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Negotiation Class Reading List

David Linwood Colby "Professor"
 
The Prince (Bantam Classics)
The Prince (Bantam Classics)
"Love it or hate it, you should at least know it."
On War (Penguin Classics)
On War (Penguin Classics)
"Strategy lessons from a Prussian General"
Getting to Yes: Negotiating Agreement Without Giving In
Getting to Yes: Negotiating Agreement Without Giving In
"Yes! The much taught, much lauded, highly respected classic"
Start with NO...The Negotiating Tools that the Pros Don't Want You to Know
Start with NO...The Negotiating Tools that the Pros Don't Want You to Know
"No! A thoughful rebuttal to the Yes folks."
Guerrilla Negotiating: Unconventional Weapons and Tactics to Get What You Want (Guerrilla Marketing Series)
Guerrilla Negotiating: Unconventional Weapons and Tactics to Get What You Want (Guerrilla Marketing Series)
"To be unconventional is to be unpredictable. That may work for you."
Thinking Strategically: The Competitive Edge in Business, Politics, and Everyday Life (Norton Paperback)
Thinking Strategically: The Competitive Edge in Business, Politics, and Everyday Life (Norton Paperback)
"You can never get enough strategy"
Difficult Conversations: How to Discuss What Matters Most
Difficult Conversations: How to Discuss What Matters Most
"Have the conversation already!"
What They Don't Teach You at Harvard Business School: Notes from a Street-smart Executive
What They Don't Teach You at Harvard Business School: Notes from a Street-smart Executive
"A classic. One of my personal favorites."
What They Still Don't Teach You At Harvard Business School
What They Still Don't Teach You At Harvard Business School
"They're still NOT teaching it!"
Swim with the Sharks Without Being Eaten Alive: Outsell, Outmanage, Outmotivate, and Outnegotiate Your Competition (Collins Business Essentials)
Swim with the Sharks Without Being Eaten Alive: Outsell, Outmanage, Outmotivate, and Outnegotiate Your Competition (Collins Business Essentials)
"Don't just be food for others."
The Art of War: (Miniature book)
The Art of War: (Miniature book)
"Another war book... But a great perspective."
Emotional Intelligence: Why It Can Matter More Than IQ
Emotional Intelligence: Why It Can Matter More Than IQ
"An important, widely read book."
Motivation and Personality, 3rd Edition
Motivation and Personality, 3rd Edition
"Insight on what motivates people."
The Tipping Point: How Little Things Can Make a Big Difference
The Tipping Point: How Little Things Can Make a Big Difference
"Not negotiating, but an interesting marketing book for your business."
Winning
Winning
"People listen to this guy. Why?  Well, he wins..."
Getting Past No: Negotiating in Difficult Situations
Getting Past No: Negotiating in Difficult Situations
"Another yes/no situation."
Beyond Reason: Using Emotions as You Negotiate
Beyond Reason: Using Emotions as You Negotiate
"Better to understand how emotions influence negotations than get all emotional about it."
Bargaining for Advantage : Negotiation Strategies for Reasonable People
Bargaining for Advantage : Negotiation Strategies for Reasonable People
"I like the "reasonable people" aspect."
Kiss, Bow, or Shake Hands: How to Do Business in Sixty Countries
Kiss, Bow, or Shake Hands: How to Do Business in Sixty Countries
"It is important to know cultural differences before negotiating."
Negotiation (Harvard Business Essentials Series)
Negotiation (Harvard Business Essentials Series)
"Harvard. This is what they teach you. Hahahahaha."
Secrets of Power Negotiating: Inside Secrets from a Master Negotiator
Secrets of Power Negotiating: Inside Secrets from a Master Negotiator
"You might enjoy this one, even if much of it is no longer a secret to you."
Mind and Heart of the Negotiator, The (3rd Edition)
Mind and Heart of the Negotiator, The (3rd Edition)
"Awww... the heart."
The Strategy of Conflict
The Strategy of Conflict
"Conflict is....good."
Sun Tzu Was a Sissy : Conquer Your Enemies, Promote Your Friends, and Wage the Real Art of War
Sun Tzu Was a Sissy : Conquer Your Enemies, Promote Your Friends, and Wage the Real Art of War
"Not recommended in practice, but fun to read."
The 48 Laws of Power
The 48 Laws of Power
"Negotiating techniques are discussed throughout this book.  Useful in many situations."