Noa Sheer's Negotiation Reading List

One of the questions I get most often from clients, students and colleagues is which books I recommend to sharpen negotiation skills. Not just the standard textbooks, but the kind of reading that refines how we think, plan, speak and respond across high stakes deals or everyday conversations.

This list blends core negotiation classics, valuable insights for women negotiators, and adjacent literature in economics, psychology and rhetoric that broaden a negotiator’s perspective. Each title has earned its place through practical impact and academic depth. Some of these come from the Harvard PON recommendation list and some from my shelf at home. All are vetted for good quality reading. 

Warning: This is not a comprehensive list…only the beginning. 

Negotiation Strategy and Skills

  • Effective Negotiation: From Research to Results – Ray Fells and Noa Sheer
     (Is it biased to start with your own title?) A research grounded framework for strategic planning, deadlock resolution and value creation. The groundwork for my Sheer Negotiation Model.

  • Negotiation Genius – Deepak Malhotra and Max H. Bazerman
    Merges empirical research with real-world cases to help you negotiate confidently, even from a weak position.

  • Never Split the Difference – Chris Voss
    A former FBI negotiator shares field-tested techniques for high pressure agreements. Note these are tactics only, and lack a framework for strategy.

  • 3D Negotiation – David Lax and James K. Sebenius
     Introduces a three dimensional approach that starts with the setup and deal design before the table.

  • The First Move – Alain Lempereur and Aurélien Colson
    A values based manual on preparation and building rapport from the outset.

  • Negotiating the Impossible – Deepak Malhotra
    Offers strategies for resolving deadlocks and high tension situations without pressure or leverage.

  • Bargaining with the Devil – Robert Mnookin
    Guides deciding when to engage with difficult counterparts and when to walk away.

  • Dealmaking – Guhan Subramanian
    Examines negotiation and auctions in complex competitive environments.

  • Good for You, Great for Me – Lawrence Susskind
    Strategies for value creation that benefit both parties without sacrificing your share.

  • The Book of Real World Negotiations – Joshua N. Weiss
    Twenty five case studies drawn from business, public sector and daily life.

  • The Art of Negotiation – Michael Wheeler
    A guide to improvisational thinking drawn from jazz, sport and theatre.

  • Negotiation – Roy Lewicki, Bruce Barry and David Saunders
    Clear explanation of integrative versus distributive approaches in negotiation.

Influence, Persuasion and Communication

  • Influence – Robert Cialdini
    Six fundamental principles that drive human decision making.

  • The Power of Noticing – Max H. Bazerman
    How attention to details gives you negotiation advantage.

  • Thanks for the Feedback – Douglas Stone and Sheila Heen
    Teaches receiving feedback well—a key negotiation skill.

  • Difficult Conversations – Stone, Patton and Heen
    A guide for handling emotional and high stakes discussions.

  • Language Intelligence – Joyce Romm
    Explores how phrasing and framing shape understanding and persuasion.

  • The Trusted Advisor – Maister, Green and Galford
    Focuses on building influence through trust and authenticity.

  • Influence Without Authority – Cohen and Bradford
    Techniques for leading without formal positional power.

  • Thinking Fast and Slow – Daniel Kahneman
    Explains cognitive biases that affect decision making.

  • Predictably Irrational – Dan Ariely
    Demonstrates behavioural quirks like anchoring that skew reasoning.

Negotiation for Women and Internal Negotiation

  • Women Don’t Ask – Linda Babcock and Sara Laschever
    Delves into why women often under‑negotiate and how to reclaim negotiation space.

  • Negotiating at Work – Deborah Kolb and Jessica Porter
     Practical strategies for negotiating opportunities, flexibility, recognition and promotions.

  • Real Leaders Negotiate – Jeswald W. Salacuse
    Connects negotiation with leadership effectiveness and organisational politics.

  • Negotiating Life – Jeswald W. Salacuse
    Demonstrates negotiation strategies for both personal and professional contexts.

Emotional Intelligence and Deep Conflict

  • Negotiating the Nonnegotiable – Daniel Shapiro
    Framework for resolving identity driven and emotional conflicts.

  • Getting to Yes with Yourself – William Ury
     A seven‑step process to align yourself before negotiating with others.

  • Better, Not Perfect – Max H. Bazerman
    Decision theory meets ethics for sustainable negotiation choices.

Competitive Tactics and Power Dynamics

  • Secrets of Power Negotiating – Roger Dawson
    Classic tactics for competitive, distributive negotiations.

  • The 48 Laws of Power – Robert Greene
    A historical analysis of power dynamics and influence without apology.


This list is not for passive reading. Use it. Debate with it. Take notes in the margins. Try the ideas in your next negotiation.

And of course, if you would like recommendations tailored to your role or context or if you want to know what I am reading next feel free to book a call with me via this link Book a Meeting

Warmly,
Noa



Noa Sheer