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Reference Materials

There are dozens of outstanding resources available to help you continue your negotiation training. While there is no substitute for real life practice, these reference materials will help keep you on the right track for years to come.

Getting to Yes by Roger Fisher and William Ury
Influence, Science and Practice by Robert B. Cialdini
Metaphorically Selling by Anne Miller
Bargaining for Advantage, Negotiation Strategies for Reasonable People by G. Richard Shell
The Mind and Heart of the Negotiator, Third Edition by Leigh L. Thompson
Create a Great Deal by Tim Burrell
The Truth About Negotiations by Leigh Thompson
The Psychology of Persuasion by Kevin Hogan
Yes! 50 Scientifically Proven Ways to Be Persuasive by Noah Goldstein, Steve J. Martin, and Robert Cialdini
Beyond Reason, Using Emotions as You Negotiate by Roger Fisher and Daniel Shapiro
3D Negotiation by David A. Lax and James K. Sebenius
3 Steps to Yes by Gene Bedell
A Woman’s Guide to Successful Negotiating, how to Convince, Collaborate, & Create Your Way to Agreement by Lee E. Miller and Jessica Miller
Beyond Winning by Robert H. Mnookin
Blue Ocean Strategy by W. Chan Kim & Renee Mauborgne
Changing Minds, The Art and Science of Changing Our Own and Other People’s Minds by Howard Gardner
Closing the Deal, Negotiation Strategies for Real Estate Sales Success Compiled by Leigh Ronald Grossman with Expert Real Estate Negotiators Ralph Tamper, Ed Farthing, Pat Farthing, and Russ Hicks
Competitive Debate by Richard E. Edwards
Differentiate or Die: Survival in Our Era of Killer Competition by Jack Trout
Done Deal by Michael Benoliel, Ed.D
Essential Guide to Real Estate Contracts by Mark Warda
Essentials of Negotiation, Third Edition by Roy J. Lewicki, David M. Saunders, Bruce Barry, and John W. Minton
Gain the Edge by Martin E. Latz
Get Anyone to Do Anything and Never Feel Powerless Again by David J. Lieberman, Ph.D.
Getting Past NO by William Ury
Getting Ready to Negotiate (The Getting To Yes Workbook-A Step by-Step guide to Preparing for Any Negotiation) by Roger Fisher & Danny Ertel
Getting Together – Building Relationships As We Negotiate by Roger Fisher & Scott Brown
Global Negotiation The New Rules by William Hernandez Requejo and John L. Graham
Harvard Business Review on Negotiation and Conflict Resolution
Harvard Business Review on The Persuasive Leader by Harvard Business Press
How to Become a Power Agent in Real Estate, A Top Industry Trainer Explains
How to Double Your Income in 12 Months by Darryl Davis
How to List & Sell Real Estate, Executing New Basics for Higher Profits by Danielle Kennedy with Warren Jamison
How to Make Your REALTOR® Get You the Best Deal, Arizona Edition by Jenny Pradler & Ken Deshaies
How to Master the Art of Listing & Selling REAL ESTATE by Tom Hopkins
How to Negotiate Like a Child, Unleash the Little Monster Within to Get EVERYTHING You Want by Bill Adler, Jr.
How to Win Every Argument by Nicholas Capaldi
How to Win Friends and Influence People by Dale Carnegie
How We Decide by Johah Lehrer
Influencing Through Argument by Robert Huber and Alfred C. Snider
Influencer by Kerry Patterson, Joseph Grenny, David Maxfield, Ron McMillan, and Al Switzler
In the Line of Fire by Jerry Weissman
Jack, You’re Fired! by Jack Perry
Jeffrey Gitomer’s Little Green Book of Getting Your Way by Jeffrey Gitomer
Just Listen by Mark Goulston
Keep Negotiating by John Hamilton
Kiss, Bow, or Shake Hands by Terri Morrison, Wayne A. Conaway, and George Borden
Mastering Business NEGOTIATION, A Working Guide to Making Deals & Resolving Conflict by Roy J. Lewicki & Alexander Hiam
Mastering the Game by Dr. Kerry L. Johnson
Negotiate to Win by Jim Thomas
Negotiate Your Way to Riches by Peter Wink
Negotiating Across Cultures by Raymond Cohen
Negotiating Globally by Jeanne M. Brett
Negotiating Outcomes by Harvard Business School Press
Negotiating Rationally by Max H. Bazerman and Margaret A. Neale
Negotiating With Giants by Peter D. Johnston
Negotiation by Harvard Business Essentials
Negotiation Analysis, The Science and Art of Collaborative Decision Making by Howard Raiffa with John Richardson and David Metcalfe
Negotiation Genius by Deepak Malhotra and Max H. Bazerman
Negotiation, Readings, Exercises, and Cases by Roy J. Lewicki, Bruce Barry, and David M. Saunders
Negotiation Theory and Research by Leigh L. Thompson
Negotiate to Win, How to Get the Best Deal Every Time! by Jim Thomas
Negotiate Your Way to Riches, How to Convince Others to Give You What You Want by Peter Wink
Ninja Selling by Larry Kendall
Power, Influence, and Persuasion by Harvard Business Essentials
Pros and Cons by Trevor Sather
Purple Cow by Seth Godin
Reading People by Jo-Ellan Dimitrius and Mark Mazzarella
Real Estate Dealmaking, A Property Investor’s Guide to NEGOTIATING by George F. Donahue
Rethinking Negotiation Teaching by Christopher Honeyman, James Coben, and Giuseppe De Palo
Secrets of Winning the Real Estate Negotiation Game by Seth G. Weissman and Ned Blumenthal
Selling Real Estate Services by Robert A. Potter
The Answer by John Assaraf & Murray Smith
The Complete Guide to Buying and Selling Apartment Buildings by Steve Berges
The Definitive Book of Body Language by Aland and Barbara Pease
The Eight Essential Steps to Conflict Resolution by Dudley Weeks
The Elements of Persuasion by Richard Maxwell and Robert Dickman
The Evolution of Cooperation by Robert Axelrod
The Handbook of Conflict Resolution by Morton Deutsch, Peter T. Coleman & Eric C. Marcus
The Negotiation Fieldbook by Grande Lum
The Negotiator’s Fieldbook by Andrea Kupfer Schneider and Christopher Honeyman
The Only Negotiating Guide You’ll Ever Need by Peter B. Stark and Jane Flaherty
The Power of a Positive No by William Ury
The Science of Influence: How to Get Anyone to Say Yes in 8 Minutes or Less by Kevin Hogan
Tips & Traps When Negotiating Real Estate by Robert Irwin
Trump Strategies for Real Estate, Billionaire Lessons for the Small Investor by George H. Ross
Trust in the Balance by Robert Bruce Shaw
Winning Negotiations That Preserve Relationships by Harvard Business School Press
Winning Without Intimidation by Bob Burg
Zig Ziglar’s Secrets of Closing the Sale by Zig Ziglar

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