以下为该课程的相关阅读资料清单：
Below is the list of readings included in the course:

1. 〈谈判的敲定和首次出价〉，《哈佛商业学院案例》，案例号9-895-070，哈佛商学院出版社出版。
   "Anchoring & First Offers in Negotiation," Harvard Business School Cases, Case# 9-895-070, Harvard Business School Publishing.
   
   
2. 〈决胜在未来：权变合同的优势〉，《哈佛商业学院案例》，案例号99501，哈佛商学院出版社出版。
   "Betting on the Future: The Virtues of Contingent Contracts," Harvard Business School Cases, Case# 99501, Harvard Business School Publishing.
   
   
3. 〈威尔士水厂（1）〉，《哈佛商业学院案例》，案例号9-895-040，哈佛商学院出版社出版。
   "Welsh Water (A)," Harvard Business School Cases, Case# 9-895-040, Harvard Business School Publishing.
   
   
4. 〈不择手段〉，《哈佛商业学院案例》，案例号9-895-013，哈佛商学院出版社出版。
   "Wheeling and Dealing," Harvard Business School Cases, Case# 9-895-013, Harvard Business School Publishing.
   
   
5. 〈威尔士水厂（2）〉，《哈佛商业学院案例》，案例号9-895-041，哈佛商学院出版社出版。
   "Welsh Water (B)," Harvard Business School Cases, Case# 9-895-041, Harvard Business School Publishing.
   
   
6. 〈威尔士水厂（3）〉，《哈佛商业学院案例》，案例号9-895-042，哈佛商学院出版社出版。
   "Welsh Water (C)," Harvard Business School Cases, Case# 9-895-042, Harvard Business School Publishing.
   
   
7. 〈威尔士水厂（4）〉，《哈佛商业学院案例》，案例号9-895-043，哈佛商学院出版社出版。
   "Welsh Water (D)," Harvard Business School Cases, Case# 9-895-043, Harvard Business School Publishing.
   
   
8. 〈威尔士水厂（5）〉，《哈佛商业学院案例》，案例号9-895-044，哈佛商学院出版社出版。
   "Welsh Water (E)," Harvard Business School Cases, Case# 9-895-044, Harvard Business School Publishing.
   
   
9. 〈盐港(上)〉，《哈佛商业学院案例》，案例号9-895-077，哈佛商学院出版社出版。
   "Salt Harbor (A)," Harvard Business School Cases, Case# 9-800-077, Harvard Business School Publishing.
   
   
10. 〈盐港(下)〉，《哈佛商业学院案例》，案例号9-895-078，哈佛商学院出版社出版。
    "Salt Harbor (B)," Harvard Business School Cases, Case# 9-800-078, Harvard Business School Publishing.
    
    
11. 〈高效谈判的六大习惯〉，《哈佛商业学院案例》，案例号R0104E，哈佛商学院出版社出版。
    "Six Habits of Highly Effective Negotiations," Harvard Business School Cases, Case# R0104E, Harvard Business School Publishing.
    
    
12. 〈Atlantis聚丙烯：Atlantis之机密指示〉，《哈佛商业学院案例》，案例号9-801-262，哈佛商学院出版社出版。
    "Atlantis Biorent : Confidential Instructions for Atlantis," Harvard Business School Cases, Case# 9-801-262, Harvard Business School Publishing.
    
    
13. 〈Atlantis聚丙烯：Biorent之机密指示〉，《哈佛商业学院案例》，案例号9-801-263，哈佛商学院出版社出版。
    "Atlantis Biorent: Confidential Instructions for Biorent," Harvard Business School Cases, Case# 9-801-263, Harvard Business School Publishing.
    
    
14. 〈Alphexo公司：机密的谈判信息〉，《哈佛商业学院案例》，案例号9-801-418，哈佛商学院出版社出版。
    "Alphexo Corporation: Confidential Negotiation Information," Harvard Business School Cases, Case# 9-801-418, Harvard Business School Publishing.
    
    
15. 〈Betonn公司：机密的谈判信息〉，《哈佛商业学院案例》，案例号9-801-419，哈佛商学院出版社出版。
    "Betonn Corporation: Confidential Negotiation Information," Harvard Business School Cases, Case# 9-801-419, Harvard Business School Publishing.
    
    
16. 〈Riggs-Vericomp(A)，Biggs工程的机密指示〉，《哈佛商业学院案例》，案例号9-801-096，哈佛商学院出版社出版。
    "Riggs-Vericomp (A), Confidential Instructions for Biggs Engineering," Harvard Business School Cases, Case# 9-801-096, Harvard Business School Publishing.
    
    
17. 〈Riggs-Vericomp(B)，Vericomp之机密指示〉，《哈佛商业学院案例》，案例号9-801-097,哈佛商学院出版社出版。
    "Riggs-Vericomp (B), Confidential Instructions for Vericomp," Harvard Business School Cases, Case# 9-801-097, Harvard Business School Publishing.
    
    
18. 〈Winemaster.com(A-1)，Winemaster之机密指示〉，《哈佛商业学院案例》，案例号9-800-249，哈佛商学院出版社出版。
    "Winemaster.com (A-1), Confidential Instructions for Winemaster," Harvard Business School Cases, Case# 9-800-249, Harvard Business School Publishing.
    
    
19. 〈Jessie Jumpshot (B-1)，波士顿专家〉，《哈佛商业学院案例》，案例号9-801-251，哈佛商学院出版社出版。
    "Jessie Jumpshot (B-1), Boston Sharks," Harvard Business School Cases, Case# 9-801-251, Harvard Business School Publishing.
    
    
20. 〈Jessie Jumpshot (B-2),，Jessie Jumpshot〉，《哈佛商业学院案例》，案例号9-801-252，哈佛商学院出版社出版。
    "Jessie Jumpshot (B-2), Jessie Jumpshot," Harvard Business School Cases, Case# 9-801-252, Harvard Business School Publishing.
    
    
21. 〈Jessie Jumpshot (B-3)，Jumpshot的代理〉，《哈佛商业学院案例》，案例号9-801-253，哈佛商学院出版社出版。
    "Jessie Jumpshot (B-3), Jumpshot's Agent," Harvard Business School Cases, Case# 9-801-253, Harvard Business School Publishing.
    
    
22. 〈Vignette的拍卖〉，《哈佛商业学院案例》，案例号9-902-070，哈佛商学院出版社出版。
    "Auction Vignette," Harvard Business School Cases, Case# 9-902-070, Harvard Business School Publishing.
    
    
23. 〈Cybersettle〉，《哈佛商业学院案例》，案例号9-902-158，哈佛商学院出版社出版。
    "Cybersettle," Harvard Business School Cases, Case# 9-902-158, Harvard Business School Publishing.
    
    
24. 〈商业就是一服骗人的处方药？〉，《哈佛商业学院案例》，案例号1-391-298，哈佛商学院出版社出版。
    "Is Business Bluffing Ethical?" Harvard Business School Cases, Case# 1-391-298, Harvard Business School Publishing.
    
    
25. Raiffa， Howard，《公平分配》第19章，《谈判的艺术与科学》，Belknap出版社/哈佛商学院+ 出版社出版，1982, 288-291。
    Raiffa, Howard, Ch. 19 in Fair Division, The Art and Science of Negotiation, Belknap Press / Harvard University Press, 1982, 288-291.
    
    
26. 必读读物
    Shell G., Richard，《何时在谈判中说谎是合法的？》，《史隆管理评论》，1991, 32(3), 93.
    Shell G., Richard, "When is it Legal to Lie in Negotiation?" Sloan Management Review, 1991, 32(3), 93.

Thompson,Leigh,《谈判者的心智》，Prentice-Hall出版,第二版,2000.
Thompson, Leigh, The Mind and Heart of the Negotiator, Prentice-Hall, Second Ed., 2000.

Raiffa,Howard，《谈判分析的讲座》哈佛大学法学院谈判训练课程，1998。
Raiffa, Howard, Lectures on Negotiation Analysis, Program on Negotiation at the Harvard Law School, 1998.

谈判的艺术不能够与谈判的科学分离，的确，我们将强调在谈判这门行当中艺术和科学是不可或缺的伙伴。然而，有了Excel这样容易使用的软件，结合上数学规划和理性地分析何谓公平，这将给我们一个机会去提升协商之舞的效率,。Raiffa's的讲座是为了介绍“.……能帮助合作的双方获得有效和公平结果的分析。”
The art cannot be separated from the science of negotiation and, indeed we shall emphasize art as an indispensable partner of science in the enterprise of negotiation. However, coupling easy to use software such as EXCEL, mathematical programming and a rational approach to reasoning about what is fair, opens a window of opportunity for improving the efficiency of the negotiation dance. Raiffa's lectures are an introduction to, "...analysis that can help cooperative parties find efficient and equitable outcomes."

Howard所说内容的重要性被我们多年来在“实验室”对谈判者的测试的经验加以突出。一次谈判包括许多复杂的问题，谈判者能找到双方接受的有效协议，而更多经常地，他们能达成协议。事后分析表明：事前正确准备，在谈判期间巧妙运用经过数学优化的方案，通常能达成各方更满意的成果。我将会使用这些观念评估你的表现并且综述课堂结果。因此，你应该阅读并了解Raiffa提出的主要观点。然而，你并不需要透过在计算机上计算来完成谈判练习。
The importance of what Howard has to say is highlighted by our experience with many years of "laboratory" testing of negotiators. In a negotiation that involves many complex issues, negotiators who do reach agreement, more often than not fail to find a jointly acceptable efficient agreement. Ex-post analysis shows that the right kind of preparation followed by skillful use of mathematical optimization during negotiation usually leads to a better outcome for all parties to the negotiation. I will use these ideas to evaluate your performance and summarize class results. You should therefore read and understand the principal ideas that Raiffa presents. However, you will not need to implement these ideas on a computer in order to complete the negotiation exercises.

Leigh Thompson的书易读且充满了关于如何谈判的有趣见解。包括很多关于如何准备的实际建议，该在谈判桌做什么以及怎样才是战略的创新。各章节的内容组织良好，内容完整。每章都有一个“外带”的段落来概括其内容。
Leigh Thompson's book is easy to read and chock full of interesting insights about how to negotiate. It is full of practical advice about how to prepare, what to do at the bargaining table and how to be strategically creative. Chapters are well organized and most are self-contained. A "Take-away" paragraph summarizes each chapter's lessons.

我们将会由〈谈判与心智〉的第1章开始，作为第一课的回顾补充读物。你的第二次作业将包括〈默许的谈判和社会困境〉的第11章，作为石油价格谈判的准备。
We will begin with Chapter 1, "Negotiation, The Mind and the Heart" as retrospective reading to complement the first class. Your second assignment will include reading Chapter 11 "Tacit Negotiations and Social Dilemmas" as preparation for negotiating oil prices.

Thompson著作的第2章为谈判的准备提供了有价值的建议。在第3、4章中包括在谈判桌上该做什么，怎样才能富有创造性，以及如何把饼作大，让每个人都能分一杯羹。当我们进行二方或多方谈判时，这些章节构成了你阅读作业的重点。谈判能力的来源将在第7章中讨论。“在谈判桌前该如何表现?”这个常见问题，在Thompson著作的第5章谈判方式的处理中会有论述。
Thompson's Chapter 2 offers valuable advice about preparation. What to do at the bargaining table and how to be creative and expand the pie for everyone are covered in Chapters 3 and 4. These chapters form the core of your reading assignments when we undertake two- and multi-party integrative negotiations. Sources of negotiating power are discussed in Chapter 7. The oft-asked question "How should I behave at the bargaining table?" is addressed in Thompson's Chapter 5 treatment of negotiating style.

Luce, R. Duncan和Howard Raiffa，《博弈与决策》，J. Wiley & Sons, 纽约， 1957.
Luce, R. Duncan and Howard Raiffa, Games and Decisions, J. Wiley & Sons, NY, 1957.

此书为出版至今的现代博奕论基础提供了极精彩的讨论。其他书会全面一些，并且涵盖了20年50年代后期尚未开发的主题。但是，它们都没有为基本假设提供更精炼和敏锐的非数学的评估和评论。同时，这些书都是不大容易读懂的。此书所说的是精确的，在论证中的例证合理且灵活熟练。
This book offers the most elegant discussion of the foundations of modern game theory published to date. Other books are more comprehensive and cover topics not yet developed in the late 50's, but none offer a more polished and penetrating non-mathematical evaluation and critique of basic assumptions. Few are as easily readable. Everything said is accurate and proofs where presented are sound and slickly done.

Fudenberg, Drew和Jean Tirole，《博奕论》，麻省理工学院出版社 , 1990。
Fudenberg, Drew and Jean Tirole, Game Theory, MIT Press, 1990.

此书是为那些想对大约1990年左右的博奕论、投标以及一些商谈问题有十分精确理解的人而写的。
This book is for those who wish a thorough mathematical treatment circa 1990 of game theory, bidding and some bargaining problems.

Binmore, Kenneth, 《乐趣与博奕》, Heath & Co., 1991.
Binmore, Kenneth, Fun and Games, Heath & Co., 1991.

此书在一个比其题目看来更高级更精确的水平，涵盖了很多零和及非零和博奕论、拍卖及其它相关主题的的出色讨论。
This book is full of nice discussions of zero and non-zero sum games, auctions and related topics at a more advanced mathematical level than its title suggests.

有关博奕论的著作浩如烟海。根据Fudenberg和Tirole Binmore的书，还有Binmore著作中的内容，有些特别内容会让你感兴趣。投标及拍卖也是一样。一些有关赢家艰难进程的深入分析也出现在这本优秀书籍的第16章。
The game theory literature is enormous. Follow the references in Fudenberg and Tirole and in Binmore for special topics that interest you. Do the same thing for bidding and auctions. Some pithy analysis of the winner's curse appears in Chapter 16 of the excellent book entitled

2、公平分配
II. Fair Division

对于那些想知道有关可分及不可分商品的公平分配分析法最新信息的同学，可以参看《公平分配：可分及不可分商品的分配程序》，作者Steven Brams 与 Alan Taylor，剑桥大学出版社（1996）《双赢解决方案：确保每个人都得到公平分配》，Norton & Co. (1999)它们提供了原则及方法的有力处理，并超出《谈判的艺术与科学》的讨论范围。作者在序言中说到，他们：
For those of you who wish to read the latest word on analytical methods for fair division of both divisible and indivisible goods, Fair Division: Procedures for Allocating Divisible and Indivisible Goods by Steven Brams and Alan Taylor, Cambridge University Press (1996) and The Win-Win Solution: Guaranteeing Fair Shares to Everybody, Norton & Co. (1999). They offer a vigorous treatment of principles and methods that goes beyond the discussion in The Art and Science of Negotiation. These authors state in the preface that they:

• 阐述了区分不同公平理念的特征
  set forth properties that characterize different notions of fairness;
• 提供了实现商品公平分配的按部就班的程序
  provide step-by-step procedures for obtaining a fair division of goods; and
• 使用现实生活中的情形举例说明
  illustrate with applications to real-life situations.

结果是，这些作者彻底改造了在Raiffa有关谈判分析的讲座中公平分配的程序。
It turns out that these authors have reinvented the fair division procedures presented in Raiffa's Lectures in Negotiation Analysis.

3、分配以及混合动机交易
III. Distributive and Mixed Motive Bargaining

Raiffa, Howard，《谈判的艺术与科学》，Belknap/哈佛出版社（修订版即将出版）
Raiffa, Howard, The Art and Science of Negotiation, Belknap/Harvard Press (revision forthcoming).

通过对真实世界的谈判策略的巧妙讨论，此书让我们毫不费力的了解其中的数学模型分析及策略。Howard对于分配交易、双方综合交易、公平分配以及联合的讲解恰好切合此课程的水平。其最新版本正处于筹备阶段。
This is the book for those who like to see easily accessible mathematical analyses of models and strategies woven into an artful discussion of real world negotiation tactics. Howard's treatment of distributive bargaining, two party integrative bargaining, fair division and coalitions is pitched at just the right level for this course. An updated edition is currently in preparation.

Lewicki, Roy, David M. Saunders, 以及John W. Minton，《谈判》，第三版McGraw Hill，2001。
Lewicki, Roy, David M. Saunders, and John W. Minton, Negotiation, 3rd edition, McGraw Hill, 2001.

此书包含了关于谈判风格的易懂且组织合理的讨论，以及我们尤其感兴趣的分配交易和综合交易战略战术的出色概述。完全没有数学！
This book provides easy to read, well organized discussions of negotiating styles and, of particular interest to us, an excellent summary of strategy and tactics for distributive bargaining and strategy and tactics for integrative bargaining. No mathematics at all!

Lax, David and James Sebenius，《负责谈判的管理者》，自由出版社，1992。
Lax, David and James Sebenius, The Manager as Negotiator, The Free Press, 1986.

正如其标题所示，此书是从负责谈判的管理者的视角来写的。Howard Raiffa的评论捕捉了它的特质：“……负责谈判的管理者要立足于博奕论及决策分析，提出更广泛更显示的问题……”。有关谈判能力以及与已达成协议的相关网络（可惜，我们没有时间去研究此主题）的讨论十分出色。其对于谈判风格的论述也相当引人注目。
This book is written, as the title suggests, from the perspective of the manager as a negotiator. Howard Raiffa's review captures its flavor: "...The Manager as Negotiator transcends its roots in game theory and decision analysis, asking broader more realistic questions..." The discussions of negotiating power and of linked networks of negotiated agreements (a topic we, unfortunately, do not have time to study) are particularly well done. The treatment of negotiating styles is compelling.

Bazerman, Max和Margaret Neales，《理性谈判》，自由出版社，1992。
Bazerman, Max and Margaret Neales, Negotiating Rationally, The Free Press, 1992.

此书包括谈判如何误入歧途以及如何避免的讨论，水平很高也很实在。关于如何引导分配交易以及综合交易顺利进行从而使得各方提前迈出困境，它给出了很多很好的提议。我喜欢作者的分析和行动建议的方式。他们在行为偏见及认知偏见如何影响谈判的过程这一问题上提供了批评性的见解，并提出避免这种偏见的策略。
This book contains an elegant down to earth discussion of how negotiations often go wrong and how to avoid going wrong. It is full of good advice about how to conduct both distributive and integrative bargaining minuets so that all parties come out ahead. I like the way that the authors blend recommendations for analysis and for action. They offer critical insights into how typical behavioral biases and cognitive biases may negatively affect the course of negotiation and present tactics for avoidance of such biases.