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In the age of Uber and Amazon, we tend to think that prices are set either by algorithms or faceless vendors. In the United States, at least, it’s often considered vulgar to haggle. And when we have to, we hate it. Negotiating on things like cars, homes and our salary can have huge financial advantages, but for most of us, the thought of striking a deal with a stranger is as welcome as an afternoon in the dentist’s chair.
But for entrepreneurs, it’s necessary. No matter what type of company you run, you’ll need to negotiate at some point. Contracts, salaries, prices—entrepreneurs negotiate them all. Fortunately, the notion that negotiating is an inborn talent is a myth. Anyone can learn to drive a good bargain, and these books will teach you how.
Negotiate It! How to Crush Your Fears, Develop Your Negotiation Muscle, and Gain Power in the Workplace by Lynn Price
As a corporate attorney, Lynn Price has successfully negotiated over 11,000 agreements in a range of industries. Negotiate It! is a great introduction to the basic skills of negotiation, which she breaks down as the “three R’s”: Ready, Relatable and Reasonable. I like to think I’m a nice person, so I was reassured by Price’s promise that I could use her methods “without being perceived as a jerk.” Entrepreneurs will find this book full of useful advice, written in a straightforward, fluff-free style.
Sales-Side Negotiation: Negotiation Strategies for Modern-Day Sales People by Patrick Henry Hansen
Henry Hansen has written several books for history-loving entrepreneurs. In this one, Queen Elizabeth I, Henry Ford, Ho Chi Min and Sir Francis Drake all make appearances, demonstrating how history was shaped by great negotiators. But Hansen isn’t content to leave these historical figures in the past—he uses them as case studies, showing modern-day businesspeople how to succeed in all kinds of real-world negotiations. As an entrepreneur, I want to change the world, and this book has plenty of examples of people who have done just that.
The Art of Persuasion: Winning Without Intimidation by Bob Burg
You can win some negotiations with cold glares and poker faces, but most people don’t feel comfortable staring down the competition. Fortunately, Bob Burg’s book offers the assurance that manipulation need not be a part of negotiation. Readers will learn how to find and create win-wins—and isn’t that what we all want? I was able to fly through this book because of its conversational tone and clear arguments, and I came away feeling even better about my next negotiation.
Agent of Influence: How to Use Spy Skills to Persuade Anyone, Sell Anything, and Build a Successful Business by Jason Hanson
The stakes are high in business, but not nearly as high as in the life of a secret agent working behind enemy lines. Say the wrong thing during a negotiation and suddenly your life is hanging in the balance. Jason Hanson served as a CIA agent and draws on that experience to deliver actionable and entertaining advice that any entrepreneur can use. His gripping descriptions of life undercover kept me turning pages, and I gained plenty of dealmaking insights along the way.
How to Analyze and Influence People by Jeremiah Bonn
Most books on negotiation analyze deals on paper: what can be gained and lost on each side. But Jeremiah Bonn’s book closely examines the communication that goes unsaid before a contract is signed. Bonn decodes the unconscious movement of body parts—from legs to lips—in detail. You’ll learn how to read the poker face across the table and understand what your own body is communicating. I’ve come to believe that “people skills” are crucial for effective negotiation, but they remain vague. This book defines them.
The Bartering Mindset: A Mostly Forgotten Framework for Mastering Your Next Negotiation by Brian Gunia
Think about how many times a day you use money. Whether it’s a debit card swipe at the coffee shop or coins in the parking meter, money is ubiquitous. While it generally works well, Brian Gunia argues that our monetary mindset locks us into harmful negotiating strategies. He looks back at past bartering economies to show readers how to use more complex forms of negotiation. This is the kind of perspective shift I crave when reading, and I’m eager to put Gunia’s tactics to the test when hammering out my next deal.
How to Negotiate by Christopher Copper-Ind
In the hands of most writers, the Franco-American Treaty and the Potsdam Agreement might induce glazed-over eyes, but Christopher Copper-Ind brings these sprawling negotiations to life and plumbs them for dealmaking wisdom. And that wisdom might surprise you. Copper-Ind argues that successful negotiation lies not in determining “What’s in it for me?” but rather “What’s in it for them?” If, like me, you want to strike mutually beneficial bargains rather than burn your bridges, then How to Negotiate is the book for you.
