Here are our top ten recommendations if you are looking for the best books to read in Business Negotiating. We have made sure our list is diverse to cater to the interests of different types of readers.
1. Never Split the Difference: Negotiating as if Your Life Depended on It
A former international hostage negotiator for the FBI offers a new field-tested approach to high-stakes negotiations - whether in the boardroom or at home. After a stint policing the rough streets of Kansas City, Missouri, Chris Voss joined the FBI, where his career as a hostage negotiator brought him face-to-face with a range of criminals, including bank robbers and terrorists. Reaching the pinnacle of his profession, he became the FBI's lead international kidnapping negotiator. Never Split the Difference takes you inside the world of high-stakes negotiations and into Voss' head, revealing the skills that helped him and his colleagues succeed where it mattered most: in saving lives. In this practical guide, he shares the nine effective principles - counterintuitive tactics and strategies - you, too, can use to become more persuasive in both your professional and personal lives. Life is a series of negotiations you should be prepared for: buying a car, negotiating a salary, buying a home, renegotiating rent, deliberating with your partner. Taking emotional intelligence and intuition to the next level, Never Split the Difference gives you the competitive edge in any discussion.
- Author: Chris Voss
- Genre: Business & Money, Management & Leadership, Negotiating
2. Negotiation as a Martial Art: Techniques to Master the Art of Human Exchange
"This book is a must-read for business leaders, lawyers, and policymakers who hope to be skilled in creative negotiation and dispute resolution to accomplish their and their clients' needs.” President, St. Louis Mediation Project Distinguished Fellow, International Academy of Mediators, Best Lawyers in America in Mediation, 2010-present We all negotiate. Put more accurately, we are always negotiating. There is always something we want that we do not have. There is always something we have that others want. Those human transactions are very human. The process of bartering, whether it be in billion-dollar transactions or over the use of the family car, is a deeply human activity. But like many soft skills, we don't teach it. We consider it something that we have to just learn by doing it. And it is true that trial and error is the basic teacher of negotiation. But it doesn't have to be that way. Negotiation is a social activity that involves disciplines like language, observation, reaction, listening, speaking, storytelling, humor, and sensing. The number one thing you bring to every negotiation is you. This book helps you understand how these various behaviors and disciplines come to play and therefore how you can become a better negotiator. The book helps you develop the mindset and tools to become a great negotiator for yourself and for others. Classical teaching on negotiation teaches separating the people from the problem. But the people are often the problem and the key to accomplishing your goals and theirs. We express our desires as "I want this or that." As a result, we are always talking about the "what." As people, as humans, we often don't even really know what we want. This book teaches you to get behind your "what" and theirs. To accomplish this, you need to understand the "why" not just the "what." It is the "why" that will help you understand the "what" and adjust it accordingly. If you think you will get what you want by just being tough and demanding, this book isn't for you. If you want to succeed in dealing with those people or want to develop a negotiation style where you get what you want and people want to deal with you again and again, then this book is for you. The author draws upon principles of martial arts (designed around dealing with more powerful opponents) to help develop your understanding of negotiations. In a battle of water and stone, water wins.
- Author: Cash Nickerson
- Publisher: Made for Success (July 2, 2021)
- Genre: Kindle Store, Kindle eBooks, Business & Money
3. Crucial Conversations Tools for Talking When Stakes Are High, Second Edition
The New York Times and Washington Post bestseller that changed the way millions communicate “ Crucial Conversations draws our attention to those defining moments that literally shape our lives, our relationships, and our world. . . . This book deserves to take its place as one of the key thought leadership contributions of our time.” ―from the Foreword by Stephen R. Covey, author of The 7 Habits of Highly Effective People “The quality of your life comes out of the quality of your dialogues and conversations. Here’s how to instantly uplift your crucial conversations.” ―Mark Victor Hansen, cocreator of the #1 New York Times bestselling series Chicken Soup for the Soul® The first edition of Crucial Conversations exploded onto the scene and revolutionized the way millions of people communicate when stakes are high. This new edition gives you the tools to: Prepare for high-stakes situations Transform anger and hurt feelings into powerful dialogue Make it safe to talk about almost anything Be persuasive, not abrasive
- Author: Kerry Patterson
- Publisher: McGraw-Hill Education; 2nd edition (September 9, 2011)
- Genre: Self-Help, Relationships
- ISBN: 978-0071771320
- Dimensions: 6 x 0.6 x 8.9 inches
4. Way of the Wolf: Straight Line Selling: Master the Art of Persuasion, Influence, and Success
Jordan Belfort - immortalized by Leonardo DiCaprio in the hit movie The Wolf of Wall Street - reveals the step-by-step sales and persuasion system proven to turn anyone into a sales-closing, money-earning rock star. For the first time ever, Jordan Belfort opens his playbook and gives listeners access to his exclusive step-by-step system - the same system he used to create massive wealth for himself, his clients, and his sales teams. Until now, this revolutionary program was available only through Jordan's $1,997 online training. Now, in Way of the Wolf , Belfort is ready to unleash the power of persuasion to a whole new generation of listeners, revealing how anyone can bounce back from devastating setbacks, master the art of persuasion, and build wealth. Every technique, every strategy, and every tip has been tested and proven to work in real-life situations. Way of the Wolf cracks the code on how to persuade anyone to do anything and coaches listeners, regardless of age, education, or skill level, to be a master sales person, negotiator, closer, entrepreneur, or speaker.
- Author: Jordan Belfort
- Genre: Business & Money, Business Culture, Motivation & Self-Improvement
5. Thank You for Arguing, Fourth Edition (Revised and Updated): What Aristotle, Lincoln, and Homer Simpson Can Teach Us About the Art of Persuasion
The definitive guide to getting your way, revised and updated with new material on writing, speaking, framing, and other key tools for arguing more powerfully “Cross Cicero with David Letterman and you get Jay Heinrichs.”—Joseph Ellis, Pulitzer Prize–winning author of The Quartet and American Sphinx Now in its fourth edition, Jay Heinrichs’s Thank You for Arguing is your master class in the art of persuasion, taught by history’s greatest professors, ranging from Queen Victoria and Winston Churchill to Homer Simpson and Barack Obama. Filled with time-tested secrets for emerging victorious from any dispute, including Cicero’s three-step strategy for inspiring action and Honest Abe’s Shameless Trick for lowering an audience’s expectations, this fascinating book also includes an assortment of persuasion tips, such as: • The Chandler Bing Adjustment : Match your argument to your audience (that is, persuasion is not about you). • The Belushi Paradigm : Before people will follow you, they have to consider you worth following. • The Yoda Technique : Transform a banal idiom by switching the words around. Additionally, Heinrichs considers the dark arts of persuasion, such as politicians’ use of coded language to appeal to specific groups. His sage guide has been fully updated to address our culture of “fake news” and political polarization. Whether you’re a lover of language books or just want to win more anger-free arguments on the page, at the podium, or over a beer, Thank You for Arguing is for you. Warm, witty, and truly enlightening, it not only teaches you how to identify a paraleipsis when you hear it but also how to wield such persuasive weapons the next time you really, really need to get your way. This expanded edition also includes a new chapter on how to reset your audience’s priorities, as well as new and improved ArgueLab games to hone your skills.
- Author: Jay Heinrichs
- Publisher: Crown; 4th edition (April 21, 2020)
- Genre: Business & Money, Management & Leadership
- ISBN: 978-0593237380
- Dimensions: 6.08 x 1.01 x 9.19 inches
6. Getting to Yes: Negotiating Agreement Without Giving In
The key text on problem-solving negotiation-updated and revised Since its original publication nearly thirty years ago, Getting to Yes has helped millions of people learn a better way to negotiate. One of the primary business texts of the modern era, it is based on the work of the Harvard Negotiation Project, a group that deals with all levels of negotiation and conflict resolution. Getting to Yes offers a proven, step-by-step strategy for coming to mutually acceptable agreements in every sort of conflict. Thoroughly updated and revised, it offers readers a straight- forward, universally applicable method for negotiating personal and professional disputes without getting angry-or getting taken.
- Author: Roger Fisher
- Publisher: Penguin Books; 3rd Revised ed. edition (May 3, 2011)
- Genre: Self-Help, Relationships
- ISBN: 978-0143118756
- Dimensions: 5.07 x 0.62 x 7.74 inches
7. Trump: The Art of the Deal
President-elect Donald J. Trump lays out his professional and personal worldview in this classic work—a firsthand account of the rise of America's foremost deal-maker. "I like thinking big. I always have. To me it's very simple: If you're going to be thinking anyway, you might as well think big." —Donald J. Trump Here is Trump in action—how he runs his organization and how he runs his life—as he meets the people he needs to meet, chats with family and friends, clashes with enemies, and challenges conventional thinking. But even a maverick plays by rules, and Trump has formulated time-tested guidelines for success. He isolates the common elements in his greatest accomplishments; he shatters myths; he names names, spells out the zeros, and fully reveals the deal-maker's art. And throughout, Trump talks—really talks—about how he does it. Trump: The Art of the Deal is an unguarded look at the mind of a brilliant entrepreneur—the ultimate read for anyone interested in the man behind the spotlight. Praise for Trump: The Art of the Deal "Trump makes one believe for a moment in the American dream again." — The New York Times "Donald Trump is a deal maker. He is a deal maker the way lions are carnivores and water is wet." — Chicago Tribune "Fascinating . . . wholly absorbing . . . conveys Trump's larger-than-life demeanor so vibrantly that the reader's attention is instantly and fully claimed." — Boston Herald "A chatty, generous, chutzpa-filled autobiography." — New York Post
- Author: Donald J. Trump
- Genre: Biographies & Memoirs, Leaders & Notable People, Political
8. Start with No: The Negotiating Tools that the Pros Don't Want You to Know
Start with No offers a contrarian, counterintuitive system for negotiating any kind of deal in any kind of situation - the purchase of a new house, a multimillion-dollar business deal, or where to take the kids for dinner. Think a win-win solution is the best way to make the deal? Think again. For years now, win-win has been the paradigm for business negotiation. But today, win-win is just the seductive mantra used by the toughest negotiators to get the other side to compromise unnecessarily, early, and often. Win-win negotiations play to your emotions and take advantage of your instinct and desire to make the deal. Start with No introduces a system of decision-based negotiation that teaches you how to understand and control these emotions. It teaches you how to ignore the siren call of the final result, which you can’t really control, and how to focus instead on the activities and behavior that you can and must control in order to successfully negotiate with the pros. The best negotiators: Aren’t interested in "yes" - they prefer "no" Never, ever rush to close, but always let the other side feel comfortable and secure Are never needy; they take advantage of the other party’s neediness Create a "blank slate" to ensure they ask questions and listen to the answers, to make sure they have no assumptions and expectations Always have a mission and purpose that guides their decisions Don’t send so much as an email without an agenda for what they want to accomplish Know the four "budgets" for themselves and for the other side: time, energy, money, and emotion Never waste time with people who don’t really make the decision Start with No is full of dozens of business as well as personal stories illustrating each point of the system. It will change your life as a negotiator. If you put to good use the principles and practices revealed here, you will become an immeasurably better negotiator.
- Author: Jim Camp
- Genre: Business & Money, Management & Leadership, Management
9. Exactly What to Say: The Magic Words for Influence and Impact
Often the decision between a customer choosing you over someone like you is your ability to know exactly what to say, when to say it, and how to make it count. Phil M. Jones has trained more than two million people across five continents and over 50 countries in the lost art of spoken communication. In Exactly What to Say , he delivers the tactics you need to get more of what you want. Best-selling author and multiple award-winner Phil M. Jones is highly regarded as one of the world's leading sales trainers. He has trained more than two million people across five continents and 56 countries and coached some of the biggest global brands in the lost art of spoken communication. In 2013, he won the British Excellence in Sales and Marketing Award for Sales Trainer of the Year, the youngest-ever recipient of that honor. He has also written a series of best-selling books and developed a number of Online training courses that have enrolled tens of thousands of members around the world. Phil divides his time between London and New York.
- Author: Phil M. Jones
- Genre: Business & Money, Management & Leadership, Negotiating
10. How Highly Effective People Speak: How High Performers Use Psychology to Influence With Ease (Speak for Success)
Why do we think what we think? Think we know what we think we know? Believe what we believe? Like what we like? Do what we do? Why do others trust or distrust us? Respect or disrespect us? Listen to or ignore us? Reach out to or neglect us? Like or dislike us? Praise or slander us? Believe or doubt us? That's not all... Why do others follow our lead or stand in our way? Give us opportunities or send them elsewhere? Support our striving for success and appreciate our message or toss it – and us – aside? Decades of cutting-edge (but unheard-of) scientific research presents an answer... Because hidden, little-known secrets of psychology influence everything about us... Neglecting them is swimming upstream. You can't change minds, win friends, or influence people. You can't earn undivided attention or get the respect you deserve. You undermine your professional image, stagnate your career, and destroy your confidence until communication makes you anxious. You don't deserve this. Neither did I. I remember wondering, "Why do people never support my ideas? Why am I drowning in a sea of 'sorry, maybe later' (AKA never)? Why have I stopped succeeding?" Luckily, everything changed when I answered one question... What are the communication habits of highly effective people? It comes down to one secret: Highly effective people speak how the human mind evolved to interpret information. The result? They easily persuade and instantly influence, turning communication from an obstacle into an opportunity. They enrich their careers, get more done, and advance with stunning speed. They impact and inspire others, rising to positions of leadership. They quickly succeed, excel with ease, and shape the world. They attract support, feel confident, and smash goal after goal. Who are they? Presidents and CEOs; top-performers and respected professionals; leaders and visionaries. And here's my question to you: Will you be one of them? In How Highly Effective People Speak , you'll discover 194 communication habits of highly effective people (proven by 57 scientific studies ) including: How to get more done with less effort by influencing others to support you How to attract others (instead of turning them away and seeming unfriendly) with the correct type of body language How to make people systematically, predictably, and reliably overweigh your opinion by activating the availability bias How to charge more or pay less (for the same product) and win every negotiation with the anchoring effect How to effortlessly make others want something by activating one little-known cognitive bias (called "essential" by billionaire investor Charlie Munger, partner to Warren Buffet) How to lead with ease and reliably influence teams by using the contrast effect How to effortlessly speak with memorable eloquence by applying 2,000-year-old secrets of powerful language How to ace every interview, meeting, and presentation with ease by activating agent detection bias How to quickly diffuse all objections by activating the little-known (but extremely powerful) zero-risk bias How to make people believe something even if they think the exact opposite with the illusory truth effect How to appear authoritative, trustworthy, and capable in 10 seconds by activating the halo effect How to combine the science of psychology with the art of communication and create a critical competitive advantage in life
- Author: Peter Andrei
- Publisher: Independently published (May 29, 2020)
- Genre: Business & Money, Business Culture
- ISBN: 979-8649598507
- Dimensions: 5.5 x 0.55 x 8.5 inches