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A Selected Bibliography

Catherine Morris

Negotiation

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Key journals on negotiation include:


Adler, R. S., B. Rosen, and E.M. Silverstein. "Emotions in Negotiation. How to Manage Fear and Anger." Negotiation Journal 14 (1998): 161-179.

Anstey, M. Negotiating Conflict. Cape Town, South Africa: Juta & Co. Ltd., 1991.

Bazerman M.H., and M.A. Neale. Negotiating Rationally. New York: Free Press, 1992. read a review.

Bazerman, M. H., R.J. Lewicki, and B.H. Sheppard, eds. Research on Negotiation in Organizations. Greenwich, CT: JAI Press, 1991. read a review.

Breslin, J.W., and J.Z. Rubin, eds. Negotiation Theory and Practice. Cambridge, MA: Program on Negotiation Books, 1991. read a review.

Brett, Jeanne M., et al. "Culture and Joint Gains in Negotiation." Negotiation Journal 14 (1998): 61-84.

Brett, Jeanne M. Negotiating Globally: How to Negotiate Deals, Resolve Disputes, and Make Decisions Across Cultural Boundaries. San Francisco: Jossey-Bass, 2001.

Cohen, Herb. You Can Negotiate Anything. New York: Bantam Books, 1989.

Corry, David J. The Art of Mutual Gains Bargaining. Aurora, ON: Canada Law Book, 2000.

Craver, Charles B. Effective Legal Negotiation and Settlement. Third edition. Charlotteville, VA: Michie, 1997. read a review.

Cutcher-Gershenfeld, Joel, Robert B. McKersie, and Richard E. Walton. Pathways to Change: Case Studies of Strategic Negotiations. Kalamazoo, MI: W.E. Upjohn Institute for Employment Research, 1995.

Davis, Albie M. "An Interview with Mary Parker Follett." Negotiation Journal (July 1989): 223-235.

Druckman, Daniel. "Negotiation." In Conflict, edited by Sandra Cheldelin, Daniel Druckman, and Larissa Fast. 2nd edition. New York, London: Continuum, 2008.

Druckman, Daniel, ed. Negotiation: Social-Psychological Perspectives. Beverly Hills, CA: Sage Publications, 1977.

Edelman, J., and M.B. Crain. The Tao of Negotiation. New York: Harper, 1993. read a review.

Farrow, Trevor C. W. "Negotiation, Mediation, Globalization Protests and Police: Right Processes; Wrong System, Issues, Parties and Time." Queen's Law Journal 28 (2003): 665-703. read an annotation

Fisher, Roger, and Scott Brown. Getting Together: Building Relationships As We Negotiate. New York: Penguin Books, 1989.

Fisher, Roger, and Danny Ertel. Getting Ready to Negotiate. New York: Penguin Books, 1995.

Fisher, Roger, Elizabeth Kopelman, and Andrea KupferSchneider. Beyond Machiavelli: Tools for Coping with Conflict. Cambridge, MA: Harvard University Press, 1994. read a review

Fisher, Roger, and William Ury, with Bruce Patton, ed. Getting to Yes: Negotiating Agreement Without Giving In. Second edition. New York: Penguin Books, 1991. read an annotation

Freund, James C. Smart Negotiating: How to Make Good Deals in the Real World. New York: Simon & Schuster, 1993.

Gifford, D. Legal Negotiations: Theory and Application. St. Paul, Minnesota: West Publishing Co., 1989. read a review

Goh, Bee Chen. Negotiating with the Chinese. Brookfield, VT: Dartmouth Publishing Co., Ashgate Publishing Co., 1996. read a review.

Gulliver, P.H. Disputes & Negotiations: A Cross-Cultural Perspective. New York: Academic Press, 1979.

Hall, Lavinia, ed. Negotiation: Strategies for Mutual Gain. Newbury Park, CA: Sage Publications, 1993. read a review.

Hammond, John S., Ralph L. Keeney, and Howard Raiffa. Smart Choices: A Practical Guide to Better Decisions. Boston, MA: Harvard Business School, 1999. read a review.

Hawkins, Leo, Michael Hudson, and Robert Cornall. The Legal Negotiator: A Handbook for Managing Legal Negotiations More Effectively. Melbourne: Longman Professional, 1991.

Hoffman, Ben. Conflict, Power, Persuasion: Negotiating Effectively.2nd ed. North York, ON: Captus Press, 1993. read a review.

Hoffman, Ben. Win-Win Competitiveness Made in Canada: How to be Competitive Using the Consensus Approach North York, ON: Captus Press, 1993.

Hopmann, P. Terrence. The Negotiation Process and the Resolution of International Conflicts. Columbia, SC: University of South Carolina Press, 1996. read a review.

Isaacs, William. Dialogue and the Art of Thinking Together. New York: Doubleday, Random House, 1999. .

Jandt, Fred E. Win-Win Negotiating: Turning Conflict into Agreement. John Wiley & Sons, Inc., 1987.

Kellett, Peter, and Diana Dalton. Managing Conflict in a Negotiated World: A Narrative Approach to Achieving Dialogue and Change. Newbury Park, CA: Sage, 2001.

Kolb, Deborah M. "The Love for Three Oranges Or: What Did We Miss About Ms. Follett in the Library?" Negotiation Journal (October 1995): 339-48.

Kolb, Deborah M., ed. Negotiation Eclectics: Essays in Memory of Jeffrey Z. Rubin. Cambridge, MA: Program on Negotiation, 1999.

Kolb, Deborah M., and Judith Williams. Everyday Negotiation: Navigating the Hidden Agendas in Bargaining. San Francisco: Jossey-Bass, 2003.

Kolb, Deborah M., and Judith Williams. The Shadow Negotiation: How Women Can Master the Hidden Agendas that Determine Bargaining Success. New York: Simon and Schuster, 2000.

Kolb, D.M.& L. L. Putnam. "Through the Looking Glass: Negotiation Theory Refracted Through the Lens of Gender." In Workplace Dispute Resolution: Directions for the Twenty-First Century, edited by Sandra E.Gleason. East Lansing, Michigan: Michigan State University, 1997.

Kritek, Phyllis Beck. Negotiating at an Uneven Table: Developing Moral Courage in Resolving Our Conflicts. San Francisco, CA: Jossey-Bass Publishers, 1994. read a review

Lax, D.A., and J.K. Sebenius. The Manager as Negotiator: Bargaining for Cooperation and Competitive Gain. New York: Free Press, 1986.

Lewicki, Roy J., David M. Saunders, and John W. Minton. Negotiation: Readings, Exercises, and Cases. Third edition. Columbus, OH: Richard D. Irwin and McGraw Hill, 1999. read a review

Lewicki, Roy J. et al. Essentials of Negotiation. Homewood, IL: Richard D. Irwin, 1996.

Lewicki, R. J., J.A. Litterer, J., J.W. Minton, and D.M. Saunders. Negotiation. Second edition. Chicago and Toronto: Richard D. Irwin, 1994.

McRae, Brad. The Seven Strategies of Master Negotiators: Featuring Real-Life Insights From Canadas Top Negotiators. Whitby, ON: McGraw Hill, 2002.

Menkel-Meadow, Carrie. "Lawyer Negotiations: Theories and Realities - What Do We Learn From Mediation?" Minnesota Law Review 56 (1993).

Menkel-Meadow, Carrie. "Teaching About Gender and Negotiation: Sex, Truths and Videotape." Negotiation Journal 16(4)(2000): 357-75.

Menkel-Meadow, Carrie. "Toward Another View of Legal Negotiation: The Structure of Problem-Solving." UCLA Law Review 31 (1984): 754-842.

Mnookin, Robert H., Scott R. Peppet, and Andrew S. Tulumello. Beyond Winning: Negotiating to Create Value in Deals and Disputes. Cambridge, MA: Belknap Press, 2000.

Mnookin, R. H., L.E. Susskind, and P.C. Foster, eds. Negotiating on Behalf of Others: Advice to Lawyers, Business Executives, Diplomats, Politicians, and Everybody Else. Thousand Oaks, CA: Sage, 1999.

Nierenberg, Gerard. The Art of Negotiating. Commack, NY : Barnes & Noble Books, l995.

Nierenberg, Gerard. Fundamentals of Negotiating. New York: Hawthorne, l973.

Pruitt, D. G., and P.C. Carnevale. Negotiation in Social Conflict. Pacific Grove, CA: Brooks/Cole, 1993.

Putnam, L.L., and M.E. Roloff. Communication and Negotiation. Newbury Park, CA: Sage Publications, 1992. read a review.

Raiffa, Howard. Lectures on Negotiation Analysis. Program on Negotiation at Harvard Law School, 1996.

Raiffa, Howard. The Art and Science of Negotiation. Cambridge, Mass.: Belknap Press, 1982.

Reardon, Kathleen Kelley. The Skilled Negotiator. San Francisco: Jossey-Bass, 2004. read a review.

Sawyer, Jack and Guetzkow, Harold. "Bargaining and Negotiation in International Relations." In International Behavior, ed. Herbert C. Kelman. New York: Holt, Rinehart and Winston, 1965.

Schneider, Andrea Kupfer. "Shattering Negotiation Myths: Empirical Evidence on the Effectiveness of Negotiation Style." Harvard Negotiation Law Review 7 (Spring 2002): 143-233.

Schneider, Andrea Kupfer, and Christopher Honeyman, eds. The Negotiator's Fieldbook: The Desk Reference for the Experienced Negotiator. Washington, DC: ABA Section of Dispute Resolution, 2006.

Spoelstra, M, and W. Pienaar. Negotiation: Theories, Strategies and Skills. Cape Town, South Africa: Juta & Co. Ltd., 1996.

Stone, Douglas, Bruce Patton and Sheila Heen. Difficult Conversations: How to Discuss What Matters Most. NY: Viking, 1999.

Sunstein, Cass R. "Incompletely Theorized Agreements." Harvard Law Review 108 (1995): 1733-72.

Thompson, Leigh. The Mind and Heart of the Negotiator. Upper Saddle River, NJ: Prentice Hall, 1998. read a review

Turek, Laura. Instructor's Manual to accompany Lewicki, Roy J., David M. Saunders, and John W. Minton. Negotiation: Readings, Exercises, and Cases. Third edition. Columbus, OH: Richard D. Irwin and McGraw Hill, 1999. read a review

Ury, William. Getting Past No: Negotiating With Difficult People. New York: Bantam Books, 1991. read a review

Walton, Richard E. and McKersie, Robert B. A Behavioral Theory of Labor Negotiation: An Analysis of a Social Interaction System. Second edition. Ithaca, N.Y.: ILR Press, 1991. Reprint, with new introduction. Originally published, New York: McGraw-Hill, 1965. read a review.

Walton, Richard E., Joel Cutcher-Gershenfeld, and Robert B. McKersie. Strategic Negotiations: A Theory of Change in Labor-Management Relations. Boston, MA: Harvard Business School Press, 1994.

Watkins, Michael. Breakthrough Business Negotiation. San Francisco: Jossey-Bass, 2002.

Watson, Carol. "An Examination of the Impact of Gender and Power on Managers' Negotiation Behavior and Outcomes: Implications for ADR Practitioners." In Beyond Borders: 19th Annual International Conference, San Diego, CA, October 17-20, 1991. Washington, D.C.: Society of Professionals in Dispute Resolution (SPIDR), 1992.

Watson, Carol. "Gender versus Power as a Predictor of Negotiation Behaviour and Outcomes." Negotiation Journal (1994): 117-27.

Wetlaufer, Gerald B. "The Limits of Integrative Bargaining." Georgetown Law Journal 85 (1996): 369-93.

Wheeler, Michael, ed. Teaching Negotiation: Ideas and innovations. Cambridge, MA: Program on Negotiation at Harvard Law School, 2000.

Wheeler, Michael, and Carrie Menkel-Meadow, eds. What's Fair: Ethics for Negotiators. San Francisco: Jossey-Bass, 2004.

White, J.J. "The Pros and Cons of Getting to Yes." Journal of Legal Education 34 (1984):115-24. And Roger Fisher's response.

Williams, Gerald R. Legal Negotiation and Settlement. St. Paul, MN: West, 1983.

Zartman, I. William, ed. Escalation and Negotiation. Laxenburg: International Institute of Applied Systems Analysis, 2000.

Zartman, I. William, ed. The Negotiation Process. Newbury Park: Sage, 1978.

Zartman, I. William, and Berman, Maureen. The Practical Negotiator. New Haven: Yale University Press, l982.

Zartman, I. William, and Guy Olivier Faure, eds. Escalation and Negotiation in International Conflicts. Cambridge: Cambridge University Press, 2006.

Zartman, I. William, and Jeffrey Z. Rubin, eds. Power and Negotiation. Ann Arbor: University of Michigan Press, 2000.

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Conflict Transformation and Peacebuilding: A Selected Bibliography (formerly Conflict Resolution and Peacebuilding: A Selected Bibliography). Copyright 1997-2008 Catherine Morris. All rights reserved.


Adversarial Justice Limits . Alternative Dispute Resolution (ADR) . Apology & Forgiveness . Arbitration . Arts & Peacework . Books for Children & Youth . Caseflow Management . Collaborative Law Practice . Community Conflict . Conflict Analysis . Conflictos y Paz . Conflict Resolution & Conflict Management . Conflict Transformation . Critical Perspectives on ADR . Culture, Ethnicity & Conflict . Dispute Resolution Systems Design . Emotions & Conflict . Evaluation . Game Theory . Gender & Conflict . Human Rights . Humanitarian Action, Development . Indigenous Peoples . International Conflict . Judicial Dispute Resolution . Media, Conflict and Society . Mediation, Family . Mediation, Mandatory . Music of Peace . Negotiation . Negotiation, Crisis . Negotiation, Humanitarian . Nonviolent Direct Action . Ombudsman . Psycho-Social Perspectives . Post-Secondary Education . Public Dispute Resolution . Reconciliation/Transitional Justice . Religious Perspectives . Restorative Justice . Schools . Standards and Ethics . Technology, Computers . Terrorism . Theories of Conflict . Videorecordings . Workplace, Labour Conflict . Peacebuilding and Reconciliation in Rwanda . Reviews and Annotations . Acknowledgements . Search