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Getting Past No
William Ury
Bantam, 1993
Useful & Easy To Read
This book is simple and to the point. It does what it claims - teach you how to negotiate. You follow the steps when you deal with salespeople, bankers, and so forth. It is particularly helpful because it tells you the games people play. Once you know what they do, it ...
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Beyond Reason: Using Emotions as You Negotiate
Roger Fisher, Daniel Shapiro
Viking Adult, 2005
Using your emotions positively
As the title suggests, the authors Roger Fisher and Daniel Shapiro set out to show how to manage emotions during a negotiation - both yours and the other party's. Fisher is the co-author of the best selling book on negotiation, "Getting To Yes" and the similar style ...
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Harvard Business Essentials Guide to Negotiation
Harvard Business School Press, 2003
Negotiating Fundamentals
The "Harvard Business Essentials Guide to Negotiation" is an excellent introductory book for laying out the essential basic elements of successful negotiations. Step-by-step, the book explains the necessary skills that one requires to carry out effective negotiations.
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Secrets of Power Negotiating
Roger Dawson
Career Press, 2000
Superb
Good and insightful techniques for negotiation and great book for beginners. If you are not aware of these techniques then there are chances that you will fall victim of them by an expert who knows it all
I strongly recommend this book to all who find themselves as ...
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Bargaining for Advantage: Negotiation Strategies for Reasonable People 2nd Edition
G. Richard Shell
Penguin (Non-Classics), 2006
Second Best of Both Worlds
There are two basic styles or strategies in negotiation literature: advantage seeking and joint gain finding. The best work on joint gain is the seminal work by Roger Fisher, Getting to Yes. The best work on advantage seeking is the work of Chester Karrass who extols ...
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Subliminal Persuasion: Influence & Marketing Secrets They Don't Want You To Know
Dave Lakhani
Wiley, 2008
Subliminal persuasion
An easy to read, no nonsense, guide into the world of modern day propaganda. The author offers more than a walk down memory lane to the origins of subliminal advertising; he offers practical tools that enable the reader to implement his ideas, as well as sources of ...
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Difficult Conversations: How to Discuss what Matters Most
Douglas Stone, Bruce Patton, ...
Penguin (Non-Classics), 2000
Amazing insight into Human Communications
This book offers incredibly helpful information about dealing with those conversations we all dread having--the ones that are typically the most important and potentially life-altering. The authors were part of the Harvard Negotiation Project(and helped with the Iran ...
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Winning
Jack Welch, Suzy Welch
Collins Business, 2005
"Calling it like it is"
Do you have the courage to "call it like it is"? So many businesses, and managers struggle with this concept. Often, it seems so much easier to simply gloss over the real issue, managers want to be "liked", have friends and staff that look up to them as leaders they ...
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Getting to Yes: Negotiating Agreement Without Giving In
Roger Fisher, William L. Ury
Penguin (Non-Classics), 1991
One of the best books ever written on negotiation
This book changed the study and practice of negotiation since it was first published.
It is one of the most important books on negotiation ever written.
It is based on "interest based" negotiation and "expanding the pie" and then "dividing it". It is about ...
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You Can Negotiate Anything
Herb Cohen
Bantam, 1982
Delightful and Impressive Book
I absolutely loved this book. It is humorous and informative. The author took time to explain things in layman's terms without "dumping it down". I was delighted and impressed by the numerous practical examples the author gave which illustrated the vast opportunities ...
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The Strategy of Conflict
Thomas C. Schelling
Harvard University Press, 2007
Everyone should read this book
"The Strategy of Conflict" changed the development of game theory in several ways, but none was more important than Schelling's focus on real life examples, situations or games that are relevant to what we encounter in our daily lives. Before Schelling, game theory ...
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The Art of Woo: Using Strategic Persuasion to Sell Your Ideas
G. Richard Shell, Mario Moussa
Portfolio, 2007
"Winning Others Over" to Mutual Advantage
Almost 2,500 years ago, one or more of Aristotle's students assembled notes they had taken during his lectures and compiled them in a single volume now known as "The Rhetoric." To the best of my knowledge, that is the earliest text on the general subject of persuasion. ...
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Negotiation Genius: How to Overcome Obstacles and Achieve Brilliant Results at the Bargaining Table and Beyond
Deepak Malhotra, Max Bazerman
Bantam, 2007
Realistic, detailed negotiation manual
This strong book on negotiation offers a lot that is new and valuable. Authors Deepak Malhotra and Max Bazerman are realistic. They know how often people run on automatic pilot when negotiating, how they can miss opportunities due to bias and narrow vision, and how ...
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Start with NO...The Negotiating Tools that the Pros Don't Want You to Know
Jim Camp
Crown Business, 2002
Very Insightful
I am a pricing expert with 25+ years experience and even I learned a lot from this book. While I disagree with the author that it is rarely possible to have a win-win negotiation, he is absolutely right that professional purchasers are usually out to take advantage. ...
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Women Don't Ask: The High Cost of Avoiding Negotiation--and Positive Strategies for Change
Linda Babcock, Sara Laschever
Bantam, 2007
Informative and Readable
Another in my series of reading books that my wife has left lying around the house. This book studies why women don't seem to ask for things as frequently as men do - and the impact of not asking. I was fascinated by the data presented - in short, that (in general) men ...
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