The 5 best books on negotiation

Here is our selection of 5 essential books on negotiation, including essential classics and modern approaches. Each offers unique perspectives for improving your negotiation skills.

Our selection was made according to several criteria, of which:

• recognition of authors in the field of negotiation,
• educational value and the wealth of methods offered,
• the diversity of approaches (academic, fieldwork, psychology, sales),
• concrete feedback users or professionals in the field,
• the actual impact that these works may have on readers' skills.

________________

1. Getting to Yes: Negotiating Agreement Without Giving In

Authors Roger Fisher, William Ury and Bruce Patton
Why read it? This classic from the Harvard Negotiation Project introduces the method of principled negotiation. Used today by UN diplomats and international peace negotiators, it teaches how to reach mutually beneficial agreements without compromising one's principles. Essential reading for understanding the basics of collaborative negotiation.
Link to purchase it : Amazon​

2. Never Split the Difference: Negotiating As If Your Life Depended On It

Author : Chris Voss
Why read it? : Former FBI negotiator Chris Voss used his techniques in negotiations with terrorists and hostage-takers, and trained FBI agents... as well as Google and Harvard Business School. In this book, he shares techniques that have been proven effective in high-pressure situations. This book offers practical tools for negotiating effectively in both your professional and personal life.
Link to purchase it : Amazon​

3. The secrets to closing the sale

Author Zig Ziglar
Why read it? : Zig Ziglar, sales expert, reveals over 100 techniques for closing sales successfully. He began his career as a vacuum cleaner salesman and became one of the most influential speakers in the United States on motivation and persuasion. His approach emphasises trust, listening and customer satisfaction. A practical guide for sales professionals.
Link to purchase it : Amazon​

4. 7 golden rules to prepare for and master negotiations

Author Simon Pawolleck
Why read it? This book offers a seven-step method for conducting effective negotiations. It combines theory and practice, with concrete examples for applying the principles taught. This book was developed based on Swiss and European business experiences and draws inspiration from special forces approaches and complex contract negotiations. The approach is pragmatic and concrete, allowing for easy application of the techniques presented in everyday life.
Link to purchase it : OSAM white papers​

5. Influence: The Psychology of Persuasion

Author : Robert Cialdini
Why read it? : This book explores the fundamental principles of influence and persuasion.. Cialdini identifies six key principles that can be used to effectively persuade others.. Essential reading for understanding the psychological mechanisms behind negotiation. This bestseller is based on 35 years of scientific research and is considered a cornerstone of social psychology applied to sales and negotiation.
Link to purchase it : Amazon

​

These books cover a wide range of negotiation strategies and techniques. Whether you are a beginner or an experienced negotiator, they will provide you with valuable tools to improve your negotiation skills.

To master negotiation and certify your skills, take our negotiation training course: Elite Negotiation Training