LIBRI

  1. Roger Fisher, William Ury, Bruce Patton, Getting to Yes. Negotiating Agreement Without Giving In, Penguin Books, 2011 (1ª ed. 1981): https://www.penguinrandomhouse.com/books/324551/getting-to-yes-by-roger-fisher-and-william-ury/
  2. Thomas C. Schelling, The Strategy of Conflict, Harvard University Press, 1960: https://www.hup.harvard.edu/books/9780674840317
  3. Henry Kissinger, Diplomacy, Simon & Schuster, 1994: https://www.simonandschuster.com/books/Diplomacy/Henry-Kissinger/9780671510992
  4. Howard Raiffa, The Art and Science of Negotiation, Harvard University Press, 1982: https://www.hup.harvard.edu/books/9780674048133
  5. David A. Lax, James K. Sebenius, 3-D Negotiation. Powerful Tools to Change the Game in Your Most Important Deals, Harvard Business School Press, 2006: https://store.hbr.org/product/3-d-negotiation-powerful-tools-to-change-the-game-in-your-most-important-deals/8026
  6. William Ury, Getting Past No. Negotiating Your Way from Confrontation to Cooperation, Bantam Books, 1991: https://www.penguinrandomhouse.com/books/295488/getting-past-no-by-william-ury/
  7. Donald J. Trump, Tony Schwartz, Trump: The Art of the Deal, Random House, 1987: https://www.penguinrandomhouse.com/books/17295/trump-the-art-of-the-deal-by-donald-j-trump-and-tony-schwartz/
  8. Sun Tzu, The Art of War, Oxford University Press, 1963 (traduzione di Samuel B. Griffith): https://global.oup.com/academic/product/the-art-of-war-9780195014761
  9. Abbas Araghchi, El poder de la negociación. Principios y normas de las negociaciones políticas y diplomáticas, Diwan Mayrit, 2026: https://www.popularlibros.com/libro/el-poder-de-la-negociacion-principios-y-normas-de-las-negociaciones-politicas-y-diplomaticas_1627256
  10. Kenichi Ohmae, The Mind of the Strategist. The Art of Japanese Business, McGraw-Hill, 1982: https://www.mheducation.com/highered/product/mind-strategist-ohmae.html

ARTICOLI SCIENTIFICI

  1. Robert H. Mnookin, Why Hasn’t the World Gotten to Yes? An Appreciation and Some Reflections, Negotiation Journal, 2006: https://direct.mit.edu/ngtn/article/22/4/485/122161/Why-Hasn-t-the-World-Gotten-to-Yes-An-Appreciation
  2. Carrie Menkel-Meadow, The Origins of a Classic: Getting to Yes Turns Twenty-Five, Negotiation Journal, 2006: https://direct.mit.edu/ngtn/article/22/4/475/122173/The-Origins-of-a-Classic-Getting-to-Yes-Turns
  3. Daniel Druckman, Negotiation, Annual Review of Psychology, 2001: https://www.annualreviews.org/doi/10.1146/annurev.psych.52.1.279
  4. Dean G. Pruitt, Strategic Choice in Negotiation, American Behavioral Scientist, 1981: https://journals.sagepub.com/doi/10.1177/000276428102500101
  5. I. William Zartman, The Timing of Peace Initiatives: Hurting Stalemates and Ripe Moments, The Global Review of Ethnopolitics, 2001: https://www.tandfonline.com/doi/abs/10.1080/14718800108405089

VIDEO

  1. William Ury, The Walk from “No” to “Yes”, TED: https://www.ted.com/talks/william_ury_the_walk_from_no_to_yes
  2. Harvard Law School, Program on Negotiation – Lectures and Resources: https://www.pon.harvard.edu/
  3. Stanford Graduate School of Business, Negotiation Lectures: https://www.youtube.com/@stanfordgsb
  4. MIT Sloan School of Management, Negotiation and Influence: https://www.youtube.com/@MITSloan

#GrammaticaRelazionale: La trattativa

July 14, 2026 2:59 pm