Best Negotiation Books
(Updated 2022)
February 7, 2022Both in professional and private life, we are constantly faced with the challenge of having to negotiate with other people. Books about negotiation skills, negotiation techniques and negotiation success can be very helpful with that.
In line with the topic, I can also recommend some books on persuasion and influence.
Getting to Yes: Negotiating Agreement Without Giving In
by Roger Fisher and William Ury
This book is a well-structured, easy-to-understand guide to better success in negotiations. It does not teach how to get more out of a negotiation than the negotiating partner. Instead, it focusses on how to work together to achieve a result that satisfies all parties.
The method presented is “principled negotiation” or “negotiation on the merits.” Its core elements are: Treat people and interests separately, concentrate on interests and not on positions, find decision options, and insist on objective evaluation criteria.
After describing the negotiation method itself, the authors advise on how to deal with difficult negotiating partners who do not (or do not want to) behave according to this method. Since we programmers also end up at the negotiating table, again and again, I can recommend this book to everyone.
Suitable as an audiobook? Yes, but I’ve read the printed version and therefore cannot judge the audiobook edition.
Never Split the Difference – Negotiating as If Your Life Depends on It
by Chris Voss and Tahl Raz
The methods presented in "Getting to Yes" work well as long as the negotiating partner eventually embraces them, and the goal is a satisfactory outcome for all parties. But how do you negotiate with tough opponents?
The author is the former FBI chief international hostage and kidnapping negotiator – a role in which he could hardly compromise. He uses real-life situations to explain the negotiation methods he developed during his time with the FBI – some of which have turned previous best practices upside down.
After his career at the FBI, the author has successfully transferred his concepts into everyday and business life. He presents effective principles with which we can better negotiate and resolve conflicts in everyday life – from buying a car and negotiating salaries to private and family life.
The book is entertaining, and I highly recommend it due to a wide range of practical and immediately practicable advice.
Suitable as an audiobook? Yes.