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Ten Books About Negotiating for Your Bookshelf

Ten Books About Negotiating for Your Bookshelf

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.

  1. 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”
  2. How to Win Friends and Influence People by Dale Carnegie – this classic was first published in 1937
  3. 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”
  4. The Last Lecture by Randy Pausch – helps with focusing on what’s important
  5. Influence: The Psychology of Persuasion by Robert B. Cialdini – helps you persuade others effectively
  6. The Thirty-Six Strategems – ancient Chinese wisdom
  7. Beyond the Chicken Dance: An Enlightened Approach to Building Better Business Alliances by Charles H. Newman – everything in life is negotiable
  8. Power Up; Speak Up; Be Heard by Kay White – become a clear and effective communicator
  9. 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”
  10. Crucial Conversations: Tools for Talking When Stakes are High by VitalSmarts – making it safe to talk about almost anything

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