Negotiating Books

Getting to Yes: Negotiating Agreement Without Giving In

Roger Fisher, William L. Ury

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Customer Reviews:
Total reviews: 148 Average rating: 4.5 of 5

Good introduction on negotiation 4 out of 5 stars.
1 of 1 people found this review helpful.

Since there are already 140 reviews, I'll keep it short.

"Getting to yes" has been recommended to me for many years and used as a basis of several trainings and discussions I had in the past. I finally decided to read the book to see if there is anything more than what I heard earlier. From that perspective, I was disappointed. Though, looking at the book without previous knowledge, I'd say that it's a great introduction to principled negotiation, probably the best there is.

The core of the book tries to explain the reader that negotiating about fixes positions is most of the time a lose-lose scenario. Therefore it's better to try to look at what both negotiators interests are and then try to work from there. Then by using these interests, the negotiators will be able to find a solutions with is mutual beneficial for both parties. That way a negotiations turns into a win-win situation and also does not have any personal impacts on the people doing the negotiation.

From this core perspectives, the authors approach different topics related to negotiation. When to negotiate (having you're alternative). Ways to brainstorm solutions. Ways to negotiate with many parties. Working in a principled way if the person with whom you are negotiating is not, etc etc.

The second edition ends with a section on answers to common questions, which almost summarizes the book itself.

"Getting to Yes" is a small book (though it could have been smaller!) and is definitively worth reading. It wasn't as good as I expected, but have not seem a better book on this topic. Recommended.

Editorial Review:

We're constantly negotiating in our lives, whether it's convincing the kids to do their homework or settling million-dollar lawsuits. For those who need help winning these battles, Roger Fisher has developed a simple and straightforward five-step system for how to behave in negotiations. Narrated soothingly by NPR announcer Bob Edwards, Fisher adds the meaty portions of the material with a sense of playfulness. The blend of voices makes this tape easy to listen to, especially the real-life negotiating scenarios, in which negotiating examples are given. This is a must-have tape for every businessperson's car. (Running time: one hour, one cassette) --Sharon Griggins

Getting Past No

William Ury

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Customer Reviews:
Total reviews: 42 Average rating: 4.5 of 5

Every sales person should read it 5 out of 5 stars.
0 of 0 people found this review helpful.

I purchased this book for all of my sales people! I personally have read it twice. It must read.

Editorial Review:

We all want to get to yes, but what happens when the other person keeps saying no?

How can you negotiate successfully with a stubborn boss, an irate customer, or a deceitful coworker?

In Getting Past No, William Ury of Harvard Law School’s Program on Negotiation offers a proven breakthrough strategy for turning adversaries into negotiating partners. You’ll learn how to:

• Stay in control under pressure
• Defuse anger and hostility
• Find out what the other side really wants
• Counter dirty tricks
• Use power to bring the other side back to the table
• Reach agreements that satisfies both sides' needs

Getting Past No is the state-of-the-art book on negotiation for the twenty-first century. It will help you deal with tough times, tough people, and tough negotiations. You don’t have to get mad or get even. Instead, you can get what you want!

Bargaining for Advantage: Negotiation Strategies for Reasonable People 2nd Edition

G. Richard Shell

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Customer Reviews:
Total reviews: 13 Average rating: 5.0 of 5

Editorial Review:

The award-winning guide to business negotiation used by top negotiators and training programs all over the world—completely updated and revised

As director of the renowned Wharton Executive Negotiation Workshop, Professor G. Richard Shell has taught thousands of business leaders, administrators, and other professionals how to survive and thrive in the sometimes rough-and-tumble world of negotiation. His systematic, step- by-step approach comes to life in this book, which is available in over ten foreign editions and combines lively storytelling, proven tactics, and reliable insights gleaned from the latest negotiation research.

This updated edition includes:
• A brand-new “Negotiation I.Q.” test designed by Shell and used by executives at the Wharton workshop that reveals each reader’s unique strengths and weaknesses as a negotiator
• A concise manual on how to avoid the perils and pitfalls of online negotiations involving e-mail and instant messaging
• A detailed look at how gender and cultural differences can derail negotiations, and advice for putting talks back on track

Covert Persuasion: Psychological Tactics and Tricks to Win the Game

Kevin Hogan, James Speakman

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Customer Reviews:
Total reviews: 58 Average rating: 4.0 of 5

Editorial Review:

Praise for Covert Persuasion:

"This book is a treasure trove of ideas you can use to turn a 'no' into a 'yes' almost instantly-in any sales situation."
-Brian Tracy, speaker and author of Create Your Own Future and Change Your Thinking, Change Your Life

"Hogan is the master of persuasion. I urge you to persuade yourself to buy this book and everything he's ever written and recorded. It will help you understand yourself, understand others, and succeed. This information is bankable."
-Jeffrey Gitomer, author of The Sales Bible, Little Red Book of Selling, and Little Red Book of Sales Answers

"There's more wisdom in this book than in 500 pages on the same subject. Whether you need to persuade your lover, your spouse, your boss, your clients, your friends, or yourself, this powerhouse collection of mind tricks and secrets will give you the upper hand. In today's competitive world, this is the persuasion wizard's manual you need to control circumstances and get what you want."
-Dr. Joe Vitale, author of Life's Missing Instruction Manual and The Attractor Factor

"When you read Hogan's writing, it feels like you're getting sage advice from a master. Would you like other people to decide on their own (or so they think) to go along with your every whim? Then this is the book you've been looking for."
-David Garfinkel, author of Advertising Headlines That Make You Rich

"There is more practical information on the dynamics of selling and communication in these pages than you could ever acquire in a lifetime on your own through trial and error. Take advantage of the authors' wisdom and read this book!"
-Todd D. Bramson, Certified Financial Planner and author of Real Life Financial Planning

Persuasion IQ: The 10 Skills You Need to Get Exactly What You Want

Kurt Mortensen

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Customer Reviews:
Total reviews: 7 Average rating: 5.0 of 5

Editorial Review:

Do you realize how much your professional success, your income, and even your personal relationships depend on your ability to persuade, influence, and motivate other people? Yet many of us continue to use outdated tech­niques for convincing others...or worse yet, have no technique at all. Kurt Mortensen, through his Persuasion Institute, has sought out and studied the world's top persuaders, and with his specially formulated Persuasion I.Q. assessment--the most comprehensive persuasion resource available today--he lets readers in on the essential habits, traits, and behaviors neces­sary to cultivate their natural persuasive abilities. Concen­trating on the 10 major Persuasion I.Q. skills, the book allows readers to determine their own current Persu­asion I.Q., helping them to identify their strengths and weaknesses, and start­ing them down a path to enormous success and wealth. The book reveals powerful techniques that will enable them to:

read people quickly * create instant trust * get others to take immediate action * close more sales * win over clients * accelerate business success * earn what they're really worth * influence others to accept their points of view * win negotiations * enhance relationships * and--most important--hear the magical word "yes" more often! Whether we're selling a product, presenting an idea, or ask­ing for a raise, persuasion is the magic ingredient. This powerful, life-changing book will transform anyone into a persuasion genius.

Negotiation: Readings, Exercises, and Cases

Roy J Lewicki, Bruce Barry, David M Saunders

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Customer Reviews:
Total reviews: 7 Average rating: 4.5 of 5

Teaching Review 5 out of 5 stars.
6 of 6 people found this review helpful.

The text from Lewicki, Barry, and Saunders is the most complete - and comprehensive - compilation of articles, cases, and exercises I've found in my teaching Negotiations at college, University, and corporate business.
The authors/editors have selected excellent articles from some of the foremost writers on Negotiation ... and coupled them with cases which highlight what you've just read. I have recommended it to friends, and continute to select it for graduate level courses in Negotiations. My students like the text, and plan to keep it on their shelves (rather than sell it back to the bookstore).

Editorial Review:

Negotiation is a critical skill needed for effective management. NEGOTIATION: READINGS EXERCISES, AND CASES, 5/e takes an experiential approach and explores the major concepts and theories of the psychology of bargaining and negotiation, and the dynamics of interpersonal and inter-group conflict and its resolution. It is relevant to a broad spectrum of management students, not only human resource management or industrial relations candidates. It contains approximately 50 readings, 32 exercises, 9 cases and 5 questionnaires.

Essentials of Negotiation

Roy J Lewicki, Bruce Barry, David M Saunders

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Customer Reviews:
Total reviews: 3 Average rating: 4.5 of 5

Best general overview of negotiation 5 out of 5 stars.
74 of 90 people found this review helpful.

I have done my doctoral dissertation in negotiation and have read hundred of books and articles in this subject. "Essential of Negotiation" is the best general book dealing with negotiation. Great coverage of the subject. No doubt it is a great investment for practitioners and academics. You will not regret!

Hits all the high points, doesn't dumb things down. 5 out of 5 stars.
19 of 20 people found this review helpful.

"Essentials of Negotiation" is the popular market version of "Negotiation," which is a texbook. This one is more of a handbook for actual negotiators. The advantages of "Essentials" is that it is streamlined (making it a better intro for beginners or refresher for experienced negotiators) and less expensive. It still includes all the major topics you want to see: distributive bargaining, integrative bargaining, psychology of negotiations (including some communications tactics), ethics, and some int'l stuff. It also has a good index, making it a nice reference tool.

While it has lots of stories and examples to help readers remember concepts, my favorite feature of this book is that the author doesn't talk down to his audience. Lewicki uses technical jargon when it is appropriate (he also explains it). That precision has value, in my opinion. People who are completely new to a study of negotiation might prefer "Getting Past No" by Ury, which is also very good but perhaps more accessible. Those with some, even minimal, experience would be well-served by this book.

Good luck!

Editorial Review:

ESSENTIALS OF NEGOTIATION, 4e is a short paperback derivative from the main text, NEGOTIATION, 5e. It explores the major concepts and theories of the psychology of bargaining and negotiation, and the dynamics of interpersonal and inter-group conflict and its resolution. Fourteen of the 20 chapters from the main text have been included (about half have been shortened by about 1/3) for this volume. Chapters are shortened by removing more 'academic' material and some of the boxes. This effectively leaves the message and theories of negotiation intact.

Secrets of Power Negotiating

Roger Dawson

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Customer Reviews:
Total reviews: 42 Average rating: 5.0 of 5

Get it! 5 out of 5 stars.
0 of 0 people found this review helpful.

I've seen this course make a very positive impact on more than one person. One thing I really like about it is that it's not about steamrolling people. It's about finding common ground and making sure both sides come away from the negotiation with their dignity and feeling good about dealing with you. With that said, this course can help you prevent being manipulated and taken advantage of by those who make a habit of steamrolling others, and do it in a way that isn't overly confrontational.

Editorial Review:

Secrets of Power Negotiating covers every aspect of the negotiating process with practical, proven advice: from beginning steps to critical final moves, how to recognize unethical tactics, key principles to the Power Negotiating strategy, why money is not as important as everyone thinks, negotiating pressure points, understanding the other party and gaining the upper hand, and analyses of different negotiating styles.

And Power Negotiating can be applied to any situation:
- Business owners will learn how to dramatically improve profits.
- Managers will learn how to become dynamic leaders.
- Parents will discover how to shape their child's future.
- Salespeople will learn how to build-and protect-their bottom line.
- All readers will find how to develop power and control over their ability to get what they want-in all areas of their lives.

Mind and Heart of the Negotiator, The (3rd Edition)

Leigh Thompson

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Customer Reviews:
Total reviews: 11 Average rating: 4.5 of 5

Used in MBA program - not that useful 3 out of 5 stars.
9 of 10 people found this review helpful.

We used this book in our negotiations class and actually found Getting to Yes to be more useful. This is one of those textbooks that I have written about in other classes that has a lot of common sense in it but it actually makes thinking about negotiation harder than it really is. The book could easily have been shrunk from 430 pages to about 150 pages. The book actually presents too many things to think about in a negotiation that you end up becoming confused about which strategy to use or how to play defense. Of course, like any book some people might like it but I know myself and other classmates did not find it that helpful.

Editorial Review:

At last, a negotiation book that provides an integrated, big-picture view of what to do and what to avoid at the bargaining table based on the latest research findings! Combining a strong applied flavor with straightforward and lively writing, The Mind and Heart of the Negotiator presents a unified, and comprehensive overview of the insights, strategies, and practices inherent to successful negotiations and addresses the most common myths and pitfalls that plague negotiators. This unique book weaves together a wide range of disciplines in its study of negotiation and discusses distributive negotiation, win-win negotiation, developing a negotiating style, creativity and problem solving, and cross-cultural negotiation. For those in psychology, sociology, and organizational behavior economics interested in improving their negotiation skills.

The Power of a Positive No: Save The Deal Save The Relationship and Still Say No

William Ury

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Customer Reviews:
Total reviews: 27 Average rating: 4.0 of 5

Editorial Review:

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 matters to us.

But as we all know, the wrong No can also destroy what we most value by alienating and angering people. That’s why saying No the right way is crucial. The secret to saying No without destroying relationships lies in the art of the Positive No, a proven technique that anyone can learn.

This indispensable book gives you a simple three-step method for saying a Positive No. It will show you how to assert and defend your key interests; how to make your No firm and strong; how to resist the other side’s aggression and manipulation; and how to do all this while still getting to Yes. In the end, the Positive No will help you get not just to any Yes but to the right Yes, the one that truly serves your interests.

Based on William Ury’s celebrated Harvard University course for managers and professionals, The Power of a Positive No offers concrete advice and practical examples for saying No in virtually any situation. Whether you need to say No to your customer or your coworker, your employee or your CEO, your child or your spouse, you will find in this book the secret to saying No clearly, respectfully, and effectively.

In today’s world of high stress and limitless choices, the pressure to give in and say Yes grows greater every day, producing overload and overwork, expanding e-mail and eroding ethics. Never has No been more needed. A Positive No has the power to profoundly transform our lives by enabling us to say Yes to what counts–our own needs, values, and priorities.

Understood this way, No is the new Yes. And the Positive No may be the most valuable life skill you’ll ever learn!


From the Hardcover edition.