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lionhearted, which books would you suggest to get better at negotiation?

My favorite is "Crucial Conversations" -


Then I've read like 10 more and they all kind of blend together... I'd recommend getting at least 4-5 that are rated highly on Amazon, just to give you some different perspectives.

For instance, there's a long running debate on whether it's better to make the first offer or not when negotiating. The "offer first" crowd says you get to set the general scope of negotiation. The "let them offer first" crowd says that their first offer becomes the absolute worst you could get, and you might do better... and they might well offer more than you were going to ask for.

You want to read at least a few different books, because one might take a dogmatic hardline stance "never offer first!" - which is clearly wrong some of the time. Good to hear different perspectives.

If I remember correctly, Roger Dawson's "Power Negotiation" was also good.


After that, they all kind of blur together in my memory... but really, it's a topic with massive ROI for anyone that touches money ever. You're not going to go wrong dropping 15 bucks and 5 hours fast-reading a book on negotiation. One good insight once pays for that many times over.

I would recommend

- Bargaining for Advantages: http://www.amazon.com/Bargaining-Advantage-Negotiation-Strat...

The very best negotiations book I have ever read.

Further, you should check-out the Harvard Negotiation Project: http://www.pon.harvard.edu/category/research_projects/harvar...

They do have nice and free reports on the different aspects of negotiations.

Let me know if you need further pointers!

Getting to Yes - Fisher and Ury

Influence: The Psychology of Persuasion - Cialdini

How to Win Friends & Influence People - Carnegie

There's also a new book out by a Wharton professor called "Getting More" which is based on a class he's taught for many years. Less theory, more practice. There are literally hundreds of negotiation anecdotes in here, from getting a child to take a shot, to getting a raise to winning a government grant. Really good stuff.

Practice/Trial and error :-)

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