Further Reading: Chapter 25 — Negotiation Principles for Everyday Conflict

The following sources extend the chapter's coverage of principled negotiation, negotiation psychology, and interest-based conflict resolution. Annotations indicate focus, level, and relationship to chapter content.

Core Texts

1. Fisher, R., Ury, W., & Patton, B. (1991). Getting to Yes: Negotiating Agreement Without Giving In (2nd ed.). Penguin Books.

The foundational text on principled negotiation. Clear, accessible, and rich with examples, Getting to Yes remains the best single introduction to interest-based negotiation. The second edition (with Patton) includes improved guidance on hard bargainers and cross-cultural application. Essential reading for anyone applying this chapter's concepts in practice. Start here before any of the more advanced texts.

2. Ury, W. (1991). Getting Past No: Negotiating in Difficult Situations. Bantam Books.

The sequel to Getting to Yes, focused specifically on what to do when the other party is uncooperative, adversarial, or using hard-bargaining tactics. Ury's "breakthrough negotiation" approach — which includes techniques for "going to the balcony" (emotional regulation) and "building a golden bridge" (making it easier for the other party to say yes) — directly complements Chapter 23's material on handling attacks. Especially relevant for readers who find principled negotiation works well in theory but struggle with adversarial real-world counterparts.

3. Bazerman, M. H., & Neale, M. A. (1992). Negotiating Rationally. Free Press.

The empirical counterpart to Getting to Yes. Bazerman and Neale document the cognitive biases that prevent negotiators from reaching rational agreements — fixed-pie assumptions, anchoring effects, reactive devaluation, and overconfidence. Dense but accessible for college-level readers; provides the research foundation for why principled negotiation works. Chapter 3, on the fixed-pie bias, and Chapter 5, on framing effects, are particularly relevant to this chapter's content.

4. Thompson, L. (2020). The Mind and Heart of the Negotiator (7th ed.). Pearson.

The definitive academic text on negotiation psychology, updated through the most recent research. Thompson's coverage of integrative negotiation, information-sharing, and the cognitive obstacles to value creation provides the most comprehensive empirical picture of what distinguishes effective from ineffective negotiation. Graduate-level in ambition but accessible to motivated undergraduates. Chapter 4 (Integrative Negotiation) and Chapter 5 (Creativity and Problem Solving in Negotiation) are most directly relevant.

Research Articles

5. Thompson, L. (1990). Negotiation behavior and outcomes: Empirical evidence and theoretical issues. Psychological Bulletin, 108(3), 515–532.

A landmark meta-analysis of negotiation research, synthesizing findings across experimental settings on what predicts negotiation success. Thompson's conclusion — that information-sharing about interests and priorities is the single most important predictor of joint gains — provides the empirical core of this chapter's recommendation to focus on interests. Accessible for college readers willing to engage with academic prose.

6. Pruitt, D. G., & Rubin, J. Z. (1986). Social conflict: Escalation, stalemate, and settlement. Annual Review of Psychology, 37(1), 501–531.

A foundational review of conflict escalation research, tracing how positional bargaining tends to produce escalation spirals and how interest-based approaches interrupt those spirals. Provides the theoretical background for why principled negotiation is particularly valuable in ongoing relationships (where escalation is most costly). More technical than the practitioner texts but very valuable for understanding the dynamics this chapter describes.

7. Galinsky, A. D., & Mussweiler, T. (2001). First offers as anchors: The role of perspective-taking and negotiator focus. Journal of Personality and Social Psychology, 81(4), 657–669.

Research on anchoring effects in negotiation — how the first number stated disproportionately influences the outcome. Galinsky and Mussweiler's finding that perspective-taking (trying to understand the other party's interests and constraints) significantly reduces anchoring's effect connects directly to the principled negotiation emphasis on interest-surfacing. Useful for understanding why the "three whys" technique helps even when objective criteria aren't available.

8. Brett, J. M., & Gelfand, M. J. (2006). A cultural analysis of the underlying assumptions of negotiation theory. In L. Thompson (Ed.), Negotiation Theory and Research. Psychology Press.

A rigorous examination of how cultural context affects negotiation behavior, focused on the assumption — often implicit in Getting to Yes — that direct interest-disclosure is natural and appropriate. Brett and Gelfand find significant variation across high-context vs. low-context cultures in how interests are surfaced (or not). Essential reading for anyone negotiating across cultural boundaries. The chapter is dense but the implications for practice are concrete.

Practitioner Books

9. Mnookin, R. H., Peppet, S. R., & Tulumello, A. S. (2000). Beyond Winning: Negotiating to Create Value in Deals and Disputes. Harvard University Press.

A more sophisticated and legally-inflected extension of principled negotiation, developed by Harvard Law School professors. Beyond Winning addresses the tensions between creating value (joint gains) and claiming value (individual gains), the role of lawyers as agents in negotiation, and the problem of barriers to agreement. More advanced than this chapter's content but excellent for readers who want a deeper treatment of the principled negotiation framework's limits and extensions.

10. Stone, D., Patton, B., & Heen, S. (1999). Difficult Conversations: How to Discuss What Matters Most. Viking.

By the Harvard Negotiation Project team, this book addresses the emotional and psychological dimensions of negotiation and confrontation more directly than Getting to Yes. Its three-conversation framework (the "what happened" conversation, the feelings conversation, the identity conversation) complements the principled negotiation framework by addressing the psychological obstacles to getting to the negotiation at all. Highly readable; essential companion reading for this course.

11. Malhotra, D., & Bazerman, M. (2007). Negotiation Genius: How to Overcome Obstacles and Achieve Brilliant Results at the Bargaining Table and Beyond. Bantam Books.

A research-grounded practitioner guide that bridges the gap between experimental negotiation research and real-world application. Malhotra and Bazerman's treatment of "investigative negotiation" — building comprehensive understanding of the other party's interests, constraints, and alternatives — is the most practical operationalization of interest-based negotiation in the practitioner literature. Chapter 2 (Claiming Value While Creating It) and Chapter 3 (Investigating the Other Side) are particularly relevant.

12. Susskind, L., & Cruikshank, J. (1987). Breaking the Impasse: Consensual Approaches to Resolving Public Disputes. Basic Books.

An application of principled negotiation to large-scale public conflicts — environmental disputes, community planning, regulatory negotiations. Susskind and Cruikshank's "consensus building" approach demonstrates how interest-based principles scale from interpersonal conflicts (this chapter's focus) to multi-party disputes involving hundreds of stakeholders. Valuable both for the practical guidance and for illustrating the breadth of contexts where principled negotiation applies. More specialized than other entries on this list but exceptionally well-written.

Chapter 25 | Further Reading | 12 annotated sources