- Gain the Edge: Negotiation to Get What You Want by Martin E. Latz.
This book will arm you with: practical strategies to get the information you need before you sit down at the table; tactics to maximize your leverage when seemingly powerless; secrets to success in emotionally charged negotiations; and ways to deal with different personality types and ethics. Latz is a Harvard Law graduate and founder of the Latz Negotiation Institute.
- Getting to Yes: Negotiating an Agreement Without Giving In by Roger Fisher, William Ury and Bruce Patton. This book is a highly readable, uncomplicated guide to resolving conflicts of every dimension and teaches you how to win without compromising friendships. It is one of the most useful negotiation books I have read. The authors have been part of the Harvard Negotiation Project.
- Getting Past No: Negotiation in Difficult Situations by William Ury. “Bill Ury has a remarkable ability to get to the heart of the dispute and find simple but innovative ways to resolve it.” President Jimmy Carter.
Ury tells readers to prepare, prepare, prepare; don’t reject, do reframe; don’t escalate, use power to educate; and to turn adversaries into partners. Bill Ury is the coauthor of the New York Times best seller, Getting to Yes.
- Beyond Reason: Using Emotions as You Negotiate by Roger Fisher and Daniel Shapiro.
The book explains that emotions are always present and hard to handle; you should address the concern and interests, not the emotion. The authors suggest that we express appreciation, build affiliation, respect autonomy, and acknowledge status.
- Difficult Conversations: How to Discuss What Matters Most by Douglas Stone, Bruce Patton & Sheila Heen.
Can you create an offer or counteroffer that would meet both sides’ primary interests and concerns? An agreement requires a certain amount of compromise and mutual accommodation to each other’s needs and interests. A person says yes to an agreement for their reasons, not their opponent’s.
- Bargaining with the Devil: When to Negotiate, When to Fight by Robert Mnookin. Mnookin writes about avoiding common traps; bargaining and its alternatives-costs, benefits and beyond; and recognition, legitimacy, and morality. He gives real life situations of Winston Churchill not bargaining with Hitler and Nelson Mandela bargaining with his captors in South Africa. Mnookin is the chair of the Program on Negotiation at Harvard Law School.
- Good for You, Great for Me: Finding the Trading Zone and Winning at Win-Win Negotiation by Lawrence Susskind. The book deals with topics such as: expect the unexpected-use contingent offers to claim more than the other side; insulate agreements against predictable surprises; and finding the sweet spot in your next negotiation. Larry Susskind was the co-founder of the Harvard Program on Negotiation.
- 3D Negotiation: Powerful Tools to Change the Game in Your Most Important Deals by David Lax and James Sebenius.
The book provides great examples of interest based negotiation v. positional bargaining and how to shape negotiations to your advantage through set-up and deal design. I have studied this book thoroughly and written about it.
- High Conflict People: In Legal Disputes by Bill Eddy and his companion book BIFF: Quick Responses to High Conflict People. Both books define high conflict people and explain how to deal with them and how not to deal with them. BIFF explains that we should respond to high conflict people in a Brief, Informative, Friendly & Firm manner. Other responses generate arguments and deepen the high conflict person’s beliefs and positions.
- Dealmaking: The New Strategy of Negotiauctions by Guhan Subramanian.
Guhan spoke at the Texas Advanced Family Law Course in 2009 about negotiations and co-taught with David Lax an Advanced Negotiation Course at Harvard Law School in 2010 that I attended.
- Mediation: A Practice Guide for Mediators, Lawyers and Other Professional by David Hoffman and the Boston Law Collaborative.
This book is very instructive for all levels of mediators and was used by David Hoffman and Larry Susskind in an Advanced Mediation Course I took at Harvard Law School in 2015.