Umbrex has developed this list of the best books on negotiation based on input from the management consultants in our community, our clients, and other professionals.
This recommended reading list includes books that discuss successful negotiation strategies of top consultants.
This list of books is a work in progress, not a final answer, and we invite you to submit your recommendations on our Contact page.
We also invite you to check out our list of the best podcasts on negotiation.
NEW YORK TIMES BESTSELLER • Learn the negotiation model used by Google to train employees worldwide, U.S. Special Ops to promote stability globally (“this stuff saves lives”), and families to forge better relationships.
A 20% discount on an item already on sale. A four-year-old willingly brushes his/her teeth and goes to bed. A vacationing couple gets on a flight that has left the gate. $5 million more for a small business; a billion dollars at a big one.
Based on thirty years of research among forty thousand people in sixty countries, Wharton Business School Professor and Pulitzer Prize winner Stuart Diamond shows in this unique and revolutionary book how emotional intelligence, perceptions, cultural diversity and collaboration produce four times as much value as old-school, conflictive, power, leverage and logic.
As negotiations underlie every human encounter, this immediately-usable advice works in virtually any situation: kids, jobs, travel, shopping, business, politics, relationships, cultures, partners, competitors.
The tools are invisible until you first see them. Then they’re always there to solve your problems and meet your goals.
Roger Fisher, William L. Ury and Bruce Patton
The key text on problem-solving negotiation-updated and revised
Since its original publication nearly thirty years ago, Getting to Yes has helped millions of people learn a better way to negotiate. One of the primary business texts of the modern era, it is based on the work of the Harvard Negotiation Project, a group that deals with all levels of negotiation and conflict resolution.
Getting to Yes offers a proven, step-by-step strategy for coming to mutually acceptable agreements in every sort of conflict. Thoroughly updated and revised, it offers readers a straight- forward, universally applicable method for negotiating personal and professional disputes without getting angry-or getting taken.Read moreRead less
Robert B. Cialdini
The foundational and wildly popular go-to resource for influence and persuasion—a renowned international bestseller, with over 5 million copies sold—now revised adding: new research, new insights, new examples, and online applications.
In the new edition of this highly acclaimed bestseller, Robert Cialdini—New York Times bestselling author of Pre-Suasion and the seminal expert in the fields of influence and persuasion—explains the psychology of why people say yes and how to apply these insights ethically in business and everyday settings. Using memorable stories and relatable examples, Cialdini makes this crucially important subject surprisingly easy. With Cialdini as a guide, you don’t have to be a scientist to learn how to use this science.
You’ll learn Cialdini’s Universal Principles of Influence, including new research and new uses so you can become an even more skilled persuader—and just as importantly, you’ll learn how to defend yourself against unethical influence attempts. You may think you know these principles, but without understanding their intricacies, you may be ceding their power to someone else.
Cialdini’s Principles of Persuasion:
Understanding and applying the principles ethically is cost-free and deceptively easy. Backed by Dr. Cialdini’s 35 years of evidence-based, peer-reviewed scientific research—including a three-year field study on what leads people to change—Influence is a comprehensive guide to using these principles to move others in your direction.Read moreRead less
Chris Voss and Tahl Raz
A former international hostage negotiator for the FBI offers a new, field-tested approach to high-stakes negotiations―whether in the boardroom or at home.
After a stint policing the rough streets of Kansas City, Missouri, Chris Voss joined the FBI, where his career as a hostage negotiator brought him face-to-face with a range of criminals, including bank robbers and terrorists. Reaching the pinnacle of his profession, he became the FBI’s lead international kidnapping negotiator. Never Split the Difference takes you inside the world of high-stakes negotiations and into Voss’s head, revealing the skills that helped him and his colleagues succeed where it mattered most: saving lives. In this practical guide, he shares the nine effective principles―counterintuitive tactics and strategies―you too can use to become more persuasive in both your professional and personal life.
Life is a series of negotiations you should be prepared for: buying a car, negotiating a salary, buying a home, renegotiating rent, deliberating with your partner. Taking emotional intelligence and intuition to the next level, Never Split the Difference gives you the competitive edge in any discussion.
** A Wall Street Journal Bestseller **Read moreRead less
Over one million copies sold and nine months on the New York Times bestseller list!
For readers of the bestsellers Atomic Habits and Never Split the Difference–this bestselling classic will teach you to hone your intuition to effectively communicate and negotiate…making sure you win every time. These groundbreaking methods will yield remarkable results!
YES, YOU CAN WIN!
Master negotiator Herb Cohen has been successfully negotiating everything from insurance claims to hostage releases to his own son’s hair length and hundreds of other matters for over five decades. Ever since coining the term “win-win” in 1963, he has been teaching people the world over how to get what they want in any situation. In clear, accessible steps, he reveals how anyone can use the three crucial variables of Power, Time, and Information to always reach a win-win negotiation.
No matter who you’re dealing with, Cohen shows how every encounter is a negotiation that matters. With the tools and skill sets he has devised, honed, and perfected over countless negotiations, the power of getting what you deserve is now a practical necessity you can fully master.Read moreRead less