Love Negotiating with Backbone? Readers share 82 books like Negotiating with Backbone...

By Reed Holden,

Here are 82 books that Negotiating with Backbone fans have personally recommended if you like Negotiating with Backbone. Shepherd is a community of 12,000+ authors and super readers sharing their favorite books with the world.

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Book cover of Good to Great: Why Some Companies Make the Leap and Others Don't

Rusty Komori Author Of Superior: Creating a Superior Culture of Excellence

From my list on building excellence in leadership.

Why am I passionate about this?

I was the Head Coach of the Punahou School Boys Varsity Tennis Team for 22 years, and we were fortunate to win 22 consecutive State Championships. Since retiring as head coach in 2015, I felt compelled to become an author and share my system of coaching excellence which led to this unprecedented winning streak. I know there are distinct differences between great and superior which can be applied to everyone in business, sports, and life. I want to inspire everyone to maximize their potential and have peak performance as a parent, son or daughter, coach or player, leader or team member.

Rusty's book list on building excellence in leadership

Rusty Komori Why did Rusty love this book?

I loved this book because we all want to achieve greatness, and it clearly identifies practices, strategies, and habits that can take a good team and make them great. It’s a reminder for me to be disciplined as a person, control myself with disciplined thoughts, and exhibit disciplined actions.

I like how Jim Collins emphasizes strategic focus, disciplined decision-making, and the importance of sustained excellence for long-term success. His "Hedgehog Concept" is a great reminder for me to reflect on what I’m deeply passionate about, what I can be the best at, and what drives my economic engine.

By Jim Collins,

Why should I read it?

16 authors picked Good to Great as one of their favorite books, and they share why you should read it.

What is this book about?

________________________________
Can a good company become a great one? If so, how?

After a five-year research project, Jim Collins concludes that good to great can and does happen. In this book, he uncovers the underlying variables that enable any type of organisation to make the leap from good to great while other organisations remain only good. Rigorously supported by evidence, his findings are surprising - at times even shocking - to the modern mind.

Good to Great achieves a rare distinction: a management book full of vital ideas that reads as well as a fast-paced novel. It is widely regarded…


Book cover of Competitive Strategy: Techniques for Analyzing Industries and Competitors

Jeet Mukherjee Author Of Pricing with Confidence: Ten Rules for Increasing Profits and Staying Ahead of Inflation

From my list on make an impact in your organization through pricing.

Why am I passionate about this?

I’ve been working in value-based pricing for over 20 years and I’ve seen firsthand how it can transform a company’s profits when done right and executed properly through sales. While the specific strategies and tactics vary across industries, company size, and product offerings, many of the foundations and logic behind those strategies can be learned, and must be understood in order to grow a company’s revenue and profit growth in today’s markets. I’d love to connect about any of these topics – feel free to reach out on LinkedIn!

Jeet's book list on make an impact in your organization through pricing

Jeet Mukherjee Why did Jeet love this book?

Porter’s five forces have been around a long time–and they’re an important and timeless framework for strategy.

It helps companies focus on where to improve as they look to dominate a market, understanding the ecosystem of competitive threats, entrants, and substitutes.

By understanding what contributes to your pricing power and knowing your stance in different environments, leaders will learn to discern what your pricing power is and how to build and maintain it over time.

By Michael E. Porter,

Why should I read it?

2 authors picked Competitive Strategy as one of their favorite books, and they share why you should read it.

What is this book about?

Now nearing its sixtieth printing in English and translated into nineteen languages, Michael E. Porter's Competitive Strategy has transformed the theory, practice, and teaching of business strategy throughout the world.

Electrifying in its simplicity-like all great breakthroughs-Porter's analysis of industries captures the complexity of industry competition in five underlying forces. Porter introduces one of the most powerful competitive tools yet developed: his three generic strategies-lowest cost, differentiation, and focus-which bring structure to the task of strategic positioning. He shows how competitive advantage can be defined in terms of relative cost and relative prices, thus linking it directly to profitability, and…


Book cover of The Strategy and Tactics of Pricing: A Guide to Profitable Decision Making

Jeet Mukherjee Author Of Pricing with Confidence: Ten Rules for Increasing Profits and Staying Ahead of Inflation

From my list on make an impact in your organization through pricing.

Why am I passionate about this?

I’ve been working in value-based pricing for over 20 years and I’ve seen firsthand how it can transform a company’s profits when done right and executed properly through sales. While the specific strategies and tactics vary across industries, company size, and product offerings, many of the foundations and logic behind those strategies can be learned, and must be understood in order to grow a company’s revenue and profit growth in today’s markets. I’d love to connect about any of these topics – feel free to reach out on LinkedIn!

Jeet's book list on make an impact in your organization through pricing

Jeet Mukherjee Why did Jeet love this book?

While pricing has evolved in many ways, the tenets of this book will be referenced in nearly every modern-day pricing strategy.

It’s important to understand these foundations and their logic as you build out your own strategy. The book walks through the effects of price, how it reflects on your brand, and the art of price setting and differential value as important parts of the broader picture of pricing.

By Thomas Nagle, Reed Holden,

Why should I read it?

1 author picked The Strategy and Tactics of Pricing as one of their favorite books, and they share why you should read it.

What is this book about?

Practical in focus and lively in style, this book provides a comprehensive, managerially-focused, integrated, step-by-step guide to pricing analysis and strategy development. Numerous walk-through examples show how companies successfully or unsuccessfully implement pricing strategies. Strategic Pricing; Costs; Financial analysis; Customers; Competition; Price-center strategy; Life Cycle Pricing; Managing Value Perceptions; Segmented Pricing; Pricing in and through Distribution Channels; Competitive Advantages; Customer Research for Pricing; The Law and Ethics. For Marketing Managers, Product Managers, Managers of Pricing, Managers of Strategic Planning.


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Book cover of Tap Dancing on Everest: A Young Doctor's Unlikely Adventure

Tap Dancing on Everest by Mimi Zieman,

Tap Dancing on Everest, part coming-of-age memoir, part true-survival adventure story, is about a young medical student, the daughter of a Holocaust survivor raised in N.Y.C., who battles self-doubt to serve as the doctor—and only woman—on a remote Everest climb in Tibet.

The team attempts a new route up…

Book cover of Getting Price Right: The Behavioral Economics of Profitable Pricing

Jeet Mukherjee Author Of Pricing with Confidence: Ten Rules for Increasing Profits and Staying Ahead of Inflation

From my list on make an impact in your organization through pricing.

Why am I passionate about this?

I’ve been working in value-based pricing for over 20 years and I’ve seen firsthand how it can transform a company’s profits when done right and executed properly through sales. While the specific strategies and tactics vary across industries, company size, and product offerings, many of the foundations and logic behind those strategies can be learned, and must be understood in order to grow a company’s revenue and profit growth in today’s markets. I’d love to connect about any of these topics – feel free to reach out on LinkedIn!

Jeet's book list on make an impact in your organization through pricing

Jeet Mukherjee Why did Jeet love this book?

This book takes a deeper look into the psychology of choices and pricing.

It helps provide more context and understanding around some familiar tactics and what drives buyer’s decisions. While price setting can be a technical activity, leaders need to understand the softer/behavioral skills to sell that price both internally and externally. Both components are important in order to get your pricing right.

By Gerald Smith,

Why should I read it?

1 author picked Getting Price Right as one of their favorite books, and they share why you should read it.

What is this book about?

Winner, 2022 Leonard L. Berry Marketing Book Award, American Marketing Association

How do leaders, managers, and proprietors go about the essential task of setting prices? What biases enter into this process, and why? How can a business debias its price setting to become more productive, strategic, and profitable?

Combining perceptive insights from behavioral economics with leading-edge ideas on price management, this book offers a new approach to pricing. Gerald Smith demonstrates why understanding, reframing, and refining everyday pricing processes-a firm's or manager's pricing orientation-results in a better long-term pricing strategy. He explores how pricing actually happens in practice and shows…


Book cover of The Ultimate Sales Machine: Turbocharge Your Business with Relentless Focus on 12 Key Strategies

David Jenyns Author Of SYSTEMology: Create time, reduce errors and scale your profits with proven business systems

From my list on business systems and processes for small business owners.

Why am I passionate about this?

After I successfully systemised myself out of my digital agency and brought in a CEO to run it, I became a systems devotee… I founded systemHUB and launched a movement called SYSTEMology to help business owners worldwide achieve freedom from daily operations and scale their business—like I did. My mission now involves supporting certified SYSTEMologists who assist business owners with SYSTEMology implementation, conducting workshops, delivering keynote addresses, hosting the Business Processes Simplified podcast, and nurturing the growing community of SYSTEMologists.

David's book list on business systems and processes for small business owners

David Jenyns Why did David love this book?

I highly recommend The Ultimate Sales Machine for business owners or entrepreneurs looking to simplify their business processes and get their sales game on point.

This book offers practical and universally applicable advice on organisational alignment, time management, and standardisation to increase efficiency and improve sales. What stuck with me was the importance of focusing on the fundamentals that drive thriving sales rather than trying to do too many things at once.

Chet Holmes' material is out-of-the-park great, offering sound and simple business advice to grow your business stronger than ever. Reading this book changed the way I approach sales and marketing, and I reckon anyone who’s keen on business greatness should give it a read.

By Chet Holmes,

Why should I read it?

2 authors picked The Ultimate Sales Machine as one of their favorite books, and they share why you should read it.

What is this book about?

NEWLY REVISED AND UPDATED

The bestselling business playbook for turbocharging any organization, updated for modern audiences with new and never-before-seen material

Every single day 3,076 businesses shut their doors. But what if you could create the finest, most profitable and best-run version of your business without wasting precious dollars on a thousand different strategies? When The Ultimate Sales Machine first published in 2007, legendary sales expert Chet Holmes gave us the key to do just that. All you need is to focus on twelve key areas of improvement—and practice them over and over with pigheaded discipline.

Now, a decade later,…


Book cover of Work Less, Make More: The counter-intuitive approach to building a profitable business, and a life you actually love

John Lamerton Author Of Big Ideas... For Small Businesses: Simple, Practical Tools and Tactics to Help Your Small Business Grow

From my list on thinking big for small business owners in the UK.

Why am I passionate about this?

I used to hate lifestyle businesses, looking down my nose at them, saying (as many others do!) that they weren’t real businesses. After a “lightbulb moment,” I now proudly describe myself as an ambitious lifestyle business owner – someone who designs their business around their lifestyle, rather than the other way around. Work to live, not live to work! As well as Big Ideas... for Small Businesses, a bestselling book about how to build a lifestyle business, I also host the Ambitious Lifestyle Business podcast, where I interview other lifestyle business owners, discovering how what an ambitious, lifestyle business looks like for them.

John's book list on thinking big for small business owners in the UK

John Lamerton Why did John love this book?

Who wouldn't want to work less and make more?

James Schramko feels like an Australian version of me: he's started, built and sold multiple successful businesses over a couple of decades. He's been there, done that, and sold the T-shirt – but prefers to spend his days surfing rather than working.

This book shows you how he achieves that work/life balance – by working less and making more.

By James Schramko,

Why should I read it?

2 authors picked Work Less, Make More as one of their favorite books, and they share why you should read it.

What is this book about?

Work Less, Make More is a dense delivery of solid systems and sane advice. It's not 80/20, it's 80/20 squared. Every few pages, James punches you in the face with an instantly actionable hack.
~ Perry Marshall, Author of 80/20 Sales & Marketing, Ultimate Guide to Google AdWords, and Evolution 2.0

James gives massive value in a fun and easy-to-read book. Real, actionable ways to cut your hours while increasing your income. Want to know how to do it in your own business? Get this and find out!
~ Jonathan Mizel

In Work Less, Make More, James proves that keeping…


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Book cover of The Coaching Habit: Say Less, Ask More & Change the Way You Lead Forever

The Coaching Habit by Michael Bungay Stanier,

The coaching book that's for all of us, not just coaches.

It's the best-selling book on coaching this century, with 15k+ online reviews. Brené Brown calls it "a classic". Dan Pink said it was "essential".

It is practical, funny, and short, and "unweirds" coaching. Whether you're a parent, a teacher,…

Book cover of Unlimited Selling Power: How to Master Hypnotic Selling Skills

Bernie De Souza Author Of Getting "Yes" Decisions: What insurance agents and financial advisors can say to clients.

From my list on closing skills for insurance agents and network marketers.

Why am I passionate about this?

I see salesmen talking and selling, but never being able to close. They use outdated techniques from 30 years ago. The world now is over exposed and over marketed to. Buyers are more sophisticated. We have to change.

Bernie's book list on closing skills for insurance agents and network marketers

Bernie De Souza Why did Bernie love this book?

Focus and controlling our prospects’ attention is the first step. Add some conversational hypnosis and we will have more influence over the outcome.

The authors believe in carefully crafted sales scripts to talk to the unconscious mind of our prospects. While these structure sentences seem challenging at first, we gradually become aware of their power as we progress through this book.

By Donald Moine, Kenneth Lloyd,

Why should I read it?

1 author picked Unlimited Selling Power as one of their favorite books, and they share why you should read it.

What is this book about?

Provides salespeople with information on hypnotic techniques and how to use them in sales presentations and script books to win the customer's trust and make sales.


Book cover of The Yes Syndrome: A Complete Guide to Selling Professionally

Wayne Moloney Author Of The Wentworth Prospect: A novel guide to success in B2B sales

From my list on B2B salespeople to stay relevant and successful.

Why am I passionate about this?

Everyone survives by selling something whether we wear the title or not. Selling has been my career, even before I was a salesperson. I started my career in engineering but quickly realised my passion was in developing business, not designing industrial ventilation systems. Helped by a boss who also saw I was better suited to roles other than engineering (he wasn’t so polite) I went on to enjoy a successful career spanning 4 decades working in Australian, Asian, and European markets that embraced all facets of sales and business development. Helped by great mentors and learning from the experience of others, I have endeavoured to give back by mentoring business owners, salespeople, and writing.

Wayne's book list on B2B salespeople to stay relevant and successful

Wayne Moloney Why did Wayne love this book?

The YES Syndrome could have been written yesterday.

But it was first published in 1982. Proof that the basics of good selling are not new, but have been the foundation of successful, ethical selling for decades, if not longer.

Combine the timeless customer-focused sales skills that Beveridge shares with the emerging technologies of the 21st century and salespeople will not only remain relevant, but indispensable and invaluable to buyers.

By Don Beveridge,

Why should I read it?

1 author picked The Yes Syndrome as one of their favorite books, and they share why you should read it.

What is this book about?

'The YES Syndrome' is much more than simplistic selling techniques or more "HOW-TO." It is a unique, complete system, from the initial "customer needs analysis" through to the sophisticated 'customer focused proposal.' These systems work. They have been proven and Don Beveridge's concepts have been embraced by corporated America.


Book cover of Gap Selling: Getting the Customer to Yes: How Problem-Centric Selling Increases Sales by Changing Everything You Know About Relationships, Overcoming Objections, Closing and Price

Dave Kurlan Author Of Baseline Selling: How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball

From my list on to become a sales superstar.

Why am I passionate about this?

I've been selling professionally since 1973, and in the sales training and development business for more than 36 years. I founded Objective Management Group, the world’s leading provider of sales force evaluations and sales candidate assessments, and we have data on 2.2 million salespeople. OMG measures 21 Sales Core Competencies, so that’s around 250 findings on 2.2 million salespeople or close to 500 million data points! I've personally trained and coached tens of thousands of salespeople, sales managers, and sales leaders and I have published nearly 2,000 articles on my multi-award-winning blog, Understanding the Sales Force. I was installed in the Sales & Marketing Hall of Fame in 2013. 

Dave's book list on to become a sales superstar

Dave Kurlan Why did Dave love this book?

Gap Selling is the best book written about selling in the past ten years. Keenan comes out swinging, keeps swinging, and swings hard. He pulls no punches, hits you with the truth, and you’d better be strong enough to handle what he dishes out. Keenan’s approach is modern, consultative, and it is the right book for these challenging times.

By Keenan,

Why should I read it?

1 author picked Gap Selling as one of their favorite books, and they share why you should read it.

What is this book about?

People don't buy from people they like. No! Your buyer doesn't care about you or your product or service. It's not your job to overcome objections, it's your buyer's. Closing isn't a skill of good salespeople; it's the skill of weak salespeople. Price isn't the main reason salespeople lose the sale. Gap Selling shreds traditional and closely held sales beliefs that have been hurting salespeople for decades.

For years, salespeople have embraced a myriad of sales tactics and belief systems that have unknowingly created many of the issues they have been trying to avoid such as: long sales cycles, price…


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Book cover of Unwritten: The Thought Leader's Guide to Not Overthinking Your Business Book

Unwritten by Emily Crookston,

UNWRITTEN: The Thought Leader’s Guide to Not Overthinking Your Business Book is a business book about how to write a business book. Written by a business owner (a ghostwriter) for other business owners, it shows you the easiest way to fit writing a book into running your business. And most…

Book cover of How I Raised Myself from Failure to Success in Selling

Dave Kurlan Author Of Baseline Selling: How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball

From my list on to become a sales superstar.

Why am I passionate about this?

I've been selling professionally since 1973, and in the sales training and development business for more than 36 years. I founded Objective Management Group, the world’s leading provider of sales force evaluations and sales candidate assessments, and we have data on 2.2 million salespeople. OMG measures 21 Sales Core Competencies, so that’s around 250 findings on 2.2 million salespeople or close to 500 million data points! I've personally trained and coached tens of thousands of salespeople, sales managers, and sales leaders and I have published nearly 2,000 articles on my multi-award-winning blog, Understanding the Sales Force. I was installed in the Sales & Marketing Hall of Fame in 2013. 

Dave's book list on to become a sales superstar

Dave Kurlan Why did Dave love this book?

Frank Betger was a sales guru before there were sales gurus! Most of his insights, despite being sixty years old, are still spot on and he influenced my sales consulting and writing career of thirty-five years and counting. Frank was a professional baseball player with the St. Louis Cardinals prior to becoming a sales guru and everyone will relate to his story of failure and how he made himself successful.

By Frank Bettger,

Why should I read it?

1 author picked How I Raised Myself from Failure to Success in Selling as one of their favorite books, and they share why you should read it.

What is this book about?

What are the selling secrets that raised Frank Bettger from initial failure to unparalleled success, and fame, as one of the highest paid salesmen in America? Encouraged to tell his story by admiring colleague Dale Carnegie, Bettger reveals his proven success formula so that you too can work magic with sales - and multiply your income and happiness a thousandfold! Inside you will find instructive examples and step-by-step guidelines on how to develop the style, spirit, and techniques of a first-rate salesperson. No matter what you sell, your on-the-job performance and profits will increase dramatically when you apply Bettger's keen…


Book cover of Good to Great: Why Some Companies Make the Leap and Others Don't
Book cover of Competitive Strategy: Techniques for Analyzing Industries and Competitors
Book cover of The Strategy and Tactics of Pricing: A Guide to Profitable Decision Making

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5 book lists we think you will like!

Interested in sales, negotiation, and pricing?

Sales 82 books
Negotiation 27 books
Pricing 19 books