Resources

We will give you research updates and insights in our newsletter here: sign up here.

Follow us on twitter: @negotiationSR

Books

These books are required for NSR Certification and form the bulk of our teachings.

  1. Fisher, Roger, and William L. Ury. Getting to Yes: Negotiating Agreement Without Giving In. 2nd ed. Penguin (Non-Classics), 1991.
  2. Ekman, P. “Emotions Revealed: Recognizing Faces and Feelings to Improve Communication and Emotional Life (Times Books, 2003).”
  3. Cialdini, Rober B. Pre-Suasion, 2016.
  4. Cialdini, Robert B. Influence: The Psychology of Persuasion. Revised. Harper Paperbacks, 1984, 2006.
  5. Medeiros, Martin. Negotiating in the Technocracy, Negotiation Strategist Research, 2015.
  6. Medeiros, Martin. 161 Negotiation Tactics: Identification, Examples, and Solutions: The Most Effective Tactics for Success in Business, Salary, and Personal Negotiation, Negotiation Strategist Research, 2017.
  7. Mitnick, Kevin D., and William L. Simon. The Art of Deception: Controlling the Human Element of Security. Wiley, 2002.
  8. Morgenstern, Oskar, and John Von Neumann. Theory of Games and Economic Behavior. Princeton University Press, 1980.
  9. Musashi, Miyamoto. The Book of Five Rings. Shambhala, 2005.
  10. Myerson, Roger. Game theory : analysis of conflict. Cambridge Mass.: Harvard University Press, 1991.
  11. Sustein, Cass and Thaler, Richard, Nudge: Improving Decisions about Health, Wealth and Happiness
  12. Tzu, Sun. The Art of War. Delta, 1983.
  13. Ury, William. Getting Past No. Revised. Bantam, 1993.

Notable Studies

  • Asch, Solomon. Opinions and Social Pressure. Scientific American 193.5 (1955).
  • Baltes, Boris B. et al. “Computer-Mediated Communication and Group Decision Making: A Meta-Analysis.” Organizational Behavior and Human Decision Processes 87.1 (2002): 156-179.
  • Ekman, P., and M. O’Sullivan. 1991. Who can catch a liar? American Psychologist 46 (Sep. 1991): 913-920.
  • Fast, Julius. Body Language the Essential Secrets of Non-verbal Communication. MJF Books, 1970.
  • Henrich, J., Robert Boyd, et al. “Cooperation, reciprocity and punishment in fifteen small-scale societies.” American Economic Review 91.2 (2001): 73–78.
  • Henrich, Joseph, Robert Boyd, et al. “‘Economic man’ in cross-cultural perspective: Behavioral experiments in 15 small-scale societies.” Behavioral and Brain Sciences 28 (2005).
  • Holmes, Oliver Wendell, Jr. from The Path of the Law 10 Harvard Law Review 457 (1897).
  • Jung, C. G. Psychological Types. A Revision /. Princeton University Press, 1976.
  • Knowles, Eric S., and Jay A. Linn. Resistance and persuasion. Psychology Press, 2004.
  • Langer, Ellen J., Arthur Blank, and Benzion Chanowitz. “The mindlessness of ostensibly thoughtful action: The role of ‘placebic’ information in interpersonal interaction.” Journal of Personality and Social Psychology 36.6 (1978): 635-642.
  • Li, N., and G. Kirkup. Gender and cultural differences in Internet use: A study of China and the UK [An article from: Computers & Education]. Elsevier, 2007.
  • Lock, C. “Detecting deception: psychologists try to learn how to spot a liar.” Science News 166.5 (July 31, 2004).
  • Marlowe, F.W. “Dictators and ultimatums in an egalitarian society of hunter-gatherers, the Hadza of Tanzania.” The Field Experiments Website, 2004.
  • McCaulley, Mary H. “The Meyers-Briggs Type Indicator and Leadership.” in Measures of Leadership. West Orange, NJ: Leadership Library of America, 1990: 381-418.
  • Milgram, Stanley. “Behavioral Study of obedience.” The Journal of Abnormal and Social Psychology 67.4 (1963): 371-378.
  • Nash, John F. “The Bargaining Problem.” Econometrica 18.2 (1950): 155-162.
  • Navarro, Joe, and Marvin Karlins. What Every BODY is Saying: An Ex-FBI Agent’s Guide to Speed-Reading People. William Morrow Paperbacks, 2008.
  • Schelling, T.C. Micromotives and macrobehavior. W.W. Norton & Company, 2006.
  • Schelling, Thomas C. The strategy of conflict. Harvard University Press, 1980.
  • Scherer, Cory R., and Brad J. Sagarin. “Indecent influence: The positive effects of obscenity on persuasion.” Social Influence 1(2) (2006): 138-146.
  • Schoenfield, Mark K. The McGraw-Hill 36-Hour Negotiating Course. Mcgraw-Hill, 1991.
  • Tannen, Deborah. You Just Don’t Understand: Women and Men in Conversation. William Morrow Paperbacks, 2001.
  • Thompson, L., and J. Nadler. 2002. “Negotiating via information technology: Theory and application”. Journal of Social Issues 58.1: 109-124.
  • Todd, Kendra, and Kelsey Hubbard. “Has Housing Hit a Bottom?” The Wall Street Journal. July 23, 2009.
  • Vrij, Aldert et al. “Rapid judgments in assessing verbal and nonverbal cues: their potential for deception researchers and lie detection.” Applied Cognitive Psychology 18.3 (2004): 283-296.
  • Yates, S. J. “Gender, identity and CMC.” Journal of Computer Assisted Learning 13.4 (1997): 281-290.
Print Friendly, PDF & Email