Top 10 Books about Negotiation

 

Negotiation is an art of settling the differences. While for some it is inbuilt, you can also learn the art of negotiation. You need to know this art very well not only professionally but personally as well. In the words of Chester L. Karrass “In business as in life, you don’t get what you deserve. You get what you negotiate.”

 

Getting to Yes

It is the best- selling non- fiction book about negotiation. This book describes a method of negotiation that uses objective criteria to reach an agreement without giving in.

Read it For:
it is a mix of theory, practice, and examples and is classic in its genre.
Don't Read it For:
As a negotiator, there is no reason to not read this classic and best seller book.
What makes this book stand out?:
It shares detailed step by step strategy for coming to a mutual agreement without getting angry in all sorts of conflicts be it personal or professional.

Bargaining for advantage

it is a practical guide combining insights of research in negotiation and the techniques and tactics used by some of the leading business strategists.

Read it For:
It is a guide to become effective negotiator with amazing strategies by the author.
Don't Read it For:
there is nothing outrageous in the book, just reasonable suggestions.
What makes this book stand out?:
It is a step by step approach to improving your own communication style in order to become an effective negotiator.

Getting Past No

This book is the sequel to ‘Getting to Yes.’ This book mainly has 5 sections describing how, during negotiations, a negotiator should go from the confrontation state to cooperation state.

Read it For:
This book will help you to deal with tough people, tough times and tough negotiations smoothly without getting mad.
Don't Read it For:
It contains many of the same ideas as in ‘Getting to Yes’ and is a little repetitive.
What makes this book stand out?:
The author talks about breaking the 5 barriers to cooperation (your reaction, their emotion, their position, their dissatisfaction, their power). This concept is a unique and engaging one.

Never split the difference

The author was a former international hostage negotiator for FBI. This book takes you inside author’s head and the situations that required high- stakes negotiations skills that helped him and his colleagues in the situation where it mattered the most.

Read it For:
This book gives you the competitive edge in any discussion.
Don't Read it For:
The information inside the book is only useful as long as someone else doesn’t know about it.
What makes this book stand out?:
The book is written by a former international hostage negotiator for FBI about his own personal experiences and skills
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Beyond Reason

Beyond reason is a book in which author describes in detail how one can use emotions to turn disagreement- no matter big or small, into an opportunity and agreement for mutual gain.

Read it For:
Usually, we tend to ignore emotions when we talk about negotiations, this book talks about how much emotions can impact a negotiation
Don't Read it For:
There is not much in the book other than controlling ‘Emotional Intelligence.’
What makes this book stand out?:
The stories and examples of emotions and negotiations are relatable for the reader.

3-D Negotiation

Usually most of the books talk about face to face tactics only during negotiation. Sebenius and Lax have given a whole new dimension to tactics by introducing a cognitive frame and comprehensive processes known as “3-D Negotiation” including the setup, the deal design and at the table tactics.

Read it For:
This book provides a newer and broader perspective in order to achieve negotiation goals.
Don't Read it For:
The book might seem boring initially, but if you are past a few pages, then you would go to go.
What makes this book stand out?:
This book has Great perspective on negotiation and moves away from the traditional and old strategies of negotiation.

Difficult Conversations

This book walks you through a step by step approach to having less stress and more success during your toughest conversations. This book provides advice on how to deal a difficult conversation so that both the parties feel heard.

Read it For:
This book advances reader to not be rigid in their own point of view and also look at the matter from someone else’s point of view.
Don't Read it For:
The book becomes repetitive after a while explaining in detail all the points that have been included as an overview in Chapter 1
What makes this book stand out?:
It is based on fifteen years of research at the Harvard Negotiation Project.

Bargaining with the Devil

across a wide range of tough conflicts, the author explains clearly how to take a wise decision. The author provides with the tools and tactics that are needed to avoid and bargain with the devils in everyday life.

Read it For:
It is a lively, informative and practical book.
Don't Read it For:
the book is uncritical and non- reflective towards negotiation as a concept.
What makes this book stand out?:
It also gives narratives of negotiations of important people and events in history

Getting More

All of us constantly find various negotiations in our lives, carefully making a negotiation an important part of our lives. The author of this book highlights negotiation in a rational world and the real secrets to getting more in the same.

Read it For:
It is an effective book that teaches you tips and tricks to get more out of a deal with examples.
Don't Read it For:
Some stories, anecdotes or tricks don’t seem to be practical and believable.
What makes this book stand out?:
It is a powerful toolkit on how to get more in any situation.

Women don’t ask

This book is based on a research drawn by authors in psychology, sociology, organization, and economic behaviour along with dozens of interviews to know and explore about the personal, political or societal reasons of why don’t women ask for more be at home or work. This book discusses in detail the skill and art of negotiating and asking for more among women.

Read it For:
Must read for a working girl because not asking for more creates unintended inequality.
Don't Read it For:
Since it is a research-based book, the main content seems like a long research thesis.
What makes this book stand out?:
The interviews of women are really interesting.

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