the difficult conversations we all face some time in our careers.

Fisher, R., & Ury, W. (1991) Getting Past No: Negotiating with Difficult People. New York: Bantam Books. This book builds on Getting to Yes but it looks at what to do when principled negotiation does not work—when despite your best efforts the other side refuses to engage in the process.

Working with Clinical Research Organizations
Arnold, J.D., & Hayden, D.M. (1984). The Role of Contract Research Organizations. In G.M. Matoren (Ed.) The Clinical Research Process in the Pharmaceutical Industry. New York: Marcel Dekker, Inc., 379-392.

Deitch, M. (1992, June). Getting the Most from a CRO. Applied Clinical Trials, 1(2), 27-29.

Hendon, Z.A. (1988). Experiences with Contract Research Organizations. Drug Information Journal, 22(2), 187-1191.

Hughes, R.G. (1990). The Management of Third-Party Trials in Europe. Drug Information Journal, 24(2), 169-175.

Sewell, A.F. (1988). Identification and Qualification of Foreign Contract Research Organizations. Drug Information Journal, 24(2), 173-176.

Spiker, B. (1990, April). Roles of Medical Contractors in Drug Development. Drug News and Perspective, 3(3), 148-152.

Vogel, J.R. (1993, January). Achieving Results with Contract Research Organizations: Pharmaceutical Industry Views. Applied Clinical Trials, 2(1), 44-49.

Vogel J.R., & Nelson, S.R. (1993, May). Achieving Results with Contract Research Organizations: Determining the Study Specifications. Applied Clinical Trials, 2(5), 70-76.

Vogel J.R., & Linzmayer, M.I. (1993, August). Achieving Results with Contract Research Organizations: Evaluating and Selecting CROs. Applied Clinical Trials, 2(8), 36-41.

Vogel, J.R., & Schober, R.A. (1993, December). Achieving Results with Contract Research Organizations: Evaluating Proposals from CROs. Applied Clinical Trials, 2(12), 32-41.

Wyse, R.K.H., & Hughes, R.G. (1993). Pharmaceutical Contract Research in the 1990s. London: Technomark Consulting Services Ltd.

Other Books of Interest
Lax, E. (2004). The Mold in Dr. Florey's Coat: The Story of the Penicillin Miracle. New York: Henry Holt and Company.

Hilts, P. (2003). Protecting America's Health: The FDA, and One Hundred Years of Regulation New York: Alfred A. Knopf. A must read for anyone in the pharmaceutical industry.

back to top