I am a native Bostonian and I have been working in the field of negotiation for over 25 years. I have been very fortunate to have been a member of the Program on Negotiation at Harvard Law School for all that time. As a result, I have had the privilege to work with some amazing colleagues and have been given the opportunity to engage in many fascinating negotiations in the international, governmental, corporate, and nonprofit worlds. I truly love the field because it has the potential to do so much good in the world and because it is exceedingly challenging. For me, the more I learn the more I want to know. That quest continues to this day…
I am recommending this book because Malhotra et al take on a series of very difficult negotiations that look like they are impossible to solve and they show you how it was done. The book is very practical and demonstrates to the reader that many negotiations can be solved with the right frame of mind, creativity, and persistence.
Some negotiations are easy. Others are more difficult. And then there are situations that seem completely hopeless. Conflict is escalating, people are getting aggressive, and no one is willing to back down. And to top it off, you have little power or other resources to work with. Harvard professor and negotiation adviser Deepak Malhotra shows how to defuse even the most potentially explosive situations and to find success when things seem impossible.
Malhotra identifies three broad approaches for breaking deadlocks and resolving conflicts, and draws out scores of actionable lessons using behind-the-scenes stories of fascinating real-life negotiations, including drafting of…
Not many people know that I was so timid as a child; I used to burst into tears if I had to ask for something in a store. Now, I am known for my “out there” presentation style and mastery of words. Since 1982, I have been working with individuals and groups to help them get better at persuading, solving conflicts, and having inspiring relationships. So, how can you be a nice, caring person and still be persuasive, even with the most skeptical of people? These books helped me do this.
I love this book because his techniques are so practical and easy to use.
I re-read his book when I was in the middle of a difficult business negotiation over Zoom and email and followed his directions step by step. This led to a positive outcome for both of us.
He makes sure that you are very clear on what is essential for you, enables you to figure out the sometimes hidden motivations of the other person, and guides you through on what to say and do next. I will go through it again the next time I am preparing a negotiation.
A former FBI hostage negotiator offers a new, field-tested approach to negotiating - effective in any situation.
'Riveting' Adam Grant 'Stupendous' The Week 'Brilliant' Guardian ____________________________ After a stint policing the rough streets of Kansas City, Missouri, Chris Voss joined the FBI, where his career as a kidnapping negotiator brought him face-to-face with bank robbers, gang leaders and terrorists. Never Split the Difference takes you inside his world of high-stakes negotiations, revealing the nine key principles that helped Voss and his colleagues succeed when it mattered the most - when people's lives were at stake.
I love this book because it connects the dots between money and marketing for creative professionals, who are naturally sensitive, good listeners, and attuned to their collaborators but who neglect to bring those talents to the business side of their business.
Taheripour makes her points through storytelling which makes the ideas more accessible. Plus, it's very rare to find a negotiation book that talks about self-employed people and how they can negotiate.
I especially appreciate how Taheripour shows readers how to harness those talents so that we can all value ourselves more and therefore advocate for ourselves and ultimately get what we deserve.
Contrary to conventional wisdom about what makes a good negotiator - namely, being aggressive and unemotional - in Bring Yourself, Mori Taheripour offers a radically different perspective. In her own life, and in her more than fifteen years of experience teaching negotiation, she has found that the best negotiators are empathetic, curious and present. The essence of bargaining isn't the transaction, but rather the conversation and human connection. It is when we bring our whole, authentic selves to the table that we can advocate for ourselves fearlessly and find creative solutions that benefit everyone.
I am an international authority for my award-winning research on the Vested® business model for highly collaborative relationships. I began my research in 2003 by studying what makes the difference in successful strategic business deals. My day job is the lead faculty and researcher for the University of Tennessee’s Certified Deal Architect program; my passion is helping organizations and individuals learn the art, science, and practice of crafting highly collaborative win-win strategic business relationships. My work has led to seven books and three Harvard Business Review articles and I’ve shared my advice on CNN International, Bloomberg, NPR, and Fox Business News.
This book puts the concept of ethics in negotiations front and center. It is a must-read because ethics in negotiation are essential not only for getting to the contract – but how you will address the business decisions long after the parties come to a formal contract. For me, an ethical framework is a crucial foundation for any business and for contracting. In fact, they are so essential our research at the University of Tennessee advocates contracting parties create a Statement of Intent that formally embeds a commitment to six guiding principles that combined, help contracting parties make more ethical decisions. If you ever wondered what is fair in negotiations, pick up this book; or if you scratched your head when you thought something was not fair, pick up this book. Either way, the insights will help you develop better contracts.
What's Fair is a landmark collection that focuses exclusively on the crucial topic of ethics in negotiation. Edited by Carrie J. Menkel-Meadow and Michael Wheeler, What's Fair contains contributions from some of the best-known practitioners and scholars in the field including Roger Fisher, Howard Raiffa, and Deborah Kolb. The editors and distinguished contributors offer an examination of why ethics matter individually and socially, and explain the essential duties and values of negotiation beyond formal legal requirements. Throughout the book, these experts tackle difficult questions such as: * What do we owe our counterparts (if anything) in the way of candor…
Ed Brodow is one of the world’s leading experts on the art of negotiation and the bestselling author of eight books, including the business classic Negotiation Boot Camp. SEC Chairman Harvey Pitt dubbed Ed “The King of Negotiators.” Forbes Magazine agreed, ranking Ed as one of the nation’s leading dealmakers. A nationally recognized television personality, Ed has appeared as a negotiation guru on ABC National News, Fox News, PBS, Inside Edition, and Fortune Business Report. For more than two decades, his acclaimed seminars have set the standard for "how to make a deal" in Corporate America. Ed is a former U.S. Marine officer, Fortune 500 sales manager, and Hollywood movie actor.
Sanders and Mobus show how negotiations are driven by competition and cooperation at the same time. Unlike most books on the subject—which advocate either hardball tactics or slobbering win-win—this book attempts to meld the two competing approaches into a single workable strategy. The authors instruct readers on how to get their own needs met while simultaneously seeking ways to expand value for both sides.
Negotiation is stuck. It's time for something new.
Almost everything is negotiable. Almost every interaction is a negotiation. And in no field is this clearer than in business, where every day we work with others to get things done. But when we have real differences, is win-win always possible? Or must every negotiation be a zero-sum battle, with a winner and a loser?
Over the last half century, two opposing philosophies have ruled the field of negotiation: the win-lose, tooth-and-nail approach of training guru Chester Karrass; and the win-win, "principled" creed of Getting to Yes, developed by Roger Fisher and…
Avinash Dixit is an emeritus university professor of economics at Princeton. He is a member of the National Academy of Sciences and was President of the American Economic Association for the year 2008.
This is the book that brought game theory to life. Eschewing dry mathematical theorems, and conducting rigorous logical analysis through rich examples of strategic use of threats, promises, and brinkmanship in real life, Schelling opened up a whole world of practical applications of the theory. My own thinking and writing about game theory owes a huge debt to Schelling. You should also read his “Arms and Influence,” “Micromotives and Macrobehavior,” and “Choice and Consequence.”
A series of closely interrelated essays on game theory, this book deals with an area in which progress has been least satisfactory-the situations where there is a common interest as well as conflict between adversaries: negotiations, war and threats of war, criminal deterrence, extortion, tacit bargaining. It proposes enlightening similarities between, for instance, maneuvering in limited war and in a traffic jam; deterring the Russians and one's own children; the modern strategy of terror and the ancient institution of hostages.
I am a Professor at MIT and co-founder of both the inter-university Program on Negotiation at Harvard Law School and the not-for-profit Consensus Building Institute that provides help in resolving some of the most complex resource management disputes around the world. I have been teaching negotiation and dispute resolution, doing research about the circumstances under which various negotiation strategies do and don’t work, and offering online training for more than four decades. Given the many negotiations I've observed, I’m convinced that negotiating for mutual advantage is the way to go -- avoid unnecessary conflict, get what you want in all kinds of negotiating situations, and walk away with good working relationships and a solid reputation.
Bill Ury was one of the authors of the most important book in the negotiation field – Getting to Yes written more than 30 years ago. It challenged the win-lose model of negotiation that prevailed at the time. Bill and his partners Roger Fisher and Bruce Patton made it clear that we not only need to get agreement, when one is possible given the underlying interests of the parties, we also need to know how to defend our own interests in the face of inside and outside pressure.
One of the reviewers of The Power of a Positive No said that the book “has the power to transform our lives by enabling us to say Yes to what counts – our own needs and values.” I’ve watched him in action; Bill’s three-step method works. First, you say what you really need. Then, you say no to proposals that don’t meet…
“William Ury brings a marvelous blend of experience, insight, integrity and warmth to his work. In this wonderful book he teaches us how to say No—with grace and effect—so that we might create an even better Yes.” —Jim Collins, author of Good to Great
No is perhaps the most important and certainly the most powerful word in the language. Every day we find ourselves in situations where we need to say No–to people at work, at home, and in our communities–because No is the word we must use to protect ourselves and to stand up for everything and everyone that…
I am an international authority for my award-winning research on the Vested® business model for highly collaborative relationships. I began my research in 2003 researching what makes the difference in successful strategic business deals. My day job is being the lead faculty and researcher for the University of Tennessee’s Certified Deal Architect program and my passion is in helping organizations and individuals learn the art, science, and practice of crafting highly collaborative win-win strategic business relationships. My work has led to seven books and three Harvard Business Review articles and I’ve shared my advice on CNN International, Bloomberg, NPR, and Fox Business News.
While this book is written for lawyers, it is a must-read for anyone who is a professional negotiator. I love how this book stresses that traditional hard-bargaining negotiation tactics can lead to run. The book artfully makes the case that a lawyer should serve the client's interests rather than merely papering the deal or making sure the contract will win in court. I especially like the emphasis on the need to shift from conflict to collaboration and how Mnookin and his co-authors focus on not just negotiating the deal – but how to make a deal sustainable so it avoids a Pyrrhic victory. I was also glad to see the chapter on professional ethics – something many negotiators often overlook in their quest to get the best deal.
Conflict is inevitable, in both deals and disputes. Yet when clients call in the lawyers to haggle over who gets how much of the pie, traditional hard-bargaining tactics can lead to ruin. Too often, deals blow up, cases don't settle, relationships fall apart, justice is delayed. Beyond Winning charts a way out of our current crisis of confidence in the legal system. It offers a fresh look at negotiation, aimed at helping lawyers turn disputes into deals, and deals into better deals, through practical, tough-minded problem-solving techniques.
In this step-by-step guide to conflict resolution, the authors describe the many obstacles…
I did all the right things to become a corporate lawyer or an academic, but learned those were not for me. What I love is solving problems, with other people. And that is what negotiation is all about. Whether it’s work on a big transaction or trying to stop a civil war, putting a deal together up front, or trying much later to pick up the pieces of a relationship gone wrong, what I most enjoy doing is figuring out what we need to solve for, who has to be involved, and how we are going to get there. These books have helped me get better at doing that.
It’s not either/or: You can get a good deal and improve your relationship with the other side, at the same time. I loved Getting to Yes when I first read it in Roger Fisher’s law school class, and I still love it today, because it taught me I could solve difficult problems or deal with difficult people, and do it in a principled way. Whether it is a transaction for a Fortune 500 company, negotiating for a raise, or working on an international boundary dispute, the concepts and tools are the same, and they don’t start by requiring the other side to lose. Whether you are a negotiation expert, or just starting out, start here.
__________________________ THE WORLD'S BESTSELLING GUIDE TO NEGOTIATION
Getting to Yes has been in print for over thirty years. This timeless classic has helped millions of people secure win-win agreements both at work and in their private lives. Founded on principles like:
* Don't bargain over positions
* Separate the people from the problem and
* Insist on objective criteria
Getting to Yes simplifies the whole negotiation process, offering a highly effective framework that will ensure success.
Michelle Mazur is a messaging expert who works with brilliant business owners who are shaking things up but having trouble talking about it. She combines the tools of successful social movements with the qualitative research skills she earned in her Communication Ph.D. to help them craft their powerful, captivating message. She lives in Seattle, WA with her adoring husband, three obsessive felines, and a huge collection of Duran Duran memorabilia.
Most business owners have a difficult time translating their ideas into words. Without the right words, it’s impossible to get buy-in for your big ideas. The Red Thread is a simple method to make a compelling argument for why your idea matters and why people should care. If you’re looking to get clarity around an idea and make it irresistible for others, this book is a great place to start.
You have a terrific idea. It’s so powerful that it could change a life, a market, or even the world. There’s just one problem: others don’t see its power—yet. If you truly value the possibility of your idea, then you’re ready to find your Red Thread—the throughline that connects your idea to your audience’s hearts and minds.
The best part is, the Red Thread already exists. It’s the connection that makes the invisible link between your audience’s problem and your solution tangible—and actionable. With the Red Thread, you’ll inspire audiences to act and get the outcome…
