19 Best Books on Negotiations

We have compiled a list of the Best Reference Books on Negotiations, which are used by students of top universities, and colleges. This will help you choose the right book depending on if you are a beginner or an expert. Here is the complete list of Negotiations Books with their authors, publishers, and an unbiased review of them as well as links to the Amazon website to directly purchase them. If permissible, you can also download the free PDF books on Negotiations below.

1. Auctions and Negotiations

1."Game Theory Bargaining and Auction Strategies: Practical Examples from Internet Auctions to Investment Banking" by Gregor Berz
“Game Theory Bargaining and Auction Strategies: Practical Examples from Internet Auctions to Investment Banking” Book Review: This volume fills the gap between theoretical economic principles of negotiation and auction theory. It further connects their heterogeneous implementations in real practice. The book aims to provide supplementation to the foregoing literature. The text is an exhaustive collection of reports presenting experiences and outcomes of very different negotiations and auctions.

2."Negotiation, Auctions, and Market Engineering" by Henner Gimpel and Nicolas R Jennings
“Negotiation, Auctions, and Market Engineering” Book Review: This volume includes a selection of papers showcased at the International Seminar “Negotiation and Market Engineering”. The book contains 17 amended complete papers presented which were chosen delicately and reviewed. The text considers the problems of negotiations, auctions and markets as economic, social and IT systems. It provides a wide overview on the essential problems to be recognised and the techniques applied to approach them.

3."Negotiauctions – New Dealmaking Strategies for A Competitive Marketplace" by Guhan Subramanian
“Negotiauctions – New Dealmaking Strategies for A Competitive Marketplace” Book Review: This volume provides integration of auction theory and negotiation theory. The text is written in a practical and comprehensive approach. It is a verified guide to negotiating deals. It examines the universal circumstance in which negotiators are “fighting on two fronts” i.e. across the table and on the same side of the table with familier, unfamiliar or plausible competitors. The book contains case studies that vary from buying a house, negotiating over the rights to the television show and trading “toxic” assets into the U.S. government’s relief fund. The text integrates diligent research, field experience and classroom-tested policies to develop an essential guide for people trading in everything from cars to corporations.

4."The Effect of Offer Verifiability on the Relationship Between Auctions and Multilateral Negotiations" by Federal Trade Commission
“The Effect of Offer Verifiability on the Relationship Between Auctions and Multilateral Negotiations” Book Review: The book applies the experimental approach to contrast second-price auctions to “verifiable” international negotiations in which the single buyer can reliably disclose to sellers the current best price offer. It discovers that agreement prices are low. The text furthermore contrasts the two practices to previously considered first-price auctions and international agreements with doubtful proposals. It provides descriptions of second-price auctions that give the highest prices. It covers verifiable negotiations, non verifiable negotiations and first price auctions in a systematic way.

5."Everything Is Negotiable: Stories, Strategies and Tips on Negotiation" by Bryan Goodman
“Everything Is Negotiable: Stories, Strategies and Tips on Negotiation” Book Review: Bryan Goodman often used his negotiating skills in episodes of Thrift Hunters on Spike TV. This volume inculcates some of the negotiations of Bryan Goodman along with numerous stories and tips regarding negotiating. The text is written in an entertaining and informative approach. The book is appropriate for online traders as it contains the plans for developing negotiations with eBay customers. It encompasses a range of Knowledge obtained from experience of the author. The work presents a sight into making better negotiations in person and Online.

6."Negotiation: Readings, Exercises and Cases" by Roy J Lewicki and David M Saunderse
“Negotiation: Readings, Exercises and Cases” Book Review: The work is presented in an observational approach. It discovers the key concepts and theories of the psychology of bargaining and negotiation. Furthermore the vigour of interpersonal and inter-group conflict and its resolution is also inculcated. The book is appropriate for management students, human resource management and industrial relations candidates. The topics included are Negotiation Basics, Negotiation Contexts, Resolving Differences and several others. Also Individual Differences and Negotiation across Cultures are covered. It contains numerous role-play exercises, cases, and tests to understand negotiation processes and subprocesses.

7."Negotiation: Communication for Diverse Settings" by Michael L and Spangle
“Negotiation: Communication for Diverse Settings” Book Review: The book presents a thorough overview of the negotiation method as it implies a broad range of conditions. The book focuses on the everyday relatedness of negotiation skill. It encompasses information essential to successful negotiation in a range of situations. The situations covered in the book are interpersonal relations, the workplace, international affairs and several others. It includes explanations of the proper and ethical problems of negotiation. Further it describes the several categories like international negotiations. It introduces fundamental theoretical principles and practical steps in the negotiating procedure. It covers both levels of negotiation i.e. interpersonal and international.

8."Essentials of Negotiation" by Roy J Lewicki and Bruce Barry
“Essentials of Negotiation” Book Review: This volume analyses the essential concepts and theories of the psychology of bargaining and negotiation. This book discusses the dynamics of interpersonal and inter-group dispute and its ratification. Topics covered include The Nature of Negotiation, strategy and methods of Distributive Bargaining and Integrative Negotiation. It also includes Tactics, Negotiation: Strategy and Planning, Perception, Cognition and Emotion and Finding and Using Negotiation Power. Furthermore concepts of Relationships in Negotiation, Multiple Parties, Groups, and Teams in Negotiation, International and Cross-Cultural Negotiation and several other topics are covered.

9."Understanding Auctions (Springer Texts in Business and Economics)" by Asunción Mochón and Yago Sáez
“Understanding Auctions (Springer Texts in Business and Economics)” Book Review: The volume’s main aim is to lay down in a systematic categorisation of the important auction mechanisms such that readers can understand the significance of auction design and the benefits and disadvantages of every model. The text encapsulates the essential ideas of the auction theory. The work is described using simple language and numerous illustrations. The volume is appropriate for any researcher involved in accepting the auction design. The book encompasses various reality based illustrations.

10."Cognitive Computing for Bidding in E-Auctions" by Manvi Sunilkumar and Sidnal Nandini
“Cognitive Computing for Bidding in E-Auctions” Book Review: This volume is appropriate for students to get knowledge of concepts and implementations of cognitive computing. It also gives knowledge of implementation of cognitive computing to e-commerce. The book thoroughly explains software agents specifically cognitive agents. It provides the Belief Desire Intention( BDI) that has the essence of philosophy and presents a logical theory explaining the mental attitudes of belief, desire and intention applying. BDI Architecture to discover the active auction services and to build a repository of services for the use of mobile E-customers is explained as the first phase of bidding. It also includes distinguishing related auctions for electronic products acquired from an array of active auctions for the required products using cognitive agents. It also described the role of cognitive agents in estimating final price. Furthermore it explains the intelligent behavior of cognitive agents while partaking wisely on behalf of human bidders.

2. Conflict Resolution and Negotiation

1."HBR Guide to Dealing with Conflict (HBR Guide Series)" by Amy Gallo
”HBR Guide to Dealing with Conflict (HBR Guide Series)” Book review:- The book provides readers with different types of conflicts that occur in the work environment. It shows how to manage them, and how they can be resolved. The book darts with Introduction A practical plan for Dealing with conflicts. It has three sections.First section is about Preparing for a conflict before it happens. Second section deals with managing a conflict. Third section is about resolving a conflict. It gives a practical framework in dealing with conflicts.The HBR Guides provide smart answers to your most pressing work challenges.

2."Negotiating the Nonnegotiable" by Daniel Shapiro
“Negotiating the Nonnegotiable” Book Review: In this book Author, Daniel Shapiroto conflict resolution expert is conveying to the readers that the forces that drive people into conflict are invisible.Readers will get the answers to the questions like “So what’s the solution? How can you re- solve emotionally charged conflicts?” In this book Negotiating the Nonnegotiable, Daniel Shapiro aims to provide readers with the necessary tools and methods to help bridge even toughest conflicts. The contents in this book are:- Our Identity Makes it Difficult to Make Resolutions, Understanding Our Core Identity and Relational Identity, A Threat to Our Identity Triggers The Tribes Effect, Resisting the Lure of the Tribes Effect, Taboos Are a Source of Conflict but Can Be Overcome Using the Necessary Steps, Your Mythos of Identity, Emotional Pain Can Be Resolved Through Three-Step Process, Reconfigure Your Relationship Using the SAS System.

3."Difficult Conversations: How to Discuss What Matters Most" by Roger Fisher and Douglas Stone
Difficult Conversations: How to Discuss What Matters Most” by Roger Fisher and Douglas Stone” Book Review: It gives you a great framework for thinking through why people have communication issues – whether in personal or professional relationships.The contents include:- The Problem-Sort Out the Three Conversations, Shift to a Learning Stance, Create a Learning Conversation, Ten Questions People Ask About, How does this work with someone who has all, If I’m the boss parent why can’t I just fell, What about conversations that are not face to face?, A Road Map to Difficult Conversations, Notes on Some Relevant Organizations. In this book readers will be able to step-by-step approach to having those tough conversations with less stress and more success.

4."Negotiating the Impossible: How to Break Deadlocks and Resolve Ugly Conflicts" by Malhotra
“Negotiating the Impossible: How to Break Deadlocks and Resolve Ugly Conflicts” Book Review: This book gives readers insight that there is more to negotiation than money. There are 3 parts in this book- The Power of Framing, The power of Process and The power of Empathy. The book is designed in such a manner that the reader can get to know that the object of negotiation is to engage with other human beings in a way that leads to better understanding and agreements.The lessons in this book are brought to life through stories of people who managed to negotiate from history, business, sports or popular culture.

5."Beyond Reason: Using Emotions as You Negotiate" by Roger Fisher and Daniel Shapiro
“Beyond Reason: Using Emotions as You Negotiate” Book Review: The book provides practical and powerful advice for negotiations of all whether personal or professional. The book uses real life examples to follow an effective framework for understanding, acknowledging, and harnessing emotions to successfully negotiate.The contents in this book are – The Big Picture( Address the concern, Not the emotion), Take the initiative (Express Appreciation, Build Affiliation, Choose a fulfilling Role), Some Additional Advice( on strong negative emotion, on being prepared), Conclusion, Matter. This book gives the reader the whole picture on how to negotiate with others and how to deal with these emotions, the book provides a solution for this problem.

6."Negotiating for Success: Essential Strategies and Skills" by George Siedel
“Negotiating for Success: Essential Strategies and Skills” Book Review: The book has concepts of negotiation skills which have a direct approach which gives an easy-to-read sensation to the book. Being a business/management book it also has a great combination of theoretical and practical knowledge. The concepts of this books are Prepare to negotiate (Decide whether to negotiate, determine the type of negotiation, Conduct a negotiation analysis, Decide how to answer ethical questions), Use key Strategies and Tactics during Negotiation, Close your Negotiation with a binding Contract, Complete your endgame(Perform and evaluate your assessment). When the reader completes the book he will be able to understand :- Complete negotiation analysis.

7."Turning Points in Environmental Negotiation: Exploring Conflict Resolution Dynamics in Domestic and International Cases" by William E Hall
“Turning Points in Environmental Negotiation: Exploring Conflict Resolution Dynamics in Domestic and International Cases” by William E Hall” Book Review: This book gives the reader to study the comparison between typical patterns of process change in a set of domestic and international environmental snd offers potential implications for future and recommendations for practice. The contents in this book include- Process, roles, and case-related factors in domestic environmental negotiations, Turning points in environmental negotiation: A framework for analysis, Twenty-nine domestic environmental negotiation cases, Precipitants, turning points, and consequences: Identifying turning point sequences within the cases, Comparing process dynamics, roles, and case-related factors in domestic environmental negotiations, Comparing the process dynamics of domestic and international environmental negotiations, Lessons learned for environmental negotiation theory and practice and recommendations for further inquiry.

8."The Art of Negotiation: How to Improvise Agreement in a Chaotic World" by Michael Wheeler and Jeff Cummings
“The Art of Negotiation: How to Improvise Agreement in a Chaotic World” Book Review: This book shows how master negotiators thrive in the face of chaos and uncertainty. They don’t trap themselves with rigid plans. Instead they understand negotiation as a process of exploration that demands ongoing learning, adapting, and influencing. Their agility enables them to reach agreement when others would be stalemated. For a long time, two approaches to negotiation have prevailed: the win-win method. But in this book award-winning Harvard Business School professor Michael Wheeler has shown the readers a dynamic alternative to one-size-fits-all strategies that don’t match real world realities.

9."How To Talk To Absolutely Anyone: Confident Communication in Every Situation" by Mark Rhodes
“How To Talk To Absolutely Anyone: Confident Communication in Every Situation” Book Review: This book provides the foundation of effective communication. This book explains various communicative techniques in an easy to understand and in ethical way. The reader can learn these 3 topics – Common Fears and Barriers about speaking to absolutely anyone, The Four stages of interaction and Making your communication even better. The reader will learn: Overcome fear of rejection, Be confident with people you don’t know, Deal with difficult situations, Get better outcomes from disputes, Communicate better to win you more business and more sales, Be more effective at networking at both business and social.

We have put a lot of effort into researching the best books on Negotiations and came out with a recommended list and their reviews. If any more book needs to be added to this list, please email us. We are working on free pdf downloads for books on Negotiations and will publish the download link here. Fill out this Negotiations books pdf download" request form for download notification.

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Manish Bhojasia - Founder & CTO at Sanfoundry
Manish Bhojasia, a technology veteran with 20+ years @ Cisco & Wipro, is Founder and CTO at Sanfoundry. He lives in Bangalore, and focuses on development of Linux Kernel, SAN Technologies, Advanced C, Data Structures & Alogrithms. Stay connected with him at LinkedIn.

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