The best books to become a wicked good negotiator

Joshua N. Weiss Author Of The Book of Real-World Negotiations: Successful Strategies from Business, Government, and Daily Life
By Joshua N. Weiss

The Books I Picked & Why

Getting to Yes with Yourself: And Other Worthy Opponents

By William Ury

Getting to Yes with Yourself: And Other Worthy Opponents

Why this book?

I am recommending this book because Ury turns the mirror on negotiators and gets them to look at themselves and why they do what they do at the negotiating table. This is critically important because I believe half our problems in negotiation are with the other party and the other half are within us. Ury gets people to really take this very seriously and to look in a place most ignore.


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Negotiating the Impossible: How to Break Deadlocks and Resolve Ugly Conflicts (Without Money or Muscle)

By Deepak Malhotra

Negotiating the Impossible: How to Break Deadlocks and Resolve Ugly Conflicts (Without Money or Muscle)

Why this book?

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. 


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Getting to Yes: Negotiating Agreement Without Giving in

By Roger Fisher, William Ury, Bruce Patton

Getting to Yes: Negotiating Agreement Without Giving in

Why this book?

Getting To Yes is a seminal work in the field of negotiation and completely changed the landscape of negotiation forever. Prior to Getting To Yes, people felt very uncomfortable negotiating. As a result of the book, they now have an easy to use framework that allows them to be true to themselves and build better deals and relationships.


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Beyond Reason: Using Emotions as You Negotiate

By Roger Fisher, Daniel Shapiro

Beyond Reason: Using Emotions as You Negotiate

Why this book?

Prior to Beyond Reason, the conventional wisdom was to keep emotions out of negotiation. That, as Fisher and Shapiro showed us, was not possible. They discuss five core emotions that play a central role in negotiation and must not be ignored to achieve success.


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The Essential Mary Parker Follett: Ideas We Need Today

By François Héon, Albie Davis, Jennifer Jones-Patulli, Sébastien Damart

The Essential Mary Parker Follett: Ideas We Need Today

Why this book?

Mary Parker Follett was an intellectual pioneer in the early 20th Century. Her works informed many of today’s modern-day negotiation concepts. She did this in a world that was hardly welcoming to women. Her ground-breaking ideas focused on leadership, diversity, mediation, and negotiation.


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