Performing well in negotiation competitions requires thorough and systematic preparation. Many participating teams start the preparation process weeks, if not months before the competition. The preparation process typically includes booking coaching sessions, attending negotiation trainings and seminars, reading negotiation books and practicing with suitable roleplays.
Our book The Negotiation Challenge: How to Win Negotiation Competitions includes a set of competition-tested negotiation simulations together with a detailed debriefings, description of the competition structure, and judging criteria.
A reading list of the potential participants of negotiation competitions should include the following positions:
Textbooks
- Negotiation by Roy J Lewicki, David M Saunders, Bruce Barry
- Essentials of Negotiation by Roy J Lewicki, David M Saunders, Bruce Barry
- The Mind and the Heart of the Negotiator by Leigh Thompson
Classics
- Getting to Yes: Negotiating an agreement without giving in by Roger Fisher, William Ury, Bruce Patton
- Getting Past No: Negotiating in Difficult Situations by William Ury
- The Power of a Positive No: How to Say No and Still Get to Yes by William Ury
- Difficult Conversations: How to Discuss What Matters Most by Douglas Stone, Bruce Patton, Sheila Heen
- The Art and Science of Negotiation by Howard Raifa
- Negotiation Analysis: The Science and Art of Collaborative Decision Making by Howard Raifa
- Negotiating Rationally by Max H. Bazerman, Margaret Neale
On Emotions
- Beyond Reason: Using Emotions as You Negotiate by Roger Fisher, Daniel Shapiro
- Negotiating the Nonnegotiable: How to Resolve Your Most Emotionally Charged Conflicts by Daniel Shapiro
Further Readings
- Never Split the Difference: Negotiating as if Your Life Depended on It by Chris Voss
- Negotiating the Impossible: How to Break Deadlocks and Resolve Ugly Conflicts (without Money or Muscle) by Deepak Malhotra
- The Art of Negotiation: How to Improvise Agreement in a Chaotic World by Michael Wheeler
- The Negotiation Book: Your Definitive Guide to Successful Negotiating by Steve Gates
- Bargaining with the Devil: When to Negotiate, When to Fight by Robert Mnooking
- Negotiation Genius: How to Overcome Obstacles and Achieve Brilliant Results at the Bargaining Table and Beyond by Deepak Malhotra, Max Bazerman