- Bargaining For Advantage (https://www.amazon.com/Bargaining-Advantage-Negotiation-Stra...)
- Negotiation Genius (https://www.amazon.com/Negotiation-Genius-Obstacles-Brillian...)
- Getting To Yes (https://www.amazon.com/Getting-Yes-Negotiating-Agreement-Wit...)
- The Coursera course from the University of Michigan (and not the Yale one).
- Getting Past No (https://www.amazon.com/Getting-Past-Negotiating-Difficult-Si...)
- Difficult Conversations/Crucial Conversations/Nonviolent Communications
The last bullet (arguably the last two bullets) are about conversation skills, but that is an essential part of negotiations.
I won't claim to be good at this stuff. It takes a lot of effort and practice to change habits you've formed your whole life. But still, I've improved somewhat. What I do think I've become much better at is identifying why someone's efforts succeeded (or in this case, failed).
I would also recommend Influence by Cialdini. It is not a negotiation book at all, but will make much of the material in those books more meaningful if you've read this book.
Books/courses I discourage:
- Never Split The Difference
- The Lynda course (there may be more than one now, but the one I took years ago was bad).
There's a new edition out:
There are a few solutions:
1. Say no.
2. Ask for a reciprocal concession.
3. Think of a win-win way to get them what they want.
Read "Bargaining for Advantage" for more: http://www.amazon.com/Bargaining-Advantage-Negotiation-Strategies-Reasonable/dp/0143036971/ref=pd_bbs_sr_1/103-5417622-0009467?ie=UTF8&s=books&qid=1180628056&sr=8-1