INFLUENCE, PERSUASION, AND NEGOTIATION BIBLIOGRAPHY

Scope:

This guide is a starting point for finding information on influence, persuasion, and negotiation. It includes citations of resources available at the library or on the Web (e.g. books, journal articles, videos). This guide will be updated periodically and suggestions are welcome.

• Books
• Electronic Books
• Full Text Journals
• Video Recordings

Books:

Power, influence, and persuasion : sell your ideas and make things happen. Boston : Harvard Business School Press, 2005.
Call number: HM 1256 P887

The essentials of negotiation. Boston : Harvard Business School Press, 2005.
Call number: HD 58.6 E78

Winning negotiations that preserve relationships. Boston : Harvard Business School Press, 2004.
Call number: HD 58.6 W776

Ellis, Dave. Comment amener les autres à penser comme vous. Outremont : Les Éditions Québécor, 2001.
Call number: BF 637 P4 E47

Maddux, Robert B. Devenez un négociateur qui gagne : stratégies et tactiques efficaces pour jouer "gagnant". Noisiel : Presses du Management, 1990.
Call number: HF 5549 A3 no.1 1990

Nothstine, William L. L'art de la persuasion : manuel des stratégies et des techniques. Montréal : Éditions Agence D'Arc; Noisiel : Presses du management, 1990.
Call number: HF 5549 A3 no.5 1990

Samson, Alain. Persuadez pour mieux négocier. Montréal : Les Éditions Transcontiental, 2003.
Call number: BS 637 N4 S193

Standford, Joseph. Negotiation : redefining success. Ottawa : Canadian Centre for Management Development, 1994.
Call number: JL 111 N4 S784

Thomas, Jane. Guide to managerial persuasion and influence. Upper Saddle River : Pearson Prentice Hall, 2004.
Call number: HD 30.3 T458

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Electronic Books (available at www.netlibrary.com):

Harvard business review on negotiation and conflict resolution. Boston : Harvard Business School Press, 2000. Full Text

Aubuchon, Norbert. The anatomy of persuasion. New York : AMACOM Books, 1997. Full Text

Bowden, John. Making effective speeches : how to motivate and persuade in every business situation. Oxford : How To Books, Ltd., 1998. Full Text

Dawson, Roger. Secrets of power negotiating : inside secrets from a master negotiator. Franklin Lakes : The Career Press, 1999. Full Text

Forsyth, Patrick. Conducting effective negotiations : how to get the deal you want. Plymouth : How To Books, Ltd., 1997. Full Text

Hook, John R. The agile manager's guide to influencing people. Bristol : Velocity Business Publishing, 1999. Full Text

Patterson, James G. How to become a better negotiator. New York : AMACOM Books, 1996. Full Text

Tingley, Judith C. The power of indirect influence. New York : AMACOM Books, 2001. Full Text

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Full Text Journals

Negotiation (2003-)

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Video Recordings:

Powerful ways to persuade people. Alexandria : Briefings Publishing Group, 1998.
Call number: HF 5549.5 C6 P887

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