The Negotiator's Pocketbook
Patrick Forsyth, Management Pocketbooks £6.99
This slim volume takes a very simple approach to the essentials of negotiating, providing bullet-point tips rather than substantial analysis. A useful checklist for experienced negotiators but less confident readers may need more guidance.*
Negotiating Skills for Business
Elizabeth Christopher, Kogan Page £7.99
A sophisticated and intelligent guide which highlights the importance of 'individual negotiating style', and looks at the difficulties facing negotiators in international business. Will help any negotiator understand how to get the right results.***
Getting to Yes
Roger Fisher, William Ury and Bruce Patton, Arrow Business Books £7.99
One of the few 'management classics' worthy of the name. Getting to Yes offers simple and persuasive advice such as: 'separate the people from the problem'; and 'be both firm and open'.**
*** best of its kind
** could be useful
* of minor interest
none: avoid.
