The Negotiator Magazine - Articles Subject Index

Adler, Bill, Jr. How to Negotiate Like a Child: Unleash the Little Monster Within to Get EVERYTHING You Want (New York: American Management Association, 2006)

Anatoly Karpov and Jean Francoise Phelizon with Bach Kouatly. Chess & The Art of Negotiation: Ancient Rules for Modern Combat (July 2007).

Axelrod, Alan. Getting Your Way Every Day: Mastering the Lost Art of Pure Persuasion (New York: American Management Association, 2007).

Babcock, Linda, and Laschever, Sara. Women Don’t Ask: Negotiation and the Gender Divide (New Jersey: Princeton University Press, 2003).

Bennett, Greg, Review of Consultative Selling: Simple Steps That Build Relationships and Win Even the Toughest Sale (August 2007).

Callières, François de. On the Manner of Negotiating with Princes (New York: Houghton Mifflin, 2000).

Camp, Jim. Start With No: The Negotiating Tools That the Pros Don’t Want You to Know (New York: Crown Business, 2002).

Cauley, Leslie. End of the Line: The Rise and Fall of AT&T (New York: Free Press, 2006)

Cohen, Herb. Negotiate This! By Caring, But Not T-H-A-T Much (New York, Warner Books, 2003).

Cohen, Steven P. Negotiating Skills for Managers (New York: McGraw-Hill, 2002).

Craver, Charles B. Effective Legal Negotiation and Settlement, 5th Edition (Lexis Nexis, 2006).

Craver, Charles. The Intelligent Negotiator (Roseville, CA: Prima Publishing, 2002).

Ertel, Danny and Gordon, Mark, Review of: The Point of the Deal (September 2007).

Fisher, Roger and Shapiro, Daniel, Beyond Reason: Using Emotions as You Negotiate (Viking, 2006), (October, 2005).

Freeman, Marc. Renegotiate with Integrity: "It's Not Business, It's Personal" (Fairfield, Iowa: Freeman Business Books, 2006).

Furlong, Gary T., The Conflict Resolution Toolbox: Models and Maps for Analyzing Diagnosing and Resolving Conflict (John Wiley & Sons Canada, Ltd, 2006).

Gelfand, Michele J., Brett, Jeanne M. The Handbook of Negotiation and Culture (Stanford University Press, 2004).

Gerzon, Mark, Leading Through Conflict: How Successful Leaders Transform Differences into Opportunities (Harvard Business School Press, 2006).

Goldberg, Steven B., Sander, Frank E. A., Rogers, Nancy H., Cole, Sarah Rudolph. Dispute Resolution: Negotiation, Mediation, and Other Processes, Fourth Edition (New York, Aspen Publishers, 2003).

Greenstone, James L., The Elements of Police Hostage Negotiations: Critical Incidents and How to Respond to Them (New York: The Hayworth Press, Inc., 2004).

Gruzinska, Aleksandra, and Sirkis, Murray D., Discourse on the Art of Negotiation by Antoine Pecquet (New York: Peter Lang Publishing, Inc., 2004).

Kolb, Deborah M. and Williams, Judith. Everyday Negotiation: Navigating the Hidden Agendas in Bargaining (San Francisco, CA: Jossey-Bass, 2003).

Kolb, Deborah M., Williams, Judith, and Frohlinger, Carol. Her Place at the Table: A Woman's Guide to Negotiating Five Key Challenges to Successful Leadership (San Francisco, CA: Jossey-Bass, 2004).

Kramer, Henry S. Game, Set, Match: Winning the Negotiations Game (New York: ALM Publishing, 2001).

Krannich, Ron and Caryl, "Salary Negotiation Tips for Professionals," (February, 2005).

Kritek, Phyllis Beck. Negotiating at an Uneven Table, Second Edition (San Francisco, CA: Jossey-Bas, 2002).

Krivis, Jeffrey. Improvisational Negotiation (San Francisco: Jossey-Bass, 2006).

Lipsky, David B., Ronald L. Seeber, and Richard D. Fincher. Emerging Systems for Managing Workplace Conflict (San Francisco, CA: Jossey-Bass, 2003).

Lanceley, Frederick J. On-Scene Guide for Crisis Negotiators, Second Edition (Boca Raton, FL: CRC Press, 2003).

Latz, Martin E. Gain the Edge! Negotiation To Get What You Want (New York: St, Martin's Press, 2004).
Lee, Michael Soon with Sensei Grant Tabuchi, Review of Black Belt Negotiating (October 2007).
Lewicki, Roy J. and Alexander Hiam. Mastering Business Negotiation: A Working Guide to Making Deals and Resolving Conflict (San Francisco: Jossey-Bass, 2006).

Lum, Grande, Irma Tyler-Wood, and Anthony Wanis-St.John. Expand the Pie: How to Create More Value In Any Negotiation (Seattle, WA: Castle Pacific Publishing Company, 2003).

Menkel-Meadow, Carrie and Wheeler, Michael. What's Fair: Ethics for Negotiators (San Francisco, California: Jossey-Bass, 2004).

Miller, Robert B. and Gary A. Williams. The Five Paths To Persuasion: The Art Of Selling Your Message (New York: Warner Business Books, 2005).

Misino, Dominick J., and Jim DeFelice. Negotiate and Win: Proven Strategies From the NYPD’s Top Hostage Negotiator (New York: McGraw-Hill, 2004).

Mnookin, Robert, Peppet, Scott, and Tulumello, Andrew. Beyond Winning: Negotiating to Create Value in Deals and Disputes (Cambridge, MA: The Belknap Press of Harvard University, 2004).

Raiffa, Howard, with John Richardson and David Metcalf. Negotiation Analysis: The Science and Art of Collaborative Decision Making (Cambridge, MA: The Belknap Press of Harvard University Press, 2002).

Ewing, Lara and Raines, Claire. The Art of Connecting: How to Overcome Differences, Build Rapport and Communicate Effectively with Anyone (New York: AMACOM, 2006).

Salacuse, Jeswald W. The Global Negotiator: Making, Managing and Mending Deals Around the World in the Twenty-First Century (New York: Palmgrave MacMillan, 2003).

Shapiro, Ronald M. and Mark A. Jankowski with James Dale. The Power of Nice: How to Negotiate So Everyone Wins - Especially You! (New York: John Wiley & Sons, Inc., 1998).

Shell, G. Richard. Bargaining for Advantage (New York: Penguin Books, 2000).

Stark, Peter B., and Flaherty, Jane. The Only Negotiating Guide You’ll Ever Need: 101 Ways To Win Every Time in Any Situation (New York: Broadway Books, 2003).

Strentz, Thomas. Psychological Aspects of Crisis Negotiation (Boca Raton: CRC Press, 2006).

Thomas, Jim. Negotiate to Win: 21 Rules for Successful Negotiating (New York: Collins, 2006).

Unt, Iwar. Negotiations Without a Loser (Copenhagen: Copenhagen Business School Press, 1999).

Volkema, Roger. Leverage: How to Get It and How to Keep It in any Negotiation (New York: AMACOM, 2006).

Walker, Danielle Medina, Thomas Walker, and Joerg Schmitz. Doing Business Internationally: The Guide To Cross-Cultural Success, Second Edition (New York: McGraw-Hill, 2003).
Watkins, Michael, "Review of Shaping the Game: The New Leader's Guide to Effective Negotiating." (November 2007).
Zick, Bernard Hale. The Negotiating Paradox: How to Get More by Giving More (Dallas: Skyward Publishing, 2003).

Conflict Negotiation

Schau, Jan Frankel, “The Source of the Mediator’s Power: How We Connect The Disconnected and Engineer Agreements” (May 2007)

Baker, John D., "Review of: The Conflict Resolution Toolbox: Models and Maps for Analyzing Diagnosing and Resolving Conflict by Gary T. Furlong," (September, 2005).

Baker, John D., "Review of: Emerging Systems for Managing Workplace Conflict By David B. Lipsky, Ronald L. Seeber and Richard D. Fincher," (June, 2003).

Baker, John D., "Review of: Negotiating at an Uneven Table By Phyllis Beck Kritek," (January, 2003).

Crisis Negotiation

Baker, John D., "Anatomy of a Hostage Negotiation: An Interview with a Primary Negotiator" (August, 2004).

Baker, John D., "Review of: On-Scene Guide for Crisis Negotiators, Second Edition By Frederick J. Lanceley" (November, 2003).

Baker, John D., "Review of: The Elements of Police Hostage Negotiations: Critical Incidents and How to Respond to Them by James L. Greenstone, (Apirl, 2005).

Greenstone, James L., The Most Serious Errors Made by Negotiators: Twenty-Five to Consider (May, 2006)

Greenstone, James L., Negotiation Success Factors: How They Work (February, 2006)

Grovert, Ashley, “Hostage Negotiation: The Divergence From Other ‘High
Stakes’ Negotiations and the Impact of Measuring Effectiveness” (May 2007)

Johnson, Dr. Curtis M., "Hot Tips on Negotiating in a Hostage Situation," (December, 2002).

Lanceley, Frederick J., "Negotiation Lessons Learned by an FBI Hostage Negotiator," (December, 2004)

Lanceley, Frederick J., "Twenty-Eight Suicides: The Law Enforcement Experience," (August, 2005)

Moore, Russ, "Review of: Psychological Aspects of Crisis Negotiation by Thomas Strentz," (April, 2006)

Moore, Russ, "The Tactical Dance," (May/June, 2005)

Moore, Russ, "Victim Precipitated Suicide “The Weapon of Choice Is Us.”," (September, 2006)

Moore, Russ, "WHY WE DO THE JOB," (August, 2006)

Rustenburg, Kip, "Ask the Negotiator: Doctor, Lawyer … Hostage Negotiator" (May, 2004).

Sherman, Bob, "Crisis Negotiating: Texas Association of Hostage Negotiators," (June, 2002). Sherman, Bob, "Selection and Training of a Crisis Negotiation Team ," (May, 2002).

Dispute Resolution

Baker, John D, "Review of: Dispute Resolution: Negotiation, Mediation, and Other Processes, Fourth Edition by Steven B. Goldberg, Frank E.A. Sander, Nancy H. Rogers and Sarah Rudolph Cole" (December, 2003).

Baker, John D., "Review of: Improvisational Negotiation By Jeffrey Krivis" (March, 2006).

Schau, Jan Frankel., “Promising News From the Front: Peacemaker Offers Plenary Address to the U.S. Department of the Navy” (February, 2007).

Electronic Negotiations

Craver, Charles B., "Conducting Electronic Negotiations" (June 2007).

Sims, Jonathan, "Negotiating by e-mail" (October 2006).

Emotion and Negotiation

Fromm, Delee, "Emotion and Negotiation, Part 1" (November 2007).

Fromm, Delee, "Emotion and Negotiation, Part II," (December 2007 – January 2008).

Employment Terms Negotiation

Craver, Charles B., "Negotiating Employment Opportunities" (September, 2005).

Game theory and Negotiation

Peelle, Henry E. III, D.M. "Promoting Cooperation Using Tit-For-Tat" (February, 2006)

Gender and Negotiation

"Review of: Everyday Negotiation: Navigating the Hidden Agendas in Bargaining By Deborah M. Kolb, Ph.D. and Judith Williams, Ph.D". (April, 2003).

Baker, John D., "Review of: Her Place at the Table: A Woman's Guide to Negotiating Five Key Challenges to Successful Leadership By M. Kolb, Judith Williams, and Carol Frohlinger," (October, 2004).

Baker, John D., "Review of: Women Don’t Ask: Negotiation and the Gender Divide, by Linda Babcock and Sara Lachever" (October, 2003).

Booher, Dianna, "Gender Benders," (May, 2003).

Craver, Charles B., "The Impact of Gender on Bargaining Interactions," (July, 2004).

Fromm, Delee, "Negotiation for Women: The Dual Aspects of Outcome and Relationship" (June 2007).

Fromm, Delee, "Seven Simple Ways to Become a Better Negotiator," (September, 2005).

Kolb, Deborah M, Frohlinger, Carol, and Williams, Judith, "Negotiating Salaries: Survey Results" (January, 2003).

Kolb, Deborah M, Frohlinger, Carol, and Williams, Judith, "Why Don’t People Get Paid What They’re Worth?" (January, 2003).

Latz, Marty, "Women Experience Greater Gender-bias in Negotiations" (January, 2004).

Wanis-St.John, Anthony, "Power, Gender and Negotiation," (January, 2003)

Internal Negotiation

Baker, John D, "Ask the Negotiator: A Little Tweak Here and a Little Tuck There" (March, 2005).

Cohen, Steven P., "Cross-Silo Negotiation," (October, 2004).

Morse, Richard, "Ask The Negotiator: Internal Negotations: Strategies for Negotiating With Difficult People" (December, 2003).

Morse, Richard, "Internal Negotiations - Supporting the External Deal," (September, 2002).

International Negotiation

Baker, John D., "Review of: Doing Business Internationally: The Guide to Cross-Cultural Success By Danielle Medina Walker, Thomas Walker, and Joerg Schmitz," (October, 2002)

Baker, John D., "Review of: The Global Negotiator By Jeswald W. Salacuse" (April, 2003).

Cohen, Steven P., "Are Many Great Nations Divided By A "Common" Language? " (November, 2005).

Wanis-St. John, Anthony, "Ask The Negotiator - United Nations Conflict Negotiator ... Career Considerations" (August, 2003).

Wanis-St. John, Anthony, "Unfolding The Road Map In The Middle East," (February, 2004).

Management – Employee Negotiations

Brodow, Ed, "Tyranny versus TLC: Five Negotiation Steps for Managers" (September 2007).

Labor Negotiation

Craver, Charles B., "Collective Bargaining Interactions," (April, 2005).

Lum, Grande and Christie, Monica, "Adversaries to Allies: Lessons from The San Diego Schools Contract Negotiations," (October, 2002).

Shea, Mary Ellen, "Ask The Negotiator - What Kind Of Opportunities Exist For Experienced Labor Negotiators?" (March, 2004).

Shea, Mary Ellen, "Labor Negotiations," (August, 2002).

Irma Tyler Wood, C. Mark Smith and Charles Barker, "Three Models for Implementing Change in 21st Century Schools," (May, 2003).

Negotiation Ethics

Bucaro, Frank, "Four Paths to Greater Virtue," (November, 2005).

Bucaro, Frank, "How Do You Spell Success - E-T-H-I-C-S," (January, 2003).

Bucaro, Frank, "Sales Ethics: Oxymoron or Opportunity," (June, 2004).

Bucaro, Frank, "What Do You Do?" (June, 2003).

Cohen, Steven P., "Negotiation as a Paradigm for Business: Ethical Negotiations Lead to Ethical Business," (October, 2002).

Cohen, Stephen P., "Negotiation Ethics: A Matter of Common Sense," (September, 2004).

Craver, Charles B., "Negotiation Ethics," (November, 2005).

Freeman, Marc, "It's Not Business. It's Personal," (September, 2006).

Higham, David, "Conduct and Ethics in Negotiation under the English Legal System," (April, 2005).

Ionescu, Radu, "Morals and Ethics - False Milestones in Negotiation," (September, 2005).

Menkel-Meadow, Carrie, and Wheeler, Michael. What's Fair: Ethics for Negotiators (San Francisco, CA: Jossey-Bass, 2004).

Stark, Peter B., and Flaherty, Jane, "Ethical Negotiations: 10 Tips to Ensure Win-Win Outcomes" (December, 2003)

Negotiation and Management

Negotiation and Media Management:

Bracken, Lisa, "Winning and Keeping Media Interest During Negotiations" (February, 2006)

Calero, Henry H., "The Confluence of Management and Negotiating" (August, 2005).

Negotiation Preparation

Garner, Eric, “Get a Head Start in Negotiation” (May 2007)

Negotiation Research

Baker, John D., "Review of: The Handbook of Negotiation and Culture" (May/June, 2005).

Cummins, Tim, “Governance – What Governance?” (April 2007).

Peelle, Henry E. III, D.M. "Promoting Cooperation Using Tit-For-Tat" (February, 2006)

Negotiation Skills

Overview

Brodow, Ed, "Can a Good Negotiator Really Make a Difference? ," (April, 2006).

Brodow, Ed, "Why Negotiators Live Longer " (July, 2006).

Craver, Charles B., "Classic Negotiation Techniques" (February, 2007).

Craver, Charles B., "Everything You Need To Be A Great Negotiator You Learned Before Kindergarten," (February, 2005).

Craver, Charles B., "Maintain Your Negotiation Skills," (May, 2006).

Craver, Charles B., "Nonverbal Signals and Negotiating Interactions" (April 2007).

Craver, Charles B., "The Power of an Apology," (August 2007).

Goodman, Dr. Gary S., "Negotiating Nonverbally: Try to Exploit 'Tells,' Giveaways, and Expressions Given-Off (June 2007).

Fromm, Delee, "Mind Games: Power, Personality and Emotion In Business Negotiation ," (April, 2006).

Garner, Eric, "The ABC of Negotiation Ploys and Tactics," (July 2006).

Garner, Eric, Timeless Principles To Steer You Through Negotiations (August 2007).

Hayman, Tom, "Are You a "Skilled" Negotiator?" (February 2007

Kozicki, Stephen, "The Global Negotiator - 4 Critical Elements," (March, 2005).
Latz, Marty, "Effective Strategies for Dealing With Difficult People" (July 2007).
Latz, Marty, "How You Can Avoid Being Exploited In Negotiations " (August, 2005).

Latz, Marty, "Nuances Of Negotiations Should Include Reciprocity, Concessions" (August, 2006).

Latz, Marty, "Olympic Games Offer Golden Rules For Negotiators " (June, 2006).

Lax, David A. and Sebenius, James K., “Staying On top During Price Negotiations” (February, 2007).

Baker, John D., "Review of: The Power of Nice: How to Negotiate So Everyone Wins - Especially You! By Ronald M. Shapiro and Mark A. Jankowski with James Dale" (April, 2005).

Strelecky, John P., "Be a Master Negotiator with Three Simple Steps," (September, 2006).

Strelecky, John P., "Be a Master Negotiator with Three Simple Steps," (September, 2007).

Wachtel, David, "Improving Your Negotiating Skills: Tips learned in the Trenches," (April, 2005).

Coalitions, managing

Bracken, Lisa, "Building and Maintaining Coalitions and Allegiances Throughout Negotiations" (March, 2006).

Communication Skills

Bracken, Lisa, "Become a Persuasive Negotiator Through Better Communication" (June, 2006).

Bracken, Lisa, "Turn Objections into Concessions and Adversaries into Advocates in Corporate Negotiations" (August, 2006).

Communication Strategy

Bracken, Lisa, "Become a Persuasive Negotiator Through Better Communication" (June, 2006).

Deciding whether to negotiate

Baker, John D., "Ask The Negotiator: Everything is Negotiable," (February, 2004).

Baker, John D., "Ask the Negotiator: To Negotiate or not to Negotiate? That is the Question. Some thoughts on the decision criteria…," (November, 2004).

Cohen, Steven P. "Terrorism and Negotiation" (November, 2004).

Krivis, Jeffrey, "From Conflict To Resolution: When To Negotiate The Litigated Case" (March, 2003).

Decision-making

Anderson, Kare, "How We Sometimes Fool Ourselves When Making Decisions," (January, 2005).

Emotions, dealing with

Fisher, Roger and Shapiro, Daniel, Beyond Reason: Using Emotions as You Negotiate (Viking, 2006), (October, 2005).

Fromm, Delee "Dealing With Your Emotions in Negotiations" (November, 2005).

Fairness, the appearance of

Craver, Charles B., "The Appearance of Fairness" (March, 2006).

Gathering Information

Dawson, Roger, "Power Negotiators Understand The Importance Of Gathering Information," (June, 2002).

Goals, setting

Craver, Charles B., "Aspirations, Anchoring, and Negotiation Results" (October, 2005).

Dawson, Roger, "Ask For More Than You Expect To Get" (July, 2003).

Goodwill

Lax, David A. and Sebenius, James K., “Three Tips for Building Goodwill During Negotiations (April 2007).

Language

Cohen, Steven P., "Are Many Great Nations Divided By A "Common" Language? " (November, 2005).

Latz, Marty, "Metaphors, Analogies Are Useful, And Also Revealing " (October, 2005).

Latz, Marty, "The Skilled Negotiator: Mastering the Language of Engagement" (May/June, 2005).

Reardon, Kathleen Kelly. The Skilled Negotiator: Mastering the Language of Engagement (Jossey-Bass, 2004).

Leverage

Baker, John D., "Review of: Leverage: How to Get It and How to Keep It in any Negotiation" (May, 2006).

Listening

Alessandra, Tony, "Listening Attentively" (May, 2003).

Alessandra, Tony, "Sixteen Commonsense Listening Tips," (April, 2004).

Brodow, Ed, "The Forgotten Art of Listening," (November, 2002).

Brooks, Bill, "The Power of Active Listening" (July, 2003).

Logistics

Baker, John D., "Ask The Negotiator: The Negotiator’s Critical Role as Chief of Logistics" (March, 2003).

Location

Baker, John D, "Ask the Negotiator: The Critical Importance of Negotiation Location" (June, 2004).

Latz, Marty, "Does Turf Matter? Negotiating Place Can Impact Deal" (November, 2003).

Sims, Jonathan, "The Ideal Location for Negotiation: an Alternative View " (October, 2005).

Size, equalizing

Baker, John D, "Ask the Negotiator: Small vs. Large Businesses: Equalizing the Negotiations Playing Field" (January, 2003).

Media Management

Bracken, Lisa, "Winning and Keeping Media Interest During Negotiations" (February, 2006)

Mental Attitudes

Sims, Jonathan, "Attitude of Mind: A Key to Success and Failure in Negotiation" (May/June, 2005).

Negotiator styles

Craver, Charles, "Impact of Negotiator Styles on Bargaining Interactions," (March, 2004).

Cummins, Tim, "Understanding and Using Negotiation Approaches," (February, 2004).

Latz, Marty, "Good Negotiating: Step Into Your Counterpart’s Shoes" (December, 2003).

Latz, Marty, "How You Can Avoid Being Exploited In Negotiations " (August, 2005).
Lax, David A., "Where 'Win-Lose' and 'Win-Win' Negotiators Fall Short" (July 2007).

Sebenius, James K., "Where 'Win-Lose' and 'Win-Win' Negotiators Fall Short" (July 2007).
Stark, Peter B. and Flaherty, Jane, "Do Unto Others: Respecting Your Counterpart’s Negotiating Style" (October, 2003).

Negotiating schools

Collaborative/interest-based negotiation

Baker, John D., "Review of: Expand The Pie: How To Create More Value In Any Negotiation by Grande Lum, Irma Tyler-Wood and Anthony Wanis-St. John" (March, 2003).

Baker, John D., "Review of: Negotiate This! By Caring, But Not T-H-A-T Much by Herb Cohen" (January, 2004).

Baker, John D., "Review of: Negotiating Skills for Managers By Steven P. Cohen," (November, 2002).

Baker, John D., "Review of: Gain the Edge! Negotiating To Get What You Want" (May, 2004).

Baker, John D., "Review of: Negotiation Analysis: The Science and Art of Collaborative Decision Making by Howard Raiffa with John Richardson and David Metcalf," (March, 2004).

Baker, John D., "Review of: Negotiations Without a Loser By Iwar Unt," (January, 2003).

Mnookin, Robert, Peppet, Scott, and Tulumello, Andrew. Beyond Winning: Negotiating to Create Value in Deals and Disputes (Cambridge, MA: The Belknap Press of Harvard University, 2004).

Unt, Iwar, "How to Create Added Value" (September, 2004).

Improvisational Negotiation

Baker, John D., "Review of: Improvisational Negotiation By Jeffrey Krivis" (March, 2006).

Intelligent Negotiation

Baker, John D., "Review of: The Intelligent Negotiator By Charles Craver," (May, 2003).

Positional negotiation

Baker, John D., "Review of: Game, Set, Match: Winning the Negotiations Game By Henry S. Kramer," (September, 2002).

Baker, John D, "Review of: Start With No By Jim Camp" (December, 2002).

Negotiation Myths

Calero, Henry H., "The Myths of Negotiating," (March, 2005).

Non-verbal communication

Boe, John, "A negotiator explains the vital importance of focusing The Truth About Lying," (April, 2006).

Boe, John, "Actions Speak Louder Than Words," (November, 2005).

Calero, Henry H., "Reading Negotiators Like a Book," (February, 2005).

Krivis, Jeffery and Zadeh, Mariam., "Hunting for Deception in Mediation – Winning Cases by Understanding Body Language" (June, 2006).

Opening negotiation

Baker, John, Ask the Negotiator: "First Encounter - First Steps" (January, 2005).

Herweg, Sebastian, "Negotiation: Common Ground," (January, 2005).

Kulhmann, Sandra Muse, "Know Your Opening Lines," (December, 2002).

Performance improvement and measurement

Chevalier, Derrick, "Three Fundamental Reasons Negotiators Fail" (December, 2003).

Latz, Marty, "How to Evaluate, Measure Negotiation Success," (October, 2004).

Personality types

Alessandra, Tony, "Maximizing Your Adaptability" (April, 2003).

Alessandra, Tony, "The People Puzzle" (January, 2004).

Persuasion

Baker, John D., "Review of: The Five Paths To Persuasion: The Art Of Selling Your Message by Robert B. Miller and Gary A. Williams" (February, 2006)

Baker, John D., "Review of: Getting Your Way Every Day: Mastering the Lost Art of Pure Persuasion" (February, 2007)

Smallwood, Beverly, "Persuasion: How to Get a Yes," (July, 2004).

Venter, David, "Negotiation Persuasion" (December, 2004).

Positioning

Kolb, Deborah M., Frohlinger, Carol, and Williams, Judith, "Being Your Own Advocate," (April/May, 2002).

Preparation

Baker, John D., "Ask the Negotiator: Preparing to Handle 'Dirty Tricks'," (January, 2003).

Baker, John D., "Ask The Negotiator: The Key to Negotiation Success is Preparation …" (March, 2006).

Baker, John D., "Ask The Negotiator: The Negotiator’s Critical Role as Chief of Logistics" (March, 2003).

Baker, John D., "Ask The Negotiator: Third Party Negotiator ... Criteria" (July, 2003).

Harris, Dave, “Using Imagery as a Tool Preparing for Negotiation (April 2007).

Grande Lum and Anthony Wanis-St. John, "A New ICON for Negotiation Advice" (April, 2003).

Latz, Marty, "Prepare For The Moments That Define The Negotiation" (March, 2006).

Process

Craver, Charles B. "The Negotiation Process" (May, 2004).

Writing the agreement

Dawson, Roger, "What To Watch For When the Talking is Over and It's Time to Get the Deal in Writing," (April, 2003).

Understanding the other party

Baker, John D., "Review of: The Art of Connecting: How to Overcome Differences, Build Rapport and Communicate Effectively with Anyone" (June, 2006).

Halpern, Richard G., "Know Thine Enemy" (January, 2004).

Negotiation Strategy
Overview

Baker, John D., "Review of: On the Manner of Negotiating with Princes, by Francois de Callières" (August, 2003).

Baker, John D., "Review of: Bargaining for Advantage: Negotiation Strategies for Reasonable People" (September, 2003).

Buyer Strategy
Schatzki, Michael, "Ask the Negotiator: Buyer Strategies for Increasing Leverage with Sellers" (February, 2005).

Hidden agenda negotiation strategy

Baker, John D., "Review of: Everyday Negotiation: Navigating the Hidden Agendas in Bargaining By Deborah M. Kolb, Ph.D. and Judith Williams, Ph.D." (April, 2003).

Kolb, Deborah M., Frohlinger, Carol, and Williams, Judith, "Managing the Shadow Negotiation," (April/May, 2002).

Baker, John D., "Review of: Negotiating at an Uneven Table By Phyllis Beck Kritek," (January, 2003).

Leadership negotiation strategy

Baker, John D., "Review of: Her Place at the Table: A Woman's Guide to Negotiating Five Key Challenges to Successful Leadership By M. Kolb, Judith Williams, and Carol Frohlinger," (October, 2004).

Renegotiation strategy

Freeman, Marc, "Renegotiating: A Critical Strategy in These Tough Economic Times" (June, 2003).

Negotiation Techniques

Overview

Baker, John D., "Review of: The Only Negotiating Guide You’ll Ever Need: 101 Ways To Win Every Time in Any Situation by Peter B. Stark and Jane Flaherty," (February, 2004).

Brodow, Ed, "Ten Tips for Successful Negotiating" (March, 2003).

Dawson, Roger, "Basic Principles Make You a Smarter Negotiator," (December, 2002).

Ionescu, Radu, "Influencing for Results," (May, 2004).

Ionescu, Radu, "Rightness, Lies and Truth: Which is the Best Choice in Negotiation?," (January, 2005).

Di Frances, John, "Negotiate Like "The Gambler" To Win" (October, 2003).

Wachtel, David, "Focus on "Why" Rather Than "What" for Successful Negotiations" (November, 2003).

Specific Techniques:

Authority

Schatzki, Mike, "Authority Limits," (April, 2004).

Concessions

Dawson, Roger, "The Value of a Service Goes Down Quickly" (January, 2003).

Credibility, establishing

Dawson, Roger, "Credibility: 5 Ways To Make People Believe You " (June, 2004).

Double-bracketing

Halpern, Richard G., "Negotiation Blunders: Allowing Yourself to be Double-bracketed" (October, 2003).

Flinch

Dawson, Roger, "How to Get More at the Bargaining Table? Learn to Flinch at Proposals" (November, 2003).

Framing

Goldman, Barry, "The Lawsuit Market: A Thought Experiment to Reduce Framing Effects" (March, 2005).

Venter, Dr. David, "Framing - An Important Negotiation Tool," (October, 2004).

Going public with negotiation

Latz, Marty, "Going Public Can Play Role in Outcome of Negotiations" (August, 2004).

Imaging

Latz, Marty, "Painting Pictures Improves Negotiation Effectiveness" (June, 2004).

Price negotiation, dealing with

Baker, John D, "Ask the Negotiator: Getting Beyond Price Negotiation" (July, 2004).

Brooks, Bill, "When Your Prospect Says Your Price Is Too High," (December, 2002).

Brodow, Ed, "Don’t Pay List: Negotiating the Best Deal for Your Money," (January, 2003).

Brodow, Ed, "Ten Tips for Convincing the Buyer to Pay More," (November, 2005).

Dawson, Roger, "When You're Negotiating, Money Isn't As Important as You Think," (November, 2004).

Lax, David A. and Sebenius, James K., “Staying On top During Price Negotiations” (February, 2007).

Mayer, Jeffrey J., "Stop Getting Squeezed by Your Customers" (February, 2005).

Schatzki, Michael, "Ask the Negotiator: Buyer Strategies for Increasing Leverage with Sellers" (February, 2005).

Schatzki, Michael, "Price Negotiations Are Dead. Long Live Price Negotiations" (September, 2003).

Positioning the other side

Dawson, Roger, "Setting the Climate for Non-Confrontational Negotiation," (July, 2004).

Dawson, Roger, "When Negotiations Stall, Position the Other Side for Easy Acceptance," (September, 2002).

Latz, Marty, "Negotiating Skills Give Both Players Part of the Win," (February, 2004).

Reluctant buyer

Dawson, Roger, "Learn To Play The Reluctant Buyer When You’re Purchasing," (March, 2004).

Silence

Schatzki, Michael, "Using Silence in a Negotiation," (July, 2005).
Tahir, Liz , "Perfecting the Art of Silence in Negotiating" (December 2007 – January 2008).

Splitting the difference

Dawson, Roger, "Why It’s A Mistake To Offer To Split the Difference," (November, 2002).

Time pressure

Dawson, Roger, "How Time Pressure Affects The Outcome Of A Negotiation" (June, 2003).

Unethical tactics, dealing with

Baker, John D., "Ask the Negotiator: Preparing to Handle 'Dirty Tricks'," (January, 2003).

Dawson, Roger, "Good Guy / Bad Guy," (July, 2002).

Dawson, Roger, "Unethical Negotiating Gambits and How To Protect Yourself Against Them," (July, 2002).

Wachtel, David, "How to Succeed When Working With Tactical Negotiators," (March, 2004).

Walk-outs

Baker, John D., "Ask the Negotiator: 'To Walk-out or not to Walk-out?' Some thoughts on the decision." (December, 2004).

Negotiation with Corrupt Officials
Horowitz, Bruce, "Negotiating With Extortionist Government Functionaries" (September 2007).
Horowitz, Bruce, "Negotiating With Extortionist Government Functionaries, Part 2: Legal, Logical, Moral and Emotional Barriers" (October 2007).

Horowitz, Bruce, "Negotiating With Extortionist Government Functionaries, Part 3: Preparing Yourself" (November 2007).

Horowitz, Bruce, "Negotiating With Extortionist Government Functionaries, Part 4": December 2007 – January 2008).

Negotiation Training

Negotiation Training Overview

Wachtel, David, "Improve the Skills of your Negotiators and Improve your Bottom Line," (July, 2003).

Electronic Negotiation Skills Training

Ferguson, David & Bryan, "e-Learning Negotiation Training: A Demonstration" (February, 2005).

Ferguson, David & Bryan, "The Fourteen Issues You Need to Consider in Every Negotiation" (April, 2005).

Ferguson, David & Bryan, "Perceived Value: The 'Real' Basis for Negotiation" (March, 2005).

Ferguson, David, "Electronic Negotiation Support - a Look Behind the Curtain," (April/May, 2002).

In-house Negotiation Skills Training

Baker, John D., "Ask The Negotiator: In-House Negotiations Training ... Books and More" (September, 2003).

International Negotiation Training

Wanis-St. John, Anthony, "Ask The Negotiator - United Nations Conflict Negotiator ... Career Considerations" (August, 2003).

Legal Negotiation Skills Training

Halpern, Richard G., "The JD Handicap: Logic Over Training in Settlement Negotiations" (August, 2003).

Online Negotiation Skills Training

Cohen, Steven P., "Ask The Negotiator: Online Master’s Degree Negotiations Training," (June, 2003).

Sales Negotiation Training

Baker, John D., "Ask The Negotiator: Sales Force Training in Negotiations -- Key Skill Components" (November, 2003).

Karr, Ron, "Seven Ways To Be An InValuable Resource" (July, 2006).

Review of: Getting Your Way Every Day: Mastering the Lost Art of Pure Persuasion (February, 2007).

Nonverbal Communication

Craver, Charles B., “Nonverbal Signals and Negotiating Interactions” (April 2007).

Goodman, Dr. Gary S., "Negotiating Nonverbally: Try to Exploit 'Tells,' Giveaways, and Expressions Given-Off (June 2007).

Real Estate Negotiation
Brodow, Ed, "Can a Good Negotiator Really Make a Difference? ," (April, 2006).

Cohen, Steven P., "Ask The Negotiator: Owner Strategies for Opening Property Sale Negotiations with Tenants." (January, 2004).

Latz, Marty, "Buyers Must Strategize in Today's Sellers' Market" (December, 2004).

Renegotiation

Baker, John D., "Renegotiate with Integrity: 'It's Not Business, It's Personal'." by Marc Freeman (June 2007).
Freeman, Marc, "It's Not Business. It's Personal." (September 2006).
Freeman, Marc, "Renegotiating: A Critical Strategy in These Tough Economic Times" (June, 2003).
Freeman, Marc, "Renegotiating as a Customer" (August 2007).
Freeman, Marc, "Renegotiating for Corporate Innovation” (May 2007).
Freeman, Marc, "Renegotiating with Integrity" (January 2007)

Latz, Marty, "Know When The Time Is Right To Renegotiate A Deal" (October 2007).

Rights Negotiation

Cohen, Steven P., "Because It's Mine, That's Why" (September, 2003).

Salary Negotiation

Brodow, Ed, "How To Get The Salary You Want: Twelve Negotiations Tactics That Work," (August, 2002).

Coburn, Calum, "Salary Negotiation," (April, 2004).

Kolb, Deborah M, Frohlinger, Carol, and Williams, Judith, "Ask The Negotiator" (April, 2003).

Kolb, Deborah M, Frohlinger, Carol, and Williams, Judith, "Negotiating Salaries: Survey Results" (January, 2003).

Kolb, Deborah M, Frohlinger, Carol, and Williams, Judith, "Why Don’t People Get Paid What They’re Worth?" (January, 2003).

Krannich, Ron and Caryl, "Salary Negotiation Tips for Professionals," (February, 2005).

Sales Negotiation

Allesandra, Tony, "Collaborative Selling" (March, 2003).

Allesandra, Tony, "The Stairs of Customer Loyalty" (August, 2003).

Baker, John D., "Ask the Negotiator: Face to Face Negotiations -- Essential Major Account Expenses?," (May, 2003).

Baker, John D., "Ask the Negotiator: Getting Beyond Price Negotiation," (July, 2004).

Baker, John D., "Ask The Negotiator: Sales Force Training in Negotiations -- Key Skill Components." (November, 2003).

Baker, John D., "Review of: 'The Negotiating Paradox: How to Get More by Giving More,' by Bernard Hale Zick" (December, 2004).

Bucaro, Frank, "Sales Ethics: Oxymoron or Opportunity," (June, 2004).

Karr, Ronald, "How Do Your Customers Make Decisions? " (May/June, 2005).

Karr, Ronald, "How Titans Establish Value" (September, 2004).

Lum, Grande, Wanis-St. John, Anthony and Ayers, Andy, "The Strategic Convergence of Negotiation and Sales," (November, 2002).

Mayer, Jeffrey J., "Stop Getting Squeezed by Your Customers" (February, 2005).

Meisenheimer, Jim, "What are the 12 Dumbest Things Salespeople Do?" (July, 2005).

Peel, Keith, "How to Build and Foster Client Relationships in Times of Conflict and Mistrust" (August, 2003).

Potgieter, Jan, "Are You Winning over the Clients you Want or Losing Out?," (November, 2004).

Schatzki, Michael, "Managing the Sales Negotiation Process" (August, 2004).
Schatzki, Michael, "Value Add Negotiating for Sales Professionals" (October 2007).

Travel Negotiation

Baker, John D., "Ask the Negotiator: The price of mahjong sets varies … widely …." (April, 2004).

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