Moty Cristal: Top 5 Best Negotiation Books
#1 Roger Fisher, William Ury, Bruce Patton. Getting to Yes: Negotiating Agreement Without Giving In
This book by professors from Harvard is still very relevant despite having been first published in 1981. It should be a go-to book for those who want to master the international business negotiations culture.
Negotiations are regarded in the book as a popular science that breaks down into three major principles:
Separate the people from the problem. Negotiators should not focus on people if they don’t want to let excessive emotions get in the way.
Focus on interests, not positions. The actual interest does not always coincide with the position voiced in the negotiation process. Positions represent things people say they want. Interests, or needs, on the other hand, reflect reasons people have for wanting those exact things.
Insist on using objective criteria. A good negotiator not only takes account of the other party’s wishes, but also always tries to find references and criteria (e.g. laws, market price, general practice) that can be used as a strong argument.
#2 Leigh Thompson. The Heart and Mind of the Negotiator
This book will be helpful to every negotiator, as it debunks the most common myths about negotiations while offering an impressive list of tactics and moves based on many years of psychological and social research. Thompson believes that the “good negotiators can only be born, not made” theory is false and that one should not rely on intuition. He stresses the importance of such concepts as trust and ethics and meticulously describes the moves that can be used in multilateral negotiations or even in email correspondence.
#3 George Kohlrieser. Hostage at the Table: How Leaders Can Overcome Conflict, Infuence Others, and Raise Performance
The author of the book, professor Kohlrieser, is experienced in risky negotiations. Based on his knowledge, he wrote a book that considers the negotiation process from the point of view of leadership and decision-making issues. By establishing concrete concepts and using the hostage situations terminology professor Kohlrieser states that one of the most difficult challenges for negotiators is to break out of the psychological trap and “stop being a hostage to their own beliefs”.
Quoting anecdotes and examples from his personal experience, the author stresses the utmost importance of a personal connection that the negotiator needs to establish with the other party in order to secure a deal. The book suggests ways and methods to overcome misunderstanding, helps the readers grasp the importance of trust and teaches them to deal with the “norm of reciprocity”, a social phenomenon that drives people even when they are not willing to exchange concessions.
#4 David Lax, James Sebenius. 3-D Negotiation: Powerful Tools to Change the Game in Your Most Important Deals
This is another book by Harvard professors based on the university research. Unlike the above mentioned works where the authors focused on the negotiators themselves and the search of agreement, Lax and Sebenius suggest taking a look at the bigger picture: they are the first to encompass the whole scene and include not only the things that are happening at the table, but also the way the table itself is laid.
A skillful negotiator will organize the scene in such a way that the price of disagreement is high.
#5 Malcolm Gladwell. The Tipping Point: How Little Things Can Make a Big Difference
Even though Malcolm Gladwell hasn’t written a single book on negotiations, you should make sure The Tipping Point is in your library if your job involves frequent contacts with other people. The author teaches how to turn an idea into a social phenomenon. For this, the following three conditions must be met:
The idea should be viral (or stick). It should be innovative and trigger positive emotions. It should promise a bright future for people. The idea should qualify for “the law of the few”. In other words, in order to spread a social idea, you need people who serve as “connectors” — those who have many acquaintances, who are followed on Facebook by thousands and whose opinion really matters. We now refer to them as opinion leaders. The power of context and conditions under which the idea is being spread is also to be taken into account, as even the “stickiest” idea spread by the most well-connected people won’t turn into a “social epidemic” without the right political, social and economic context.
Consent to the Processing of Personal Data
Hereby I, hereinafter referred to as the «Subject of Personal Data», pursuant to the Federal Law of 27.07.2006 № 152-FZ «On Personal Data» (as amended), freely, of my own accord and in my own interest, give my consent to the Moscow School Management «SKOLKOVO» (hereinafter referred to as the «School», legal address: 143025, Moscow region, Odintsovsky district, Skolkovo, Novaya Street, 100) to the processing of my personal data provided during the registration by filling out the web form on the School's website skolkovo.ru and its subdomains *. skolkovo.ru (hereinafter referred to as the «Website»), directed (filled) with the use of the Website.
I understand personal data as any information relevant to me as the Subject of Personal Data, including my last name, first name, address, education, occupation, contact information (phone, fax, email, postal address), photographs, and other information. I understand the processing of personal data as the collection, classification, accumulation, clarification, updating, modification, use, distribution, transmission, including cross-border, depersonalization, blocking, destruction, permanent storage, and any other actions (operations) with personal information.
The processing of personal data of the Subject of Personal Data is carried out solely for the registration of the Subject of Personal Data in the database of the School and then directing to the Subject of Personal Data mail messages and SMS notifications from the School, its affiliates and/or sub-contractors, including advertising content, information letters and newsletters, invitations to the events of the School, and other advertising and news content, as well as for the confirmation of the identity of the Subject of Personal Data when visiting the events of the School.
The date of issue of the consent to the processing of personal data by the Subject of Personal Data is the date of sending the registration form from the Website of the School.
The processing of personal data of the Subject of Personal Data can be accomplished by means of automation and/or without the use of automation in accordance with applicable laws of the Russian Federation and internal regulations of the School.
The school takes the necessary legal, organizational and technical measures or ensures their application to protect the personal data against unauthorized or accidental access, destruction, modification, blocking, copying, providing, distribution of the personal data, as well as other illegal actions towards the personal data and commits itself to preserve the confidentiality of the personal data of the Subject of Personal Data. The school has the right to involve subcontractors in the processing of personal data of the Subject of Personal Data subjects as well as the right to transfer the personal data to its affiliates for processing, ensuring the assuming of the relevant obligations of personal data confidentiality by such subcontractors and affiliates.
I am aware that:
1) this consent to the processing of my personal data provided during registration at the Website of the School and directed (filled) with the use of the Website is valid for twenty (20) years starting from the date of the registration at the Website of the School;
2) the consent may be revoked by me on the basis of a written application in optional form;
3) the provision of personal data of third parties without their consent is punishable in accordance with the current legislation of the Russian Federation.