INRL 6103


Dr. Michal Pawinski



Required/Essential (Online and print)

- Avalon Hill, Diplomacy, boardgame.

Recommended (Online and print)


  1. WebDiplomacy – online, free-access version of the Avalon Hill’s Diplomacy. Source:

  2. Pease, Barbara and Allan Pease. 2004. The Definitive Book of Body Language. Pease International. Click here

  3. Sancer, Raymon. 2005. The Expert Negotiator: Strategy, Tactics, Motivation, Behaviour, Leadership. Martinus Nijoff Publishers: 165-177 View online: Click here; Call number: BF637.N4 S2313 2012 (NGL-General)

  4. Lewicki, Roy J., Bruce Barry, and David M. Saunders. 2007. Essentials of Negotiation. Boston: McGraw-Hill, 4th ed. view online: Click here; Call number: HD58.6 .L487 2007 (NGL-General)

  5. Mnookin, Robert. 2010. Bargaining with the Devil: When to Negotiate, When to Fight. New York: Simon & Schuster. View a book summary

  6. Higgs, Tim. 2018. Emotional Judo: Communication Skills to Handle Difficult Conversations and Boost Emotional Intelligence. Bayview: Octagonal Base Productions. View online: Click here;

  7. Malhotra, Deepak. 2018. Negotiating the Impossible: How to Break Deadlocks and Resolve Ugly Conflicts (without Money or Muscle). Quakland: Berrett-Koehler Publishers. View online: Click here

  8. Bitterly, Brad and Maurice E. Schweitzer. 2019. How to Deflect Difficult Questions in an Interview or Negotiation. Harvard Business Review, Nov. 18, available at:

  9. Olekalns, Mara, Ruchi Sinha, and Carol T. Kulik. 2019. 3 of the Most Common Challenges Women Face in Negotiations. Harvard Business Review, Sept. 30, available at:

  10. Malhotra, Deepak and Jonathan Powell. 2016. What Donald Trump Doesn’t Understand About Negotiation. Harvard Business Review, Apr. 8, available at:

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