Libri da Leggere
Managing Negotiations, Gavin Kennedy, John Benson
and John McMillan, first published 1980. BETTER BUSINESS GUIDES
ISBN 0-09-168891-4
The original Scotwork text. Now out of print but should be begged,
borrowed or otherwise obtained.
Bargaining Across Borders , Dean Allen Foster,
MCGRAW HILL 1995
ISBN 0-07-021656-8
Provides all the groundrules for culturally sensitive negotiation
and communication. Written from an American perspective. An
essential.
Everything is Negotiable, Gavin Kennedy, ARROW
BOOKS 1991
ISBN0 0909980703
One the classics which provides the groundrules for most
negotiating opportunities whether they are large or small.
Particularly strong on personal negotiating.
Getting to Yes, Fisher, Ury and Patton, CENTURY
BUSINESS
ISBN0 7126 5528 X
Should be read in conjunction with Getting Past No.
The issues versus interests concept and strong on problem solving
approaches.
Mark McCormack on Negotiating, Mark McCormack,
RANDOM HOUSE 1995
ISBN 0 7126 7587 6
Short on theory and long on anecdote but still a fascinating
insight into the methods of a consummate deal maker.
Negotiating Partnerships, Keld Jensen and Iwar
Unt, PEARSON EDUCATION 2002
ISBN 0 273 65659 7
If you are negotiating strategic alliances and want to add value
before you divide it then this is the book for you. A recent
translation from Danish and while it suffers from poor organisation
of the central ideas the message is powerful.
Bargaining for Advantage, Richard Shell, PENGUIN
BOOKS 2001
A fascinating look at the situational aspects of negotiating. Easy
to understand and very readable with a strong theoretical
framework.