Documentation

1

Reference Works

  • Sun TzuEl Arte De La Guerra , S Iv Ac
  • AristoteRetorica, S Iv Ac
  • Maquiavel, NicolasLe Prince, 1513
  • Descartes, ReneDiscours De La Methode, 1637
  • Richelieu, Armand Jean Du PlessisTestament Politique (chapitre 6), 1688
  • Von Clausewitz, CarlVom Kriege (on War), 1832

2

Basic works

  • Hotman De Villiers, JeanDe La Charge Et Dignité De L’ambassadeur, 1603
  • Wicquefort, Abraham DeL’ambassadeur Et Ses Fonctions, La Hague1681
  • Pecquet, AntoineDiscours Sur L’art De Negocier (ou De L’art De Negocier Avec Les Souverains), 1737
  • Cailleres, François DeDe La Maniere De Negotier Avec Les Souverains (Ou L’art De Negocier Sous Louis Xiv), Ed Brunet Paris, 1716
  • Rousseau De Chamoy, LouisL’idee Du Parfait Ambassadeur, 1692

3

Contemporary books

  • Bazerman, Max, And Margaret NealeNegotiating Rationally, New York Free Press 1992
  • Camp, JimStart With No New York: Crown 2002
  • Lax, David And James K SebeniusThe Manager As Negotiator, New York Free Pres 1986
  • Alain LempereurThe First Move. A Negotiator’s Companion, 2010
  • Mnookin, Robert, Peppet, Scott, Tulumello, AndrewBeyond Winning: Negotiating To Create Value In Deals And Disputes,
    Harvard University Press 2000
  • Mnookin, Robert, Susskind LawrenceNegotiating On Behalf Of Others, Sage Publications 1999
  • MnookinBargaining With The Devil; When To Negotiate When To Fight, 2010
  • Howard RaiffaArt And Science Of Negotiation, 1982
  • Leonhard L. RiskinDispute Resolution And Lawyers (4d Ed. 2009)
  • Jeswald SalacuseLeading Leaders, 2005
  • Richard ShellBargaining For Advantage, (Penguin Books, 1999)
  • Douglas Stone, Bruce Patton Et Sheila HeenDifficult Conversations, 1999
  • Lawrence SusskindBreaking Roberts’ Rules, 2006
  • Michael WatkinsNegotiation, (Harvard Business School Press, 2003)
  • Fischer, Roger, UryGetting To Yes, (2d Penguin Books, 1991)
  • Lempereur, ColsonMethode De Negociaton

4

Contemporary articles

  • Conger, JayThe Necessary Art Of Persuasion, Harvard Business Review 2000
  • Ertel DannyTurning Negotiation Into A Corporate Capability, Harvard Business Review 2000
  • Harvard Business School PublishingHow To Get What You Want”, Harvard Management Communication Letter, March 2000
  • Kolb, Deborah, Williams, JudithBreakthrough Bargaining, Harvard Business Review 2001
  • Sebenius James“Six Habits Of Merely Effective Negotiators” Harvard Business Review 2002
  • Shell, Richard“When Is It Legal To Lie In Negotiations”, Sloan Management Review 32, N°3, 1991
  • Williams, Moncy J.Don’t Avoid Conflicts, Manage Them”, Harvard Management July 1997

5

Magazines

  • Harvard Business School PublishingHarvard Business Review On Negotiation And Conflict Resolution, Boston: Harvard Business School Publishing, 1999
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