Your ability to negotiate with your bosses, investors, customers and colleagues determines whether your career or your business flies high or falls flat. These are the seven books about negotiation that every entrepreneur should own, read and master:SEE ALSO:The 23 best business books to read before the end of summer1. 'Getting More'Subtitle: How You Can Negotiate to Succeed in Work and LifeAuthor: Stuart DiamondWhy It's Worth Reading: The book challenges a lot of the common conceptions about negotiating, including the famous win-win bromides and the "BATNA" (Best Alternative to a Negotiated Agreement) theory. Rather than attempting to impose a solution through the use of power, this book starts from the viewpoint that the other person's emotions and perceptions must be respected and negotiated towards.Best Quote: "Whenever almost anything, don't you wonder if there's more' It doesn't have to mean more for me and less for you. Just has to be, well, more. And it doesn't necessarily mean more money. It means more of whatever you value: more money, more time, more food, more travel, more responsibility, more basketball, more TV, more music. This book is about more: how you define it, how you get it, how you keep it."2. 'Crucial Conversations'Subtitle: Tools for Talking When Stakes Are HighAuthors: Kerry Patterson, Joseph Grenny, Ron McMillan, and Al SwitzlerWhy It's Worth Reading: Because this is a general book about communicating effectively, it's perfect for people who don't normally negotiate. It emphasizes preparation, creating a safe environment to speak, and "transforming unpleasant emotions into powerful dialog" through persuasion rather than demands.Best Quote: "Despite the importance of crucial conversations, we often back away from them because we fear we'll make matters worse. We've become masters at avoiding tough conversations. Coworkers send e-mail to each other when they should walk down the hall and talk turkey. Bosses leave voice mail in lieu of meeting with their direct reports. Family members change the subject with an issue gets too risky. We use all kinds of tactics to dodge touchy issues."3. 'Influence'Subtitle: The Psychology of PersuasionAuthor: Robert B. CialdiniWhy It's Worth Reading: More than the other books in this collection, Influence is about sales negotiations. It lays out the psychology of positioning prior to a sales negotiation as well as the specific formulae that drive a sales negotiation to a successful conclusion. A must read and one of my all-time favorites.Best Quote: "It is much more profitable for salespeople to present the expensive item first, not only because to fail to do so will lose the influence of the contrast principle; to fail to do so will also cause the principle to work actively against them. Presenting an inexpensive product first and following it with an expensive one will cause the expensive item to seem even more costly as a result."See the rest of the story at Business Insider
Click here to read full news..
