Bibliography for NegotiatorsBibliography for Contract ManagersBibliography for Leaders
  • Beale, Lucy and Rick Fields, The Win/Win Way, (San Diego, CA: Harcourt Brace Jovanovich, 1987).
  • Benoliel, Michael with Linda Cashden, Done Deal, (Avon, MA: Platinum Press, 2005).
  • Blanchard, Ken, The Heart of a Leader: Insights on the Art of Influence, (Tulsa, OK: Honor Books, 1999).
  • Blanchard, Ken and Margret McBride, The One Minute Apology (New York: Harper Collins, 2003).
  • Bridges, Linda and William F. Rickenbacker, The Art of Persuasion: A National Review Rhetoric For Writers (New York, NY: National Review, Inc. 1991).
  • Camp, Jim, Start with No: The Negotiating Tools That The Pros Don’t Want You To Know (New York: Crown Business, 2002).
  • Carnegie, Dale, How to Win Friends & Influence People, revised edition (New York: Simon and Schuster, 1964). This book is available in over 36 languages and numerous editions. Any of them are worth reading. It has sold over 15 million copies.
  • Coffin, Christina, managing ed., Business, The Ultimate Resource (Cambridge, MA: Perseus Publishing, 2002).
  • Cohen, Herb, You Can Negotiate Anything (New York: Bantam Books, 1980).
  • Cohen, Herb, Negotiate This! by Caring, But Not T-H-A-T Much (New York: Warner Books, 2003).
  • Covey, Stephen R., Principle-Centered Leadership (New York: Simon & Schuster Inc., (Fireside Edition) 1992).
  • Covey, Stephen R., The Seven Habits of Highly Effective People (New York: Simon & Schuster Inc., 1989).
  • Craver, Charles, The Intelligent Negotiator: What to Say, What to Do, and How to Get What You Want – Every Time (Roseville, CA: Prima Venture, 2002).
  • Dawson, Roger, The Secrets of Power Negotiating (Niles, IL: Nightengale Conant, 1987) (Six tape audio cassette).
  • Fisher, Roger, William Ury, and Bruce Patton, Getting to Yes: Negotiating Agreement Without Giving In, 2 ed. (New York, NY: Penguin Books, 1991).
  • Fisher, Roger, and Danny Ertel, Getting Ready to Negotiate: The “Getting to Yes™” Workbook (New York, NY: Penguin Books, 1995).
  • Fisher, Roger, and Daniel Shapiro, Beyond Reason: Using Emotions as You Negotiate (New York, NY: Penguin Group, 2005).
  • Fowler, Alan, Negotiating, Persuading, and Influencing (New York: Beekman, 2000).
  • Franklin, Benjamin, The Autobiography of Benjamin Franklin (New York: The Modern Library, 1950).
  • Garrett, Gregory A., World Class Contracting, How Winning Companies Build Successful Partnerships in the e-Business Age (Riverwoods, IL: CCH, Inc., 2001).
  • Garrett, Gregory A., Contract Negotiations: Skills, Tools, and Best Practices (Chicago, IL: CCH, Inc., 2005).
  • Harding, Michael and Mary Lu Harding, Purchasing (Hauppauge, NY:  Baron’s Educational Series, Inc., 1991).
  • Harvard Business Essentials, Negotiation (Boston, MA: Harvard Business School Press, 2003).
  • Harvard Business School, Winning Negotiations that Preserve Relationships (Boston, MA: Harvard Business School Press, 2004).
  • Hiam, Alexander, The Vest-Pocket CEO: Decision-Making Tools for Executives (Englewood Cliffs, New Jersey: Prentice Hall, 1990).
  • Jones, Morgan D., The Thinkers Toolkit: Fourteen Skills for Making Smarter Decisions in Business and in Life (New York: Random House, 1995).
  • Karrass, Chester L., The Negotiating Game (New York: The World Publishing Company, 1970).
  • Kennedy, Gavin, The New Negotiating Edge: The Behavioral Approach for Results and Relationships (Naperville, Illinois: Nicholas Brealey, 1998).
  • Kolb, Deborah M., Ph.D. and Judith Williams, Ph.D. Everyday Negotiation; Navigating the Hidden Agendas in Bargaining (San Francisco, CA: Josey-Bass, 2003).
  • Leeds, Dorothy, The 7 Powers of Questions (New York, NY: The Berkley Publishing Group, 2000)
  • Lewicki, Roy J., David M. Saunders, and John W. Minton, Essentials of Negotiation 2nd ed. (New York: McGraw-Hill, 2000).
  • Lewicki, Roy J. and Alexander Hiam, Fast Forward MBA in Negotiating and Deal Making (New York: John Wiley, 1998).
  • Levine, Stewart, Getting to Resolution: Turning Conflict into Collaboration (San Francisco, California: Berrett-Koeler, 2000).
  • Levinson, Jay Conrad, Mark S.A. Smith, Orvel Ray Wilson, Guerrilla Negotiating (New York: John Wiley & Sons, 1999)
  • Mnookin, Robert H., Scott R. Peppet, and Andrew S. Tulumello, Beyond Winning (Cambridge, Massachusetts: Harvard University Press, 2000).
  • Murdock, Dr. Mike, Secrets of the Richest Man Who Ever Lived (Tulsa, OK:  Honor Books, 1998).
  • Nierenberg, Gerald I., The Art of Negotiating (New York, NY: Simon & Schuster, Inc., Fireside Edition, 1986).
  • Pachter, Barbara, with Susan Magee, The Power of Positive Confrontation (New York: Marlowe & Co., 2000).

    Raiffa, Howard, The Art and Science of Negotiation
      (Cambridge, MA: Harvard University Press, 1982).
    This is used as the preeminent text in most colleges that teach negotiation and is a more serious read.
  • Reilly, Leo, How to Outnegotiate Anyone (Even a Car Dealer!) (Holbrook, MA: Adams Media Corporation, 1994)
  • Shapiro, Ronald M., Mark A. Jankowski, and James Dale, The Power of Nice: How to Negotiate So Everyone Wins- Especially You! (New York: John Wiley, 2001).
  • Shell , G. Richard, Bargaining for Advantage: Negotiation Strategies for Reasonable People (New York: Penguin, 2000).
  • Skopec, Eric William and Laree S. Kiely, Everything’s Negotiable … When You Know How to Play the Game (New York: American Management Association, 1994).
  • Steele, Paul T. and Tom Beasor, Business Negotiation: A Practical Workbook (Brookfield, Vermont: Gower, 1999).
  • Steinberg, Leigh and Michael D’Orso, Winning with Integrity: Getting What you’re Worth Without Selling Your Soul (New York: Random House, 1999).
  • Stone, Douglas, Bruce Patton, and Sheila Heen, Difficult Conversations (New York: Penguin, 2000).
  • Tannen, Deborah, Ph.D., That’s Not What I Meant! How Conversational Style Makes or Breaks Relationships (New York, NY: Ballantine Books, 1986).
  • Thompson, George J., and Jerry B. Jenkins, Verbal Judo: The Art of Gentle Persuasion (New York: William Morrow, 1993).
  • Ury, William, Getting Past No, Negotiating with Difficult People (New York: Bantam Books, 1991).
  • Volkema, Roger J., The Negotiation Toolkit: How to Get Exactly What Your Want in Any Business or Personal Situation (New York: AMACOM, 1999).
  • Waitley, Dennis, Empires of the Mind, (New York: William Morrow and Company, Inc., 1995).
  • Walters, J. Donald, The Art of Leadership: A Practical Guide for People in Positions of Responsibility (New York: MJF Books, 1987).
  • Beale, Lucy and Rick Fields, The Win/Win Way, (San Diego, CA: Harcourt Brace Jovanovich, 1987).
  • Benoliel, Michael with Linda Cashden, Done Deal, (Avon, MA: Platinum Press, 2005).
  • Blanchard, Ken, The Heart of a Leader: Insights on the Art of Influence, (Tulsa, OK: Honor Books, 1999).
  • Blanchard, Ken and Margret McBride, The One Minute Apology (New York: Harper Collins, 2003).
  • Bridges, Linda and William F. Rickenbacker, The Art of Persuasion: A National Review Rhetoric For Writers (New York, NY: National Review, Inc. 1991).
  • Byham, William C. , Audrey B Smith, and Matthew J. Paese, Grow Your Own Leaders: How to Identify, Develop, and Retain Leadership Talent, (New York: Pearson Education, 2002).
  • Camp, Jim, Start with No: The Negotiating Tools That The Pros Don’t Want You To Know (New York: Crown Business, 2002).
  • Carnegie, Dale, How to Win Friends & Influence People, revised edition (New York: Simon and Schuster, 1964). This book is available in over 36 languages and numerous editions. Any of them are worth reading. It has sold over 15 million copies.
  • Cathcart, Thomas, and Daniel Klein, Aristotle and an Aardvark Go To Washington (New York: Harry N. Abrams, Inc., 2007)
  • Coffin, Christina, managing ed., Business, The Ultimate Resource (Cambridge, MA: Perseus Publishing, 2002).
  • Cohen, Herb, You Can Negotiate Anything (New York: Bantam Books, 1980).
  • Cohen, Herb, Negotiate This! by Caring, But Not T-H-A-T Much (New York: Warner Books, 2003).
  • Cottrell, David, Monday Morning Leadership: 8 Mentoring Sessions you Can’t Afford to Miss (Dallas, TX: Cornerstone Leadership Institute, 2002).
  • Cottrell, David, Monday Morning Choices: 12 Powerful Ways to go from Everyday to Extraordinary (New York: Collins, 2007)
  • Covey, Stephen R., Principle-Centered Leadership (New York: Simon & Schuster Inc., (Fireside Edition) 1992).
  • Covey, Stephen R., The Seven Habits of Highly Effective People (New York: Simon & Schuster Inc., 1989).
  • Fisher, Roger, William Ury, and Bruce Patton, Getting to Yes: Negotiating Agreement Without Giving In, 2 ed. (New York, NY: Penguin Books, 1991).
  • Fisher, Roger, and Danny Ertel, Getting Ready to Negotiate: The “Getting to Yes™” Workbook (New York, NY: Penguin Books, 1995).
  • Fisher, Roger, and Daniel Shapiro, Beyond Reason: Using Emotions as You Negotiate (New York, NY: Penguin Group, 2005).
  • Franklin, Benjamin, The Autobiography of Benjamin Franklin (New York: The Modern Library, 1950).
  • Garrett, Gregory A., World Class Contracting, How Winning Companies Build Successful Partnerships in the e-Business Age (Riverwoods, IL: CCH, Inc., 2001).
  • Garrett, Gregory A., Contract Negotiations: Skills, Tools, and Best Practices (Chicago, IL: CCH, Inc., 2005).
  • Goffe, Rob, and Gareth Jones, Why Should Anyone Be Led By You? What it takes to Be an Authentic Leader (Boston, Massachusetts: Harvard Business School Publishing, 2006)
  • Hansen, Mark Victor, and Joe Batten, The Master Motivator: Secrets of Inspiring Leadership (New York, NY: Barnes & Noble Books, 1995, 2005).
  • Harding, Michael and Mary Lu Harding, Purchasing (Hauppauge, NY:  Baron’s Educational Series, Inc., 1991).
  • Harvard Business Essentials, Coaching and Mentoring (Boston, MA: Harvard Business School Press, 2004).
  • Harvard Business Essentials, Negotiation (Boston, MA: Harvard Business School Press, 2003).
  • Harvard Business School, Winning Negotiations that Preserve Relationships (Boston, MA: Harvard Business School Press, 2004).
  • Hasnas, John, Trapped: When Acting Ethically is Against the Law (Washington, DC: CATO Institute, 2006)
  • Hiam, Alexander, The Vest-Pocket CEO: Decision-Making Tools for Executives (Englewood Cliffs, New Jersey: Prentice Hall, 1990).
  • Jackman, Ian (ed.), The Leader’s Mentor: Advice from the World’s Most Effective Leaders (New York: Random House Reference, 2005)
  • Jones, Morgan D., The Thinkers Toolkit: Fourteen Skills for Making Smarter Decisions in Business and in Life (New York: Random House, 1995).
  • Karrass, Chester L., The Negotiating Game (New York: The World Publishing Company, 1970).
  • Kotter, John P., What Leaders Really Do (Boston, MA; Harvard Business Review Books, 1999).
  • Leeds, Dorothy, The 7 Powers of Questions (New York, NY: The Berkley Publishing Group, 2000).
  • Levitt, Steven D. and Stephen J. Dubner, Freakonomics; A Rogue Economist explores the Hidden Side of Everything (New York, NY: Harper Collins, 2006).
  • Lewicki, Roy J., David M. Saunders, and John W. Minton, Essentials of Negotiation 2nd ed. (New York: McGraw-Hill, 2000).
  • Lewicki, Roy J. and Alexander Hiam, Fast Forward MBA in Negotiating and Deal Making (New York: John Wiley, 1998).
  • MacArthur, John, The Quest for Character (Stillwater, Minnesota: Countryman [Thomas Nelson] 2006).
  • Maxwell, John C., Leadership Gold  (Nashville, TN: Thomas Nelson Publishers, 2008). I have a personal predilection that if John Maxwell wrote it, I want to read it. All leaders should do the same. Additional resources can be found at www.injoy.com, the resource center he founded.
  • Nierenberg, Gerald I., The Art of Negotiating (New York, NY: Simon & Schuster, Inc., Fireside Edition, 1986).
  • Qubein, Nido, How to be a Great Communicator (High Point, NC: Creative Services Inc., 2003).
  • Peckinpaugh, Carl J., Government Contracts for Services; The Handbook for Acquisition Professionals (Chicago, IL: American Bar Associations, 1997).
  • Shula, Don, and Ken Blanchard, Everyone’s a Coach (New York, NY: Harper Business, 1995).
  • Steinberg, Leigh and Michael D’Orso, Winning with Integrity: Getting What you’re Worth Without Selling Your Soul (New York: Random House, 1999).
  • Stone, Douglas, Bruce Patton, and Sheila Heen, Difficult Conversations (New York: Penguin, 2000).
  • Tannen, Deborah, Ph.D., That’s Not What I Meant! How Conversational Style Makes or Breaks Relationships (New York, NY: Ballantine Books, 1986).
  • Thompson, George J., and Jerry B. Jenkins, Verbal Judo: The Art of Gentle Persuasion (New York: William Morrow, 1993).
  • Tichy, Noel M. and Mary Anne Devanna, The Transformational Leader, (New York: John Wiley & Sons, 1986).
  • Treacy, Michael, and Fred Wiersema, The Discipline of Market Leaders (New York: Addison-Wesley Publishing Company, Inc., 1995).
  • Ury, William, Getting Past No, Negotiating with Difficult People (New York: Bantam Books, 1991).
  • Ury, William, The Power of a Positive No; How to say No and still get to Yes (New York: Bantam Books, 2007).
  • Waitley, Dennis, Empires of the Mind, (New York: William Morrow and Company, Inc., 1995).
  • Beale, Lucy and Rick Fields, The Win/Win Way, (San Diego, CA: Harcourt Brace Jovanovich, 1987).
  • Benoliel, Michael with Linda Cashden, Done Deal, (Avon, MA: Platinum Press, 2005).
  • Blanchard, Ken, The Heart of a Leader: Insights on the Art of Influence, (Tulsa, OK: Honor Books, 1999).
  • Blanchard, Ken and Margret McBride, The One Minute Apology (New York: Harper Collins, 2003).
  • Bridges, Linda and William F. Rickenbacker, The Art of Persuasion: A National Review Rhetoric For Writers (New York, NY: National Review, Inc. 1991).
  • Byham, William C. , Audrey B Smith, and Matthew J. Paese, Grow Your Own Leaders: How to Identify, Develop, and Retain Leadership Talent, (New York: Pearson Education, 2002).
  • Camp, Jim, Start with No: The Negotiating Tools That The Pros Don’t Want You To Know (New York: Crown Business, 2002).
  • Carnegie, Dale, How to Win Friends & Influence People, revised edition (New York: Simon and Schuster, 1964). This book is available in over 36 languages and numerous editions. Any of them are worth reading. It has sold over 15 million copies.
  • Coffin, Christina, managing ed., Business, The Ultimate Resource (Cambridge, MA: Perseus Publishing, 2002).
  • Cohen, Herb, You Can Negotiate Anything (New York: Bantam Books, 1980).
  • Cohen, Herb, Negotiate This! by Caring, But Not T-H-A-T Much (New York: Warner Books, 2003).
  • Cottrell, David, Monday Morning Leadership: 8 Mentoring Sessions you Can’t Afford to Miss (Dallas, TX: Cornerstone Leadership Institute, 2002).
  • Covey, Stephen R., Principle-Centered Leadership (New York: Simon & Schuster Inc., (Fireside Edition) 1992).
  • Covey, Stephen R., The Seven Habits of Highly Effective People (New York: Simon & Schuster Inc., 1989).
  • Craver, Charles, The Intelligent Negotiator: What to Say, What to Do, and How to Get What You Want – Every Time (Roseville, CA: Prima Venture, 2002).
  • Dawson, Roger, The Secrets of Power Negotiating (Niles, IL: Nightengale Conant, 1987) (Six tape audio cassette).
  • Ensher, Ellen and Susan Murphy, Power Mentoring: How Successful Mentors and Protégés Get the Most out of Their Relationships (San Francisco, CA: Josey-Bass, 2005).
  • Fisher, Roger, William Ury, and Bruce Patton, Getting to Yes: Negotiating Agreement Without Giving In, 2 ed. (New York, NY: Penguin Books, 1991).
  • Fisher, Roger, and Danny Ertel, Getting Ready to Negotiate: The “Getting to Yes™” Workbook (New York, NY: Penguin Books, 1995).
  • Fisher, Roger, and Daniel Shapiro, Beyond Reason: Using Emotions as You Negotiate (New York, NY: Penguin Group, 2005).
  • Fowler, Alan, Negotiating, Persuading, and Influencing (New York: Beekman, 2000).
  • Franklin, Benjamin, The Autobiography of Benjamin Franklin (New York: The Modern Library, 1950).
  • Garrett, Gregory A., World Class Contracting, How Winning Companies Build Successful Partnerships in the e-Business Age (Riverwoods, IL: CCH, Inc., 2001).
  • Garrett, Gregory A., Contract Negotiations: Skills, Tools, and Best Practices (Chicago, IL: CCH, Inc., 2005).
  • Gibbs, Joe, with Ken Abraham, Racing to Win: Establishing your Game Plan for Success (Sisters, OR: Multnomah Publishers, 2002).
  • Giuliani, Rudolph W., Leadership (New York: Hyperion, (2002)
  • Goffe, Rob, and Gareth Jones, Why Should Anyone Be Led By You? What it takes to Be an Authentic Leader (Boston, Massachusetts: Harvard Business School Publishing, 2006)
  • Hansen, Mark Victor, and Joe Batten, The Master Motivator: Secrets of Inspiring Leadership (New York, NY: Barnes & Noble Books, 1995, 2005).
  • Harding, Michael and Mary Lu Harding, Purchasing (Hauppauge, NY:  Baron’s Educational Series, Inc., 1991).
  • Harvard Business Essentials, Coaching and Mentoring (Boston, MA: Harvard Business School Press, 2004).
  • Harvard Business Essentials, Negotiation (Boston, MA: Harvard Business School Press, 2003).
  • Harvard Business School, Winning Negotiations that Preserve Relationships (Boston, MA: Harvard Business School Press, 2004).
  • Hasnas, John, Trapped: When Acting Ethically is Against the Law (Washington, DC: CATO Institute, 2006)
  • Hiam, Alexander, The Vest-Pocket CEO: Decision-Making Tools for Executives (Englewood Cliffs, New Jersey: Prentice Hall, 1990).
  • Jackman, Ian (ed.), The Leader’s Mentor: Advice from the World’s Most Effective Leaders (New York: Random House Reference, 2005)
  • Jones, Morgan D., The Thinkers Toolkit: Fourteen Skills for Making Smarter Decisions in Business and in Life (New York: Random House, 1995).
  • Karrass, Chester L., The Negotiating Game (New York: The World Publishing Company, 1970).
  • Kennedy, Gavin, The New Negotiating Edge: The Behavioral Approach for Results and Relationships (Naperville, Illinois: Nicholas Brealey, 1998).
  • Kolb, Deborah M., Ph.D. and Judith Williams, Ph.D. Everyday Negotiation; Navigating the Hidden Agendas in Bargaining (San Francisco, CA: Josey-Bass, 2003).
  • Lawson, Ken, Successful Leadership Skills (Hauppauge, New York: Baron’s Educational Series, Inc., 2006)
  • Leeds, Dorothy, The 7 Powers of Questions (New York, NY: The Berkley Publishing Group, 2000)
  • Leonard, Thomas J., Becoming a Coach (Steamboat Springs, CO: Coach U Press 1999).
  • Lewicki, Roy J., David M. Saunders, and John W. Minton, Essentials of Negotiation 2nd ed. (New York: McGraw-Hill, 2000).
  • Lewicki, Roy J. and Alexander Hiam, Fast Forward MBA in Negotiating and Deal Making (New York: John Wiley, 1998).
  • Levine, Stewart, Getting to Resolution: Turning Conflict into Collaboration (San Francisco, California: Berrett-Koeler, 2000).
  • Levinson, Jay Conrad, Mark S.A. Smith, Orvel Ray Wilson, Guerrilla Negotiating (New York: John Wiley & Sons, 1999)
  • MacArthur, John, The Quest for Character (Stillwater, Minnesota: Countryman [Thomas Nelson] 2006).
  • Maxwell, John C., Developing the Leaders Around You (Nashville, TN: Thomas Nelson Publishers, 1995). I have a personal predilection that if John Maxwell wrote it, I want to read it. All leaders should do the same. Additional resources can be found at www.injoy.com, the resource center he founded.
  • Mnookin, Robert H., Scott R. Peppet, and Andrew S. Tulumello, Beyond Winning (Cambridge, Massachusetts: Harvard University Press, 2000).
  • Nierenberg, Gerald I., The Art of Negotiating (New York, NY: Simon & Schuster, Inc., Fireside Edition, 1986).
  • Pachter, Barbara, with Susan Magee, The Power of Positive Confrontation (New York: Marlowe & Co., 2000).
  • Qubein, Nido, How to be a Great Communicator (High Point, NC: Creative Services Inc., 2003).

    Raiffa, Howard, The Art and Science of Negotiation
      (Cambridge, MA: Harvard University Press, 1982).
    This is used as the preeminent text in most colleges that teach negotiation and is a more serious read.
  • Shanahan, Mike, with Adam Schefter Think Like a Champion: Building Success One Victory at a Time (New York, NY: Harper Business, 1999).
  • Shapiro, Ronald M., Mark A. Jankowski, and James Dale, The Power of Nice: How to Negotiate So Everyone Wins- Especially You! (New York: John Wiley, 2001).
  • Shell , G. Richard, Bargaining for Advantage: Negotiation Strategies for Reasonable People (New York: Penguin, 2000).
  • Shula, Don, and Ken Blanchard, Everyone’s a Coach (New York, NY: Harper Business, 1995).
  • Skopec, Eric William and Laree S. Kiely, Everything’s Negotiable … When You Know How to Play the Game (New York: American Management Association, 1994).
  • Steele, Paul T. and Tom Beasor, Business Negotiation: A Practical Workbook (Brookfield, Vermont: Gower, 1999).
  • Steinberg, Leigh and Michael D’Orso, Winning with Integrity: Getting What you’re Worth Without Selling Your Soul (New York: Random House, 1999).
  • Stone, Douglas, Bruce Patton, and Sheila Heen, Difficult Conversations (New York: Penguin, 2000).
  • Stone, Florence, The Mentoring Advantage (Chicago, IL: Dearborn Trade Publishing, 2004).
  • Tannen, Deborah, Ph.D., That’s Not What I Meant! How Conversational Style Makes or Breaks Relationships (New York, NY: Ballantine Books, 1986).
  • Thompson, George J., and Jerry B. Jenkins, Verbal Judo: The Art of Gentle Persuasion (New York: William Morrow, 1993).
  • Tichy, Noel M. and Mary Anne Devanna, The Transformational Leader, (New York: John Wiley & Sons, 1986).
  • Treacy, Michael, and Fred Wiersema, The Discipline of Market Leaders (New York: Addison-Wesley Publishing Company, Inc., 1995).
  • Ury, William, Getting Past No, Negotiating with Difficult People (New York: Bantam Books, 1991).
  • Waitley, Dennis, Empires of the Mind, (New York: William Morrow and Company, Inc., 1995).
  • Walters, J. Donald, The Art of Leadership: A Practical Guide for People in Positions of Responsibility (New York: MJF Books, 1987).