Recommended Reading . . .
Negotiating Good Deals
Growing a successful business involves successfully
negotiating agreements and relationships everyday. We recommend each of the following books on
negotiation for your consideration. In each case, we have found the recommended title useful and think you will too.
You can purchase each of the books by
clicking on the title and following the instructions.
 Getting
to Yes: Negotiating Agreement without Giving In by Roger Fisher
and William Ury (Viking Penguin 1998). The leading text on effective
negotiation by two negotiation experts at Harvard University. Based on
the work of the Harvard Negotiation Project, Getting
to Yes offers a concise, step-by-step, proven strategy for coming
to mutually acceptable agreements.
 Getting
Ready to Negotiate: The Getting to Yes Workbook by Roger Fisher
and Danny Ertel (Viking Penguin 1995). This companion volume to Getting
to Yes incorporates the book's fundamental philosophy and advice
into a useful tool to help each reader design the negotiating strategy
that best suits his/her situation.
 The
Art of Negotiating by Gerard I. Nierenberg (Barnes & Noble
Books 1995). Written and in print for decades by the President of the
Negotiation Institute, a recognized authority on negotiating. Over
100,000 top executives have attended the Art of Negotiating seminars
conducted by Mr. Nierenberg, and his clients include world leaders,
corporations, and successful individuals.
 Give
and Take by Chester L. Karrass (HarperBusiness 1995). In print in
one version or another for decades, Give and Take is nothing
less than an encyclopedia of negotiation. The book contains more than
two hundred tactics and strategies for negotiation arranged
alphabetically. Dr. Chester L. Karrass, organization gives almost
one thousand seminars annually in North America, Europe,
and Asia, making it one of the largest purveyor of negotiating
training in the world.
 Also
by Dr. Karrass, The
Negotiating Game (HarperBusiness 1994), revised and expanded
edition of the 1970 now-classic book on negotiation, updated to
reflect changes in business practices over the past decades. Well
informed and useful advice on negotiating good agreements.
 Kiss
Bow or Shake Hands by Terri Morrison, George A. Borden, Wayne A.
Conaway and Hans Koehler (Adams Media 1994). This is a background
resource for international negotiations written by executives who
prepare other executives for international travel and one Fulbright
scholar in cross-cultural communication. The introduction discusses
cognitive styles, value systems, and negotiation strategies in 60
different countries, explaining how delicate they make the process of
intercultural relations.
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