How to Improve Your Negotiation – 7 Best Books to Read

1. Introduction

Negotiation is a skill that comes easier to some people but can seem difficult to others. Learning how to negotiate can open many doors of opportunity and make you overall more happy and successful in life. A start to learning how to negotiate is to indulge in some of the best books on the topic written by experts. To showcase a start on learning or improving your negotiation skills, this article presents a list of 7 books to improve your negotiation skills, accompanied with a short summary of each book.

Please continue to read this article to find out more and kick-start your journey on learning how to negotiate or continue to polish your negotiation skills. At AMST Legal we help companies to negotiate better to negotiate business deals, contracts and to solve disputes.

2. Books we recommend

There are several books about negotiation on the market, which makes it difficult to know where to start. To simplify that, we have compiled a list of 7 books to improve your negotiation skills. The books handle different aspects of negotiation as described below.

Getting to yes: Negotiating Agreement Without Giving In (various version and latest in 2011) by Roger Fisher, William Ury & Bruce Patton

The starting point of the new and better way of Negotiating, started at the Programon Negotiation at Harvard Law School.  The book aims to pinpoint a method for reaching good agreements, i.e. principled negotiation or interest-based negotiations. The method is divided into four parts, which are relevant throughout the whole negotiation process. The method’s four parts are the following:

• Separate the people from the problem,
• Focus on interests rather than positions,
• Generate a variety of options before settling on an agreement, and
• Insist that the agreement will be based on objective criteria.

The book is a great book to teach you about the basics of becoming a better negotiator.

To gain further insights into the four part method, see the more extensive summary here: https://www.pon.harvard.edu/daily/negotiation-skills-daily/six-guidelines-for-getting-to-yes/

Never Split the Difference – Negotiating as if your life depended on it (2016) by Chris Voss and Tahl Raz

In Voss and Raz’ contribution to another book teaching negotiation skills, the aim is negotiation in general as well. The content stems from Voss’ experience as a hostage negotiator in the FBI, which is why the tips are based on such situations. However, the tips can be applied generally when learning or improving negotiation skills for other purposes.

The key points from the book are the following:

• Learn from history,
• Prioritise active listening,
• Show empathy and understanding,
• The empowered word “no”,
• The power of the wording “that’s right”,
• Unravel hidden needs through non-linear negotiation,
• Ask calibrated questions,
• Understand the counterpart’s negotiation style and how to categorize them, and
• Embrace the unknown.

If you are curious to know more about this book, see further information here: https://www.blackswanltd.com/never-split-the-difference.

Good for you, Great for me: Finding the Trading Zone and Winning at Win-Win Negotiation (2014) by Lawrence Susskind

As Fisher and Ury argue in their book that started it all (Getting to Yes), Susskind goes a step further and focus on so called “win-win” negotiation. That refers to how most negotiations play out, as a way of reaching an agreement based on finding the most beneficial outcome for both parties. Susskind’s book aims to show how to be the winner in win-win negotiations, as the outcome could be even better than good which is the goal of win-win negotiation.

For more information on Susskind’s book, continue reading here: https://www.pon.harvard.edu/shop/good-for-you-great-for-me/.

Getting to yes with yourself: How to Get What You Truly Want (2016) by William Ury

Negotiation is not only a phenomenon which appear only in business negotiations between men in fancy suits. It can just as well take place and be of importance anywhere and for everyone in their daily lives when interacting with other people. Ury tries to explain how to negotiate in different settings by placing the focus on you and your actions, which might be what sabotages good outcomes from negotiations in your daily life. His aim is to avoid such traps and ensure you success in life.

To gain even more insight, read this interview with Ury: https://www.pon.harvard.edu/daily/teaching-negotiation-daily/getting-to-yes-with-yourself-book-william-ury/.

Harvard Business Review (HBR) Guide to Negotiating (2016) by Jeff Weiss

Continuously, Weiss presents further tips for negotiating successfully while maintaining the relationship with the other party in any event in your daily life regardless of the event and the other party. Weiss pinpoints eight areas which you will gain more in-depth knowledge about to improve your skills to do the following:

• Identify the real issues at stake,
• Prepare materials in advance,
• Set the right tone in the beginning of the conversation,
• Handle emotions when negotiating,
• Tame a skilled counterpart,
• Know when to walk away,
• Manage negations between multiple parties, and
• Reality-proof your agreement

For further insights, see this more extensive summary of the book: https://www.vantagepartners.com/insights/hbr-guide-to-negotiating.

Sign here: The enterprise guide to closing contracts quickly (2021) by Alex Hamilton

When your goal is specifically business related, Hamilton’s book might be a bit more suitable as its focus is on the commercial contract process in connection to technical solutions. Some insights which you can get more in-depth knowledge about range from:

• The importance of speed in contract processes,
• There is no single solution which fits for every issue,
• Changes takes time,
• Set clear and reasonable terms,
• How to prioritize

The basis of the book stems from Hamilton’s practical experience in the field, why it is formatted as a practical guide.

To learn more, see the different formats of the book here: https://www.radiantlaw.com/book.

Contract Law – Text, Cases and Materials (2014) by Ewan McKendrick

Last, but not least McKendrick’s Contract Law book does not explain practical negotiating tips. Instead, it covers some relevant legal insights regarding e.g. unfair bargaining power between two negotiating parties. Such contract law regulation is good to know for companies as well as private persons, if you or the other party can be seen as stronger or weaker. If that is the case, there are protective legal regulations to adjust the unfairness of the negotiation relationship.

3. Conclusion

As presented in this article, there are various types of books about negotiation which cover different areas. Thus, this only constitutes an introduction of what could be helpful when learning or improving your negotiation skills. Hopefully, this might be helpful when choosing what books to consider buying when embracing the effective and important skill to negotiate.

If you need any advice, training or practical in-depth knowledge from a real negotiation expert and contract law advisor, please contact us at AMST Legal.