HomeAFNCResearch and Publications


Negotiation: Harvard Business Essentials, Boston, MA: Harvard Business School Publishing Corporation, 2003
ISBN: 978-1-59139-111-1
This book provides the basics of negotiation and gives a clear overview on how to prepare for any situation that involves negotiation. Shares a correct process of negotiation and practical ways to win.
Fisher, Roger and William Ury, Getting to Yes: Negotiating Agreement Without Giving In. New York: Penguin Books, 1991
ISBN: 0-395-31757-6
Getting nasty. Getting taken. You don't have to choose. There is a better way. This book presents a clear, concise, and proven method of negotiation - a method that will ring true your experience and your deepest common sense.
Cohen, Raymond Negotiating Across Cultures: International Communication in an Interdependent World. United States Institute of Peace Press, Washington D.C., 2007.
ISBN: 1-878379-72-0
This edition explores how cultural factors have affected U.S. dealings with Japan, China, Egypt, India and Mexico. Cohen demonstrates two quite different models of negotiation: a predominantly verbal "low context" style and a "high context" style.
Eisen, Stefan Jr. Practical Guide to Negotiating in the Military (2nd Edition)
This guides outlines and provides frameworks for assessing and using five essential negotiating strategies tailored to the military community. Each has its strengths and weaknesses. By understanding these five strategies, you can evaluate the situation and select the most appropriate strategy.
Moore, Christopher W. and Peter J. Woodrow. Handbook of Global and Multicultural Negotiation. Jossey-Bass, San Francisco, CA, 2010
ISBN: 978-0-470-44095-7
This is a comprehensive resource that offers a wealth of in-depth advice and proven stratgies for conducting effective cross-cultural negotiations.
Cialdini, Robert B. Influence: Science and Practice, Pearson Education, Inc., 2008
ISBN: 978-0205-60999-4
What factors cause someone to say yes? And which techniques most effectiviely use these factors to bring about such compliance? In this book, Cialdini examines the science and practice of persuasion and compliance.
Bazerman, Max H. and Margaret A. Neale Negotiating Rationally. New York: The Free Press, 1993.
ISBN: 978-0-02-901986-3
Think of all the times you negotiate. What could be more central to business than negotiation? And what could be more central to business that negotiation? And what could be more central to successful negotiation that casting off you illusions about it and, hencefort, negotiating rationally and effectively? This book teaches you how to do just that.

Voss, Chris with Tahl Raz, Never Split the Difference Broadway, New York:  HarperCollins Publisher, 2016.
ISBN:  0062407813
A former FBI top hostage negotiator's field-tested tools for talking anyone into (or out of) just about anything -- Negotiating as if your life depended on it.

Cabine, Oliva Fox, The Charisma Myth, New York, NY:  Penguin Group, 2012.
ISBN:  1591845947
How to improve one's persuasive abilities, sharing tools originaaly deveolped for Harvard and MIT students to explain the fundamental components of charisma, what it really is and how it works.

Shapiro, Daniel, Negotiating The Nonnegoatiable, New York, NY:  Penguin Random House LLC, 2016. 
ISBN:  1101626968
What drives humans to engage in destrutive conflict?  Are we psychologically predisposed to repeat the same dynamics again and again -- despite the often calamitous results? And how can we resolve emotionally charged conflicts when our most cherished beliefs and values are at stake?
  Diamond, Stuart, Getting More, New York, NY:  Crown Publishing Group, Random House, 2010.
ISBN:  0307716910
How to negotiate to achieve your goals in the real world - the 12 invisible strategies that change everything you thought you knew about negotiating.  The book starts with the principle that you can get more.  No matter who you are, no matter what your personality, you can learn to be a better negotiator. You can get more.

Shell, G. Richard and Mario Moussa, The Art of Woo, New York, NY:  Penguin Group, 2007. 
ISBN:  1591841763
Explains that the selling of ideas is a matter of encouraging others to share one's beliefs in a guide for salespeople that invites reasers to self-assess their persuasion personality and build on natral strengths.

Berger, Jonah, Invisible Influence, New York, NY:  Simon & Schuster, 2016.
ISBN:  1476759758
Whether you want to influence others, make smarter decisions, or just better understand the mystery that is human behavior, this book will show you how. 

Covey, Stephen M.R., The Speed of Trust, New York, NY:  Free Press, Simon & Schuster, 2006.
ISBN:  1847392717
This book challenges our age-old assumption that trust is merely a soft, social virtue and instead demostrates that it is a hard-edged, economic driver -- a learnable and measureable skill that makes organizations more profitable, people more promotable and relationships more energizing.

Foster, Jody J. MD., with Michelle Joy M.D., The Schmuck in My Office, New York, NY: St. Martin's Press, 2017.
ISBN:  125007567X
Everyone has a "schmuck" in their office -- a dificult, disruptive person who upsets the workplace, confuses coworkers and causes concern. It's hard to understand why they do what they do, but one thing is certain -- they seem to come in all shapes and sizes.

Naim, Moises, The End of Power, New York. NY: Basic Books, Perseus Books Group, 2013.
ISBN:  0465265686
We know that power is shifting... But power is not merely shifting and dispersing.  It is also decaying.  Those in power today are more constrianed in what they can do with it and more at risk of losing it than ever before.

Vedantam, Shanker, The Hidden Brain, New York, NY, Random House, 2010.
ISBN:  0385525214
Most of us agree that there is a clear connection between the things we believe and the way we behave. But what if our actions are driven, not by our conscious values and beliefs, but by hidden motivations we're not even aware of?
  Wheeler, Michael The Art of Negotiation: How to Improvise Agreement in a Chaotic World, Simon & Schuster, Inc. 2013.
ISBN:  978-1-4516-9042-2
Shows how master negotiators thrive in the face of chaos and uncertainty. They don't trap themselves with rigid plans. Instead they understand negotiation as a process of exploration that demands ongoing learning, adapting and influencing. Their agility enables them to reach agreement when others would be stalemated.
  Goodwin, Deborah, The Military and Negotiation The Role of the Soldier - Diplomat
ISBN:  0415379008
An investigation of the role of the modern soldier-diplomat and the nature of military negotiation in comparison with negotiation in other contexts.  An analysis of the role of the military in current operations as negotiators and liaison worker in the field analysis.

Dispute Resolution
Ware, Stephen, Alternative Dispute Resolution, West Academic Publishing, 2016.
ISBN:  1634595742
Provides a clear and reliable statement of the law and concepts central to ADR (arbitration, negotiation, mediation, and other processes). Its thorough coverage of arbitration law renders this challenging and rapidly-changing body of statutes and case law accessible to the student or lawyer. The chapters on negotiation and mediation treat the subjects from the perspectives of theory, practice, and legal doctrine.
Acland, Andrew Floyer, A Sudden Outbreak of Common Sense, Random Century South Africa, Bergvlei, South Africa, 2012.
ISBN:  0-09-174611-6
Conflict is a fact of life. What really matters is how we deal with it.  Do we go to law - or to war - to resolve our differences with others? Or do we find other means to deal with our disputes:  means which are quicker, cheaper, and less corrosive of our nerves, relationships and resources?
  Betancourt, Julio Cesar and Crook, Jason A., Alternative Dispute Resolution, Author House UK Ltd., Bloomington, IN 2014.
ISBN:  149188665X
The various developments and changes in the field of arbitration, coupled with the large sums and important issues which are so often at stake in them, mean that a new book providing a comprehensive overview on the topic from an authoritative source is not merely very welcome: it is positively needed by professionals involved in arbitration and their clients.

Beer, Jennifer E. and Packard, Caroline C. with Stief, Eileen, The Mediator's Handbook, New Society Publishers 2012.
ISBN:  1634595742
The popular Mediator's Handbook presents a time-tested, adaptable model for helping people work through conflict. Extensively revised to incorporate recent practice and thinking, the accessible manual format lays out a clear structure for new and occasional mediators, while offering a detailed, nuanced resource for professionals.

Conflict Management 
Blank, Stephen J., et al., Conflict, Culture & History, Air University Press 1993.
ISBN:  1-585660434
Five specialists examine the historical relationship of culture and conflict in various regional societies. The authors use Adda B. Bozeman's theories on conflict and culture as the basis for their analyses of the causes, nature, and conduct of war and conflict. The authors conclude that non-Western cultures and societies do not reject war but look at violence and conflict as a normal and legitimate aspect of socio-political behavior.
Muldoon, Brian, The Heart of Conflict, G.P. Putnam's Sons 1996.
ISBN:  0-399-14180-4
Offers a practical method to move through the stages of conflict common to all human situations, from business to the bedroom, and resolve it, through the use of four strategies--containment, confrontation, compassion, and collaboration.

Kheel, Theodore W., The Keys to Conflict Resolution, Four WallsEight Windows/Turnaround 1999.
ISBN:  1-56858-134-3
What do the NFL, the A.F.L.-C.I.O., and the U.S. government have in common? All have been clients of Theodore Kheel. Here, the master mediator describes the ten commandments for negotiators and shows how applying a soft touch produces results in any situation.
Harvard Business Review on Negotiation and Conflict Resolution, Harvard Business School Press 2000.
ISBN:  1-57851-236-0
This title presents leading minds and landmark ideas in an easily accessible format. From the pre-eminent thinkers whose work has defined an entire field to the rising stars who will redefine the way we think about business, "The Harvard Business Review Paperback Series" delivers the fundamental information today's professionals need to stay competitive in a fast-moving world.

AFNC Research 
In 2011, NCE Researcher, Danni Kukwa, conducted a detailed review of current negotiation related articles including the POM Negotiation Journals. Similar to an annotated bibliography this research details the highlights of current and relevant works on negotiation issues.
HLR Negotiations Journal 

In 2012 the AFNC created a list capturing many of the terms used during AFNC coursework and research. The list is a "work in progress" and can be updated by contacting AFNC via email.  

AFNC Terms List 

See also the AFNC Annotated Bibliography

AFNC Student Resources 
Materials for Air University students

Academic Year 2019 (AY19) Term 1 and Term 2 Electives Material.  
Practical Guide to Negotiating in the Military 
Critical Thinking: What It Is and Why It Counts 

AU Research 

Research is a critical part of the Air University and its professional military education schools. Students and Faculty have examined many areas of negotiation.

AU Student Research
The AFNC teaches several negotiation electives at Air University. Students prepare critical book analysis and case studies as part of the courses. Several reviews are posted here.  These papers are academic works and are the opinion of the authors and are not an official view of the United States Air Force or the U.S. Government. Reviews are posted with the permission of the student.

  Air War College student class of 2012, Lt Colonel Kincaid's review of Influence: Science and Practice by Robert B. Cialdini.  Recommended reading for anyone conducting negotiations.
  Air War College student class of 2012, Col Sean DeWitt's review of Guerrilla Negotiating - Unconventional Weapons and Tactics to Get What You Want.  This work is business focused and not recommended for the military negotiator.
  Air Command and Staff College student class of 2012, Major Amanda Krbec's review of Chinese Negotiating Behavior by Richard H. Solomon.  Recommended reading for those engaging in diplomatic or business negotiations in China.
  Air Command and Staff College student class of 2012, Major Toni Whaley's review of Negotiating Rationally by M.H. Bazerman and M.A. Neale.  Recommended as easy reading to understand general negotiation practices.

Air Command and Staff College student class of 2012, from the US State Department, Mr. Shawn Sherlock's review of The Art of Crossing Cultures by Craig Storti.  Recommended reading for general information on cross-cultural competence and for those traveling abroad.
  Air Command and Staff College International student class of 2012, from the Ugandan Air Force, Major David Twinomunjuni's review of Negotiating on the Edge: North Korean Negotiating Behavior by Scott Snyder. Recommended reading for a better understanding of the history of negotiations with North Korea.
  Air Command and Staff College student class of 2012, Major Micah Bell's review of Harvard Business Review on Negotiation and Conflict Resolution. Not recommended for the general military reader, but recommended for leaders specifically working on business style negotiations.
  Air Command and Staff College student class of 2015, Major Ben Youngquist's research on the cross-cultural perspectives impacting the Ukrainian ceasefire negotiations. Recommended reading for those engaging in diplomatic negotiations or interested in the impact of culture on strategic negotiations.
   Afghanistan Wheel of Culture The AFNC uses several models in its cross-cultural discussions. One of these models is the Davies and Kaufman Wheel of Culture Map. Air Command and Staff College student, Major Brian Anderson, developed this Afghanistan Wheel of Culture as part of his cross-culture negotiation case study research.