Persuasion and the art of negotiation are not magic. Rather, it's a mix of science, psychology, and strategy. Being able to negotiate properly means understanding communication, psychological cues, and emotional intelligence.
There's a lot more to the subejct but that’s why these fantastic authors have written it all down for us in the books below. If you're ready to upgrade your skills and start taking more control over your career, relationships, and financial prospects, this list is for you.
Thank You for Arguing
“Once you start thinking outside every frame, you’re really ready to argue.” – Jay Heinrichs
Thank You for Arguing
What Aristotle, Lincoln, and Homer Simpson can teach us about the art of persuasion.
Described as the definitive guide to getting your way, this negotiation book by Jay Heinrichs provides a unique perspective on writing, framing, and speaking. Inside this fourth edition read, you will learn:
- Secrets for winning any argument
- How to leverage low expectations for big wins
- What the dark art of persuasion is and how to use it for good
- Strategies like the Chandler Bing Adjustment, the Belushi Paradigm, and the Yoda Technique
If rhetoric like those above interests you, then make sure to grab this title. Readers comment that Jay’s book is quite educational yet accessible, serving as a solid starting point for beginners.
Never Split the Difference
“Conflict brings out truth, creativity, and resolution.” ― Chris Voss
Never Split The Difference
Negotiating as if your life depended on it.
This resource captures the best advice from a former FBI international hostage negotiator. It's a Wall Street Journal Bestseller for a reason. Follow along to learn what being inside the world of high-stakes negotiation looks like, along with:
- What a hostage negotiator actually does
- Why all of life should be negotiated
- How to upgrade your EQ and intuition to gain the competitive edge in any conversation
Part autobiography and part how-to, this book mixes both sides of the story into a powerful and digestible read. Plus, it's a wild ride to read about the real-life, high-stakes negotiations an FBI agent experiences.
Getting to Yes
“An open mind is not an empty one.” ― Roger Fisher
Getting To Yes
Negotiating agreement without giving in.
Millions of people have learned from Getting to Yes, as this book lays a framework for problem-solving negotiation based on the work of the Harvard Negotiation Project. Dive into the pages to reveal:
- How to separate the actual problem from the people involved
- Why focusing on interests over positions is vital
- What working together and compromising should look like in real situations
If you're new to negotiating, then you will find this an easy read with actionable tips. It contains technical information that goes in-depth without feeling overly dry and includes principles that are suitable for both personal and business affairs.
“The three most common forms of silence are masking, avoiding, and withdrawing.” – Kerry Patterson
Tools for talking when stakes are high.
This thought-provoking book has changed the way millions of its readers communicate. Crucial Conversations does an excellent job at drawing our attention to those little moments that shape the course of our lives. Find key information on each page, such as:
- Why the quality of your dialogue matters
- How to prep in advance for high-stakes encounters
- How to recycle negative emotions into positive conversations
- What it means to make a safe space for hard talks
This read leaves an impression on every person who picks it up. Several reviewers commented on how it changed their lives because it helped them address tricky situations they'd been avoiding. Others who rave about this book note how it provides invaluable skills for both professional and personal use. If it isn’t on your bookshelf, it should be.
“But it comes down to this: in deciding whether a possibility is correct, people typically look for hits rather than misses; for confirmations of the idea rather than for disconfirmations.” – Robert Cialdini
A revolutionary way to influence and persuade.
This title provides an excellent take on the difference between successful persuaders and frustrated communicators. Robert Cialdini uses the latest scientific research to explain how people can become more receptive in conversations and improve their persuasive abilities. A few of the things you'll learn include:
- The difference between persuasion and pre-suasion
- How social psychology can, and should, influence business strategy
- Why redirecting attention is key to effective negotiations
- Tips for applying these skills in marketing and other broad-scale initiatives
Unlike many books on the subject, readers note that Pre-Suasion is backed by the best sources. The author’s writing style is intellectually stimulating, practical, and enjoyable, which is just one of the many reasons why readers confirm this is a must-read.
Negotiate like a pro
No matter where you are in your life, personally or professionally, negotiating is a skill you will have to use for the rest of your days. Learn how to do it well and you'll be surprised it is to get what you want. So, which book will you start with first?