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: The aim of this book is to bridge the divide between the theoretical economic principles of negotiation and auction theory and their diverse applications in real-life scenarios. By presenting a comprehensive collection of reports detailing various negotiation and auction experiences and outcomes, this volume seeks to supplement the existing literature on the subject.

Buy-this-Book (India) Buy-this-book (US)
 
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.

Buy-this-Book (India) Buy-this-book (US)
 
3."Negotiauctions – New Dealmaking Strategies for A Competitive Marketplace" by Guhan Subramanian
“Negotiauctions – New Dealmaking Strategies for A Competitive Marketplace” Book Review: This volume offers a comprehensive and practical approach that integrates auction theory and negotiation theory. It serves as a verified guide for negotiating deals, examining the common scenario in which negotiators find themselves “fighting on two fronts” – both across and on the same side of the table with familiar, unfamiliar, or potential competitors. The book includes case studies ranging from buying a house to negotiating television show rights and trading “toxic” assets into the U.S. government’s relief fund. By combining thorough research, field experience, and classroom-tested strategies, this text provides an indispensable resource for individuals engaged in trading everything from cars to corporations.

Buy-this-Book (India) Buy-this-book (US)
 
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 where a single buyer can confidently disclose to sellers the current best price offer. The findings reveal that agreement prices tend to be low. The text also compares these two practices to previously studied first-price auctions and international agreements with uncertain proposals. It presents detailed descriptions of second-price auctions, which yield the highest prices, as well as verifiable negotiations, non-verifiable negotiations, and first-price auctions in a systematic manner.

Buy-this-Book (India) Buy-this-book (US)
 
5."Everything Is Negotiable: Stories, Strategies and Tips on Negotiation" by Bryan Goodman
“Everything Is Negotiable: Stories, Strategies and Tips on Negotiation” Book Review: In “Thrift Hunters” on Spike TV, Bryan Goodman showcased his prowess in negotiation. This book captures some of his negotiation techniques, along with personal anecdotes and practical tips. The writing style is engaging and informative, making it a great resource for online traders looking to improve their negotiating skills, especially with eBay customers. Drawing from his own experiences, Goodman shares a wealth of knowledge on the subject. Whether you’re negotiating in person or online, this book offers valuable insights on how to become a better negotiator.

Buy-this-Book (India) Buy-this-book (US)
 
6."Negotiation: Readings, Exercises and Cases" by Roy J Lewicki and David M Saunderse
“Negotiation: Readings, Exercises and Cases” Book Review: This book takes an observational approach to exploring the essential principles and theories behind the psychology of bargaining and negotiation. It delves into the dynamics of interpersonal and inter-group conflict and offers strategies for resolving them. With a focus on management, human resource management, and industrial relations, it’s an ideal resource for students. Topics covered include the basics of negotiation, different contexts in which negotiation occurs, ways to resolve differences, and the impact of individual differences and cultural considerations. The book also includes practical exercises, case studies, and tests designed to aid in comprehending negotiation processes and subprocesses.

advertisement
advertisement
Buy-this-Book (India) Buy-this-book (US)
 
7."Negotiation: Communication for Diverse Settings" by Michael L and Spangle
“Negotiation: Communication for Diverse Settings” Book Review: This book offers a comprehensive overview of the negotiation process, covering a wide range of scenarios. It emphasizes the practical application of negotiation skills in everyday situations, providing essential information for successful negotiation. The text covers various settings, including interpersonal relations, the workplace, international affairs, and others. It addresses ethical considerations that arise in negotiation, such as proper conduct and ethical dilemmas. The book also provides an introduction to fundamental theoretical principles and practical steps involved in the negotiating process, covering both interpersonal and international levels of negotiation.

Buy-this-Book (India) Buy-this-book (US)
 
8."Essentials of Negotiation" by Roy J Lewicki and Bruce Barry
“Essentials of Negotiation” Book Review: This book thoroughly examines the fundamental concepts and theories of the psychology of bargaining and negotiation. It explores the dynamics of interpersonal and inter-group disputes, and strategies for resolving them. The topics covered in the book include The Nature of Negotiation, as well as strategies and methods for Distributive Bargaining and Integrative Negotiation. It also encompasses topics such as Tactics, Negotiation: Strategy and Planning, Perception, Cognition, and Emotion, and Finding and Using Negotiation Power. The book covers the concepts of Relationships in Negotiation, Multiple Parties, Groups, and Teams in Negotiation, International and Cross-Cultural Negotiation, and various other related subjects.

Buy-this-Book (India) Buy-this-book (US)
 
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 primary objective of this volume is to present a systematic categorization of important auction mechanisms, enabling readers to comprehend the significance of auction design and the advantages and disadvantages of each model. The text covers the essential concepts of auction theory in a straightforward language, complemented with numerous illustrations. It is suitable for any researcher engaged in evaluating auction design, as it includes various real-life examples.

Buy-this-Book (India) Buy-this-book (US)
 
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 a suitable resource for students seeking to gain knowledge about the concepts and applications of cognitive computing, including its implementation in e-commerce. The book offers a thorough explanation of software agents, particularly cognitive agents, and introduces the Belief Desire Intention (BDI) architecture, which embodies a philosophical essence and provides a logical theory for explaining mental attitudes such as belief, desire, and intention. The book also explains the BDI architecture’s role in identifying active auction services and creating a repository of services for use by mobile e-customers during the first bidding phase. Additionally, the book covers the use of cognitive agents to distinguish relevant auctions for electronic products from an array of active auctions for the required products, as well as their role in estimating the final price. It also provides an overview of cognitive agents’ intelligent behavior while bidding on behalf of human bidders.

Buy-this-Book (India) Buy-this-book (US)


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 offers readers an insight into various types of conflicts that arise in a work setting and provides strategies for their management and resolution. It begins with an introduction to a practical plan for dealing with conflicts and is divided into three sections. The first section discusses how to prepare for a conflict before it occurs, the second section focuses on managing a conflict, and the third section delves into resolving a conflict. The book presents a practical framework for handling conflicts. It is part of the HBR Guides series, which provides practical solutions to common work-related challenges.

Buy-this-Book (India) Buy-this-book (US)
 
2."Negotiating the Nonnegotiable" by Daniel Shapiro
Book Review: The book “Negotiating the Nonnegotiable” by Daniel Shapiro, an expert in conflict resolution, explores how invisible forces drive people into conflicts. The author provides practical solutions and methods to resolve emotionally charged conflicts. The book covers several topics, including the challenges in making resolutions due to our identity, understanding core and relational identity, how the tribes effect triggers conflict, overcoming taboos, resolving emotional pain through a three-step process, and using the SAS system to reconfigure relationships. The book is an excellent resource for individuals seeking to gain a deeper understanding of conflict resolution and learn effective strategies to manage conflicts in their personal and professional lives.

advertisement
Buy-this-Book (India) Buy-this-book (US)
 
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: The book provides a framework to analyze communication issues in personal and professional relationships. Its contents include sorting out the three conversations, shifting to a learning stance, creating a learning conversation, and answering ten common questions. It also provides guidance on conversations that are not face-to-face, a road map to difficult conversations, and notes on relevant organizations. By following a step-by-step approach outlined in the book, readers can have tough conversations with less stress and more success.

Buy-this-Book (India) Buy-this-book (US)
 
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 offers readers an understanding that negotiation involves more than just financial gain. Divided into three parts, it explores The Power of Framing, The Power of Process, and The Power of Empathy. Through engaging stories from history, business, sports, and popular culture, readers learn that the goal of negotiation is to effectively communicate with others to reach a mutually beneficial agreement. The book presents valuable lessons to help readers improve their negotiation skills.

Buy-this-Book (India) Buy-this-book (US)
 
5."Beyond Reason: Using Emotions as You Negotiate" by Roger Fisher and Daniel Shapiro
“Beyond Reason: Using Emotions as You Negotiate” Book Review: This book offers practical and effective advice for negotiations in both personal and professional settings. Using real-life examples, it presents a framework for understanding, acknowledging, and utilizing emotions to negotiate successfully. The book includes several chapters covering topics such as addressing concerns rather than emotions, taking initiative by expressing appreciation, building affiliation, and choosing a fulfilling role. Additionally, the book offers extra advice on managing strong negative emotions and being prepared. This book provides a comprehensive guide on negotiating with others and managing emotions, offering valuable solutions for readers seeking to improve their negotiation skills.

Buy-this-Book (India) Buy-this-book (US)
 
6."Negotiating for Success: Essential Strategies and Skills" by George Siedel
“Negotiating for Success: Essential Strategies and Skills” Book Review: The book presents negotiation skills concepts in a direct and easy-to-read manner, making it ideal for business and management readers. The book provides a great combination of theoretical and practical knowledge. The concepts covered in the book include preparing to negotiate (deciding whether to negotiate, determining the type of negotiation, conducting a negotiation analysis, and deciding how to answer ethical questions), using key strategies and tactics during negotiation, closing the negotiation with a binding contract, and completing the endgame by performing and evaluating the assessment. Upon completion of the book, readers will have a comprehensive understanding of how to conduct a negotiation analysis.

advertisement
Buy-this-Book (India) Buy-this-book (US)
 
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 provides an in-depth analysis of process change patterns in domestic and international environmental negotiations, along with potential implications for the future and recommendations for practice. The contents of this book include: the process, roles, and case-related factors in domestic environmental negotiations, a framework for analyzing turning points in environmental negotiations, twenty-nine case studies of domestic environmental negotiations, identifying turning point sequences within the cases, comparing the process dynamics of domestic and international environmental negotiations, lessons learned for environmental negotiation theory and practice, and recommendations for further research.

Buy-this-Book (India) Buy-this-book (US)
 
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: In this book, readers learn how successful negotiators thrive in uncertain and chaotic situations by utilizing agility and flexibility. Rather than being rigidly bound to a plan, these negotiators view the negotiation process as one of ongoing exploration, learning, adapting, and influencing. This approach enables them to achieve agreement where others may become deadlocked. While the win-win method and other one-size-fits-all strategies have traditionally dominated negotiation approaches, award-winning Harvard Business School professor Michael Wheeler offers readers a dynamic alternative that aligns with real-world realities. This book provides a valuable resource for anyone seeking to improve their negotiation skills and achieve success in a constantly changing business environment.

Buy-this-Book (India) Buy-this-book (US)
 
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 offers a solid foundation for effective communication, presenting various techniques in an easily understandable and ethical manner. The reader can learn about three key topics: common fears and barriers to communication, the four stages of interaction, and ways to enhance communication skills. By reading this book, readers will learn how to overcome the fear of rejection, gain confidence when talking to unfamiliar people, navigate difficult situations, achieve better outcomes in disputes, improve their ability to win business and sales, and become more effective networkers in both professional and social settings.

Buy-this-Book (India) Buy-this-book (US)
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.

advertisement
advertisement
Subscribe to our Newsletters (Subject-wise). Participate in the Sanfoundry Certification contest to get free Certificate of Merit. Join our social networks below and stay updated with latest contests, videos, internships and jobs!

Youtube | Telegram | LinkedIn | Instagram | Facebook | Twitter | Pinterest
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.

Subscribe to his free Masterclasses at Youtube & discussions at Telegram SanfoundryClasses.