Books on Negotiation
A few years ago I got interested in learning more about negotiation. We had a guy that came over to our offices from the UK who was sort of a negotiation coach and he sparked the interest, so I went and bought a few books. Well fast forward to today, and I’ve probably read 15 books cover to cover on the subject. I must have mentioned that fact to someone recently because I’ve been asked twice in as many days to give up the names of my favorite books on the topic. I’m not going to give you a book review on them…if you want that, go to Amazon. But here are my favorites in order:
The first two are more tactical in nature, while the last two are more strategic…
Negotiate to Win - by Jim Thomas
The ONLY Negotiating Guide You’ll Ever Need - by Peter B. Stark and Jane Flaherty
Start With No - Jim Camp
Secrets of Power Negotiating - Roger Dawson
Here’s a bonus book, not on negotiation, but rather on persuasion, which is really just the other side of the same coin in my mind:
Yes! 50 Scientifically Proven Ways to Be Persuasive - Noah J. Goldstein, Steve J. Martin, and Robert B. Cialdini
So there you go…those are my recommendations for books on negotiation. I also recommend that you re-read your favorite negotiation book at least once a year…and always prior to some big, upcoming negotiation. For example, I sold my mom’s car not too long ago and reading the book pumped me up and got me in the mood to get her a really good price. She was ready to just take the car to Carmax and sell it to them for the bluebook value. Two week on craigslist and a little negotiation skill netted an extra $2500 for the car. Well worth it in my book.
If you travel alot, take one with you on the plane. It will get you ready for the “little negotiations” like haggling for better rental car or upgraded hotel room. I read one of these on a plane to Seattle and when I got there I got upgraded to a pimped out Lincoln Navigator because Hertz was out of standard size cars with GPS. I would not have gotten it, if I didn’t haggle a bit with the dude behind the counter.
Good luck in your next negotiation…hope this was helpful.
August 26th, 2008 at 9:54 pm
Thomas’ book is the best I’ve ever read, by far. It’s a wonderful, magical, intimate journey through all the nuances of negotiating.
September 18th, 2008 at 9:23 am
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