The Young Entrepreneur Council, via The Globe and Mail, recommends ten books to help entrepreneurs negotiate smarter and make better deals. This is a great mix of classic titles and newer gems, and is a nice resource for contract negotiators and procurement professionals.
- Getting to Yes: How to Negotiate Agreement Without Giving In by Roger Fisher and William Ury – “based on the work of the Harvard negotiation project”
- How to Win Friends and Influence People by Dale Carnegie – this classic was first published in 1937
- Negotiation Genius: How to Overcome Obstacles and Achieve Brilliant Results at the Bargaining Table and Beyond by Deepak Malhotra – “outlines five research-backed principles to apply in any negotiation”
- The Last Lecture by Randy Pausch – helps with focusing on what’s important
- Influence: The Psychology of Persuasion by Robert B. Cialdini – helps you persuade others effectively
- The Thirty-Six Strategems – ancient Chinese wisdom
- Beyond the Chicken Dance: An Enlightened Approach to Building Better Business Alliances by Charles H. Newman – everything in life is negotiable
- Power Up; Speak Up; Be Heard by Kay White – become a clear and effective communicator
- Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal by Oren Klaff – “a powerful guide to cognitive psychology, social dynamics, and message framing”
- Crucial Conversations: Tools for Talking When Stakes are High by VitalSmarts – making it safe to talk about almost anything