Business Literature Review: Negotiations

Hello, all! We have decided that it would be helpful for you to get to know the latest literature in the realm of business negotiations, and so we’ve got a list of the top 7 books that we feel can help you talk anyone into anything. OK, let’s get to it!

«Just Listen»
Mark Goulston

When you run up against a brick wall, how can you get through and get what you want: an answer, agreement to do something or not do something? The key to successful negotiating is listening and hearing your interlocutor and being able to figure out what they want from you. That idea isn’t new, but such effective methodologies are few and far between.

 

«Getting to Yes: Negotiating Agreement Without Giving In»
Roger Fisher, William L. Ury, and Bruce Patton

The authors are leading experts of Harvard’s negotiation project, and they offer a simple, easy-to-use method for principled negotiations that teaches you to treat the other side as companions in problem-solving. The method of principled negotiation can be used in any situation, from discussing family vacation plans to resolving international conflicts.

 

«Getting More»
Stuart Diamond

The most important thing in negotiations is a clear understanding of your goals and those of the other side. At least that’s the opinion of one of the world’s best negotiators, Wharton School of Business professor, Stuart Diamond. He lays out a universal systematic method to prepare for and conduct negotiations, which will help you reach your goal and maybe even higher in any situation, from buying shoes to negotiating a big merger.
The book is based on the most popular course at the Wharton School of Business.

 

«Getting Past No»
William Ury

Is the other side not listening? Constantly interrupting? Accusing you of unforgivable sins? Trying to make you feel guilty? Lying, kicking and screaming to get their own way? In just five steps, the revolutionary “breakthrough strategy,” your opponent—be they a volatile boss, a spoiled teen, an arrogant colleague, a nit-picking client, or an unyielding business partner—will become your ally. The author is one of the founders of the Harvard Negotiation Program and has spent many years as a consult for leading figures in the business and political worlds. This book contains all his most valuable tips and recommendations.

 

«The Art of the Deal»
Donald Trump & Tony Schwartz

This is the first of many autobiographies of the head of the construction company the Trump Organization, the founder of Trump Entertainment Resorts, you guessed it: Donald Trump. How it all began, how he developed the qualities you need to be a successful businessman, how he made his big deals and overcame red tape at every turn. The authors describe every step of Trump’s journey to fame and fortune, and also share his ruminations on family in great detail. This is the book of a strong, successful person with colossal charisma, and it will give you a jolt of optimism and strong motivation to realize your ideas.

 

«Good in a Room»
Stephanie Palmer

Good in a room is what they call screenwriters in the Hollywood who know how to present their ideas. The former top manager at MGM and current head of the consulting company Good in a Room, Stephanie Palmer has held thousands of meetings. She can assure you that the tools used to convince the burnt-out managers of Hollywood’s “dream factory” work just as well in other spheres of business.

«You have to understand: if someone agreed to a meeting with you, they hope that your project will be the new step in their career».
«When making a purchasing decision, the responsible parties have an easier time evaluating what’s on the surface, that is, the presentation itself.it are easier to assess the information lying on the surface, that is, the presentation itself. What’s inside is harder to evaluate.
I don’t want to say that the presentation is the be all and end all. It’s more like good products deserve good packaging, and great ideas should be put on a platter».

 

«Talking to Crazy»
Mark Goulston

The author of the bestselling book Just Listen and experienced psychiatrist Mark Goulston tells you about how to behave with unbearable people. He has a great deal of experience working with unstable people (a fact which allowed him to create a course on negotiation for the FBI), and he knows that traditional methods of communication and argumentation don’t work with them. In his book, you’ll learn:

  • Why people behave the way they do;
  • How reacting instinctively can escalate a situations, and what to do with those reactions;
  • How to stand up to a problem and when to walk away from it;
  • How to apply the tested techniques the author describes.

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