APPENDIX D
Further Reading
Melanie Billings-Yun, Beyond Dealmaking: Five Steps to Negotiating Profitable Relationships (San Francisco: Jossey-Bass, 2010). Filled with real-life examples of negotiations that have gone right and wrong, this book shows the author’s view of how fairness, honesty, empathy, flexibility, and mutual problem solving lead to sustainable success. Dr. Billings-Yun has spent the past 20 years assisting international businesses, nongovernmental organizations, and public agencies with negotiations. This book does not include the negotiation strategies of the world’s greatest dealmaker, Warren Buffett.
James Pickens, The Art of Closing Any Deal (New York: Business Plus, 2003). This book could more accurately be titled “How to ...
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