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Written by Marijn Overvest | Reviewed by Sjoerd Goedhart | Fact Checked by Ruud Emonds | Our editorial policy

Key takeaways

  • Reading negotiation books will not only help you develop skills, it gives you something to do during your downtime.
  • Negotiation is intimidating but reading a book about how to use the fear and turn it into courage comes in handy.
  • Reading negotiation books will help you understand what you need to work on in terms of negotiating and help you improve for future activities.

For the upcoming and more experienced negotiator, reading the best negotiation books is a must. These books are not just going to help you with improving your skills in negotiating, but will also give you something to do during your downtime. 

With this article, we are going to identify the 16 best negotiating books for this year. These books are a must-have for anyone who wants to improve their negotiation skills. We will talk about what these books are about, who their authors are, and why we are recommending these books. 

By the end of this article, you already have an idea of what to look for the next time you go on a trip to the (online) bookstore.

The 16 BestNegotiation Books

The books recommended are often available in most local bookstores. If not, they can be bought online or you can borrow them from the library.

1. Mindful Negotiation – Becoming More Aware in the Moment, Conquering your Ego, and Getting Everyone What They Want

Author: Gaetan Pellerin

Why this Book is Recommended: This book covers everything you need for becoming a master negotiator. Topics such as being accepted, fear of failure, and incompetence are discussed at great length in this book. It tells the story of a young woman who is going through a ton of negotiation failures, personal development, setbacks, and self-awareness. The further you read into the book, the more it is revealed how the woman can get back up. No spoilers, so you’re going to have to buy the book to find out!

2. Negotiate Without Fear – Strategies and Tools to Maximize your Outcomes

Author: Victoria Medvec

Why this Book is Recommended: As the title suggests, being able to negotiate without fear will certainly give you the edge you need. No one can stop during negotiations. Of course, the book tells you more. It’s not just about being able to negotiate with courage, you also need to learn new skills in negotiation. The book covers a lot of those and is a must-have for negotiators who want to improve their craft. This book will help you to feel comfortable in uncomfortable situations. 

3. Stop Getting Fu*ked by Technical Recruiters – A Nerd’s Guide to Negotiating Salary and Benefits

Author: Scott Turdman, Zoe Rose

Why this Book is Recommended: To become a good (or better) negotiator, you must have the skill ready at any point in time where you need to negotiate to get what you want. Take negotiating your salary for example. If you keep getting tricked by recruiters to agree to their terms when it comes to your salary, then you are doing a poor job as a negotiator. This book will teach you the secrets to getting those pesky recruiters to say “yes” every time you need to negotiate for your salary. If that’s not a good reason for picking this book, then nothing will.

4. Litigation Interest and Risk Assessment – Help your Clients Make Good Litigation Decisions

Author: Heather Dianne Heavin, John Lande Isidor Loeb Professor Emeritus, Michaela Keet

Why this Book is Recommended: This book will help you recognize and avoid common decision-making errors when it comes to litigation. That’s because it has information on court outcomes, thus giving you an idea of how it will end. A good book not just for those involved in the settlement of lawsuits, but for up-and-coming negotiators as well. Risk assessment is very important to close good deals for any negotiator. 

5. Even CEOs Get Fired

Author: Jotham Stein

Why this Book is Recommended: This book is all about how employees, executives, and entrepreneurs protect themselves while employed or if they are running a business. Based on 25 years of experience in protecting known executives and employees around the country, Jotham Stein is a Silicon Valley lawyer who will guide you through all the pitfalls and practices that he uses to help his client. Learning from faults and how to counter possible attacks on your arguments & storyline (like in court in this book) is a must if you want to become the best negotiator yourself. 

6. Stealing From Your Future Self – How to break through your Insecurities and confidently negotiate your salary

Author: Philip A. Spencer

Why this Book is Recommended: The book title is quite the catch. Because if you can’t break through your insecurities and negotiate a good salary, then you’re stealing from your future self. 

We’ve even discussed this in one of our posts about salary negotiation. The topic is just that important!

In this book, right after reading a few books on negotiations, the author managed to help his friend get a $17,500 raise with the use of a simple email. Now if that doesn’t amaze you, then nothing else will. His methods and techniques are well thought out in this book. This book is another gem for negotiators who want to improve their craft in negotiations.

7. Negotiation Essentials for Lawyers

Author: Andrea Kupfer Scheider, Chris Honeyman

Why this Book is Recommended: Considered an easy-to-use guide for lawyers, this book will help you figure out quickly what went wrong with yesterday’s meetings. It will also teach you how to fix things during tomorrow’s follow-up meeting. A good book to have for professional negotiators, this will give the reader the skills needed to create a good meeting atmosphere and the skills to get the results that they want after the meeting.

8. Getting More: How You Can Negotiate to Succeed in Work and Life

Author: Stuart Diamond

Why this Book is Recommended: Statistics say that most employees are not happy in their workplace. Whether it has something to do with career goals or salary objectives, what matters is how one spends their day at work. This book tells us that if we choose to spend our working hours miserably, then chances are higher we are not getting work done. This book is all about improving the quality of work relationships and it always often leads to living quality lives. As a negotiator, this is an invaluable lesson that you want to learn.

9. Bargaining for Advantage: Negotiation Strategies for Reasonable People

Author: G. Richard Shell

Why this Book is Recommended: Negotiations are often a challenge of wits and sometimes, you need to have the courage to sacrifice a trump card or two to get the results that you want. This is what the book is all about. The sacrifices you make won’t be in vain though, because once your plans are put into place and everything comes according to plan, then you’ll stand to gain a lot more once the challenge is over.

10. Difficult Conversations: How To Discuss What Matters Most

Author: Douglas Stone, Bruce Patton, Sheila Heen, Roger Fisher

Why this Book is Recommended: Have you ever encountered difficulty in trying to talk about things that matter the most during negotiations? If you did, then this book is recommended for you. We all have those things that we don’t want to discuss. It feels like trying to converse about such topics always seems to cause misunderstandings with other people. This book will give you ideas on how to find courage when speaking your mind. A must-have not just for people who want to improve their social skills, but for negotiators too!

11. Crucial Conversation Tools for Talking When Stakes are High

Author: Kerry Patterson, Joseph Grenny, Ron McMillan, Al Switzler

Why this Book is Recommended: This is another great book that focuses on emotional preparation before a negotiation. Having the mental toughness to take on several negotiations in a week will look good for your reputation. Of course, such things need preparation and that is what this book is all about. Taking decisions based on your morals and values while having the confidence to say what you want will earn you the reputation of a professional negotiator.

12. Influence: The Psychology of persuasion

Author: Dr. Robert B. Cialdini

Why this book is recommended: if you want to be a skilled negotiator, you must learn how you can use persuasion at the negotiation table. 

This book was first published in 1984 and delves into the psychology of compliance and persuasion that explain why people say ‘yes’. 

Dr. Robert B. Cialdini outlines in his book the six principles that can help you become skilled in persuader-reciprocation, commitment and consistency, social proof, liking, authority, and scarcity. 

Additionally, it tells you how to use these principles to achieve your desired outcome in negotiations and how you can defend yourself from persuasion tactics. 

13. Ask For More: 10 Questions to Negotiate Anything 

Author: Alexandra Carter

Why this book is recommended: This book identifies the ten questions that will allow you to gain buy-in and reach favorable agreements.

The author, Alexandra Carder, draws on her expertise and experience as a Columbia law professor and career negotiator. She also brings in anecdotes and case studies to show the recommended methods. 

Furthermore, the book shows you how you can identify the central problem and contributing factors, read emotions and reactions, know the needs and interests of the other party, and direct discussions that inspire openness and willingness to listen. 

14. Negotiating the Nonnegotiable: How to resolve Your Most Emotionally Charged Conflicts

Author: Daniel Shapiro

Why this book is recommended: The negotiating the nonnegotiable by Daniel Shapiro is one of the most helpful books on negotiation and conflict resolution. It presents tactics to identify common ground and compromise in high-pressure situations. 

The book explains the common reasons for heated arguments and how you can avoid falling into the trap of letting your emotions dominate the discussion. 

Additionally, it shows how you can talk about sensitive topics in a productive manner and know the common ground in opposing viewpoints in the negotiation. 

15. INKED: The Ultimate Guide to Powerful Closing and Sales Negotiation Tactics that Unlock YES and Seal the Deal 

Author: Jeb Blount

Why this book is recommended: This book is a how-to guide for sales negotiation. The book identifies the common mistakes that salespeople commit when trying to compromise with clients and outlines strategies that will enable them to close better deals. 

Additionally, the procurement book shows numerous techniques you can use to prevail in industry negotiations. 

16. The Book of Real-World Negotiations: Successful Strategies from Government, Business, and Daily Life

Author: Joshua N. Weiss

Why this book is recommended: The book gives you a look at the world’s most high-stakes deals to know what works and what does not in a negotiation. It explains why rushing to yes can be a mistake and how to overcome roadblocks when you encounter them in the negotiation. 

The book also shows you how you can avoid the most common pitfalls, how you can maintain your confidence in the face of power, and the secrets of negotiating with people having different cultural backgrounds. 

Conclusion

In conclusion, investing time in the best negotiation books is essential for both novice and experienced negotiators. This article recommends 16 top books for 2024, covering diverse aspects of negotiation.

From mastering mindfulness in “Mindful Negotiation” to conquering fears in “Negotiate Without Fear,” each book offers unique insights. Specialized guides like “Stop Getting Fu*ked by Technical Recruiters” and “Litigation Interest and Risk Assessment” provide practical advice for specific scenarios.

Books like “Influence: The Psychology of Persuasion” and “Ask For More: 10 Questions to Negotiate Anything” delve into psychology and effective communication. Whether navigating emotionally charged conflicts or mastering sales tactics, negotiators can find tailored resources.

In essence, these books offer a wealth of knowledge, strategies, and real-world insights, empowering negotiators to handle diverse challenges and refine their skills. Armed with these resources, a trip to the (online) bookstore becomes a strategic move to enhance negotiation prowess.

Frequentlyasked questions

What are negotiation books?

Negotiation books are books that teach the reader how to become an expert in negotiations.

What are the best negotiation books?

The best negotiation books are books that teach the reader how to behave and talk during negotiations. Emotional fortitude is also taught in these books.

Are these negotiation books suitable for beginners, or are they more geared towards experienced negotiators?

The recommended negotiation books cover a spectrum suitable for both beginners and experienced negotiators. For novices, titles like “Mindful Negotiation” and “Negotiate Without Fear” offer foundational insights. Experienced negotiators can benefit from specialized guides like “Negotiation Essentials for Lawyers” and advanced strategies in books like “Getting More: How You Can Negotiate to Succeed in Work and Life.” The diverse selection ensures relevance for negotiators at various skill levels.

About the author

My name is Marijn Overvest, I’m the founder of Procurement Tactics. I have a deep passion for procurement, and I’ve upskilled over 200 procurement teams from all over the world. When I’m not working, I love running and cycling.

Marijn Overvest Procurement Tactics