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 DC, 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 predominately verbal "low context" style and a "high context" style.
  • 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 strategies for conducting effective cross-cultural negotiations.
  • Cialdini, Robert B. Influence: Science and Practice, Pearson Education, Inc. 2008

    ISBN:  978-020560999-4
    What factors cause someone to yes?  And which techniques most effectively 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 successful negotiation than casting off your illusions about it and. henceforth, negotiating rationally and effectively?  This book teaches you how to do just that.
  • 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 through coverage of arbitration law renders his 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?
  • 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.
  • Beer, Jennifer E. and Caroline C. Packard with Eileen Stief, The Mediator's Handbook, New Society Publisher, 2012.

    ISBN:  1634595742
    This 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.
  • 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 analysis 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 and normal and legitimate aspects of socio-political behavior.
  • Kheel, Theodore W., The Keys to Conflict Resolution:  Proven Methods of Resolving Disputes Voluntarily, New York:  Four Walls Eight Windows, 2001

    ISBN:  9781568582016
    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. In this book, Kheel 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. Boston, MA: Harvard Business School Publishing Corporation, 2000

    ISBN:  978-1578512362
    This title presents leading material 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.  It delivers the fundamental information today's professionals need to stay competitive in a fast moving world.
  • Edited by Robert Greene Sands and Allison Greene-Sands, Cross-Cultural Competence for a Twenty-First-Century Military: Culture, the Flipside of COIN. Lanham: Lexington Books, 2014

    ISBN:  978-0739179598
    The message carried throughout Cross-Cultural Competence for a 21st Century Military is that contemporary and future security endeavors will be successful because winning wars ultimately rest on developing and sustaining cross-cultural relationships as much as it does on weapons and force.
  • Muldoon, Brian, The Heart of Conflict. G.P. Putnam's Sons; First Edition, 1996

    ISBN:  978-0399141805
    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.

Lanham : Lexington Books, [2014]
Lanham : Lexington Books, [2014]

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.