Bargaining for Advantage:

Negotiation Strategies for Reasonable People

G. Richard Shell

Shell teaches negotiation at Wharton. The underlying framework draws heavily on the social psychology work of Cialdini (see below). As a result he talks a lot, for example, about reciprocity in negotiations. He also draws on some elementary game theory, but in an accessible (ie largely number free!) way. He uses as examples several well known cases, mainly from the business world. Well worth a read.

The Breakthrough Business Negotiation:

A Toolbox for Managers

Michael Watkins

This is a good read. Watkins teaches at Harvard. The book alternates between theory and case studies. The examples are drawn from “big” international disputes eg Korea and nuclear disarmament, but the theory is relevant to negotiation and mediation on all levels.

Difficult Conversations:

How to Discuss What Matters Most

Bruce Patton, Douglas Stone, Sheila Heen

This book focuses on “emotional” disputes. The key message is that arguments take place at three levels: technical (the facts eg “I didn’t say that!” “Yes, you did”); emotional (“I felt hurt”) and identity (“So you’re saying I’m a bad father?”). It is this last level where the most damage is done. A really good book from the Harvard stable that I come back to regularly.

Getting Past No:

Negotiating with Difficult People

William Ury

This came after “Getting to Yes” and is, in my opinion, a better book. It is very practical and deals with all the tricks, traps and responses to dodgy dealers. It ends with an illuminating analysis of its recommended techniques in a hostage situation.

Getting to Yes:

Negotiating Agreement Without Giving in

Roger Fisher, William L. Ury

Probably the best selling negotiation book (it is on Amazon!). It is largely “theory” free, but articulates some well known negotiation homilies, for example: Don’t bargain over positions – Separate people from the problem – Insist on objective criteria. A classic.

How to Talk So Kids Will Listen and Listen So Kids Will Talk

Adele Faber, Elaine Mazlish

What’s this doing here? This isn’t a book about negotiation or mediation, but about good parenting. Essentially that means it’s about communication listening and respect – key skills for the mediator!

How We Know What isn’t So:

Fallibility of Human Reason in Everyday Life

Thomas Gilovich

A bit techie in parts, but a good overview of the field of behavioural economics. This goes through all the mistakes we make on a systematic basis, especially those associated with misunderstanding statistical relationships.

Influence:

The Psychology of Persuasion

The Psychology of Persuasion

Outstanding book on social psychology. Cialdindi goes through them all: reciprocity, consistency, framing and so on. It’s packed with good examples and shows how we are all susceptible to these psychological weaknesses. A classic.

The Art and Science of Negotiation

H Raiffa

Raiffa is the big Daddy. He established “negotiation analysis” as a new field of inquiry. He brings together decision theory, game theory and hints of psychology to concoct a powerful perspective to understand negotiation and to offer better prescriptive advice for decision making in negotiations. This is a key book and is not to be missed. If you want more techie material then also read his “Negotiation Analysis”.

Smart Choices:

A Practical Guide to Making Better Life Decisions

Howard Raiffa

Another book with that name Raiffa attached. This one is focused more on techniques for making decisions – which is what we are asking parties to a mediation to do after all!

Why Smart People Make Big Money Mistakes… and How to Correct Them:

Lessons from the Life-Changing Science of Behavioral Economics

Gary Belsky, Thomas Gilovich

This is a gentle introduction to the science of behavioural economics. It takes you through the failures of rationality that lead us all to make mistakes when deciding upon a course of action. A very approachable introduction.

Winning Decisions:

Getting It Right the First Time

J. Edward Russo, Paul J. H. Schoemaker

This is a book aimed at a management audience. It is a mainly qualitative introduction to various aspects of decision science. It covers most of the important thinking in behavioural economics in an approachable “management friendly” fashion.