The art of negotiation

In business as in life you don’t get what you deserve you get what you negotiate.

I read this for the first time several years ago in a book on #negotiation

(Later I found out that there is even a book with that as its title).

At the time I was seeking a pay raise and promotion after working in the same company for several years.

Some of the books I started out with really helped me and continue to do so today.

Even more than reading, trying out and practicing has helped…

Whether at home, work, or in business.

Getting Past No by William Ury was the first one.

It helped me understand the tactics and a bit of the mindset.

That took me to Influence: Psychology of Persuasion by Robert Cialdini.

This is off course about lot more than negotiating and really opened up the psychology aspect of it.

Even more than negotiate, we have to persuade people whether in person or through written communication.

After that I read some which were a lot more technical and focused on arriving at options, BATNA (go look it up…)

Simply: what happens if you can’t reach an agreement?

Specifically I liked Getting to Yes by Roger Fisher and Negotiation Genius by Deepak Malhotra and Max H. Bazerman.

This was really interesting reading and got into lot of frameworks.

Sounds very promising, but somewhat difficult to execute in practice.

More recently, I read this book by a former FBI hostage negotiator: Never Split the Difference by Chris Voss.

This is full of interesting stories and tactics. In several aspects it was illuminating and actually fun to try some of the lessons.

Working as a #productmanager and at home as a parent there were plenty of opportunities to practice 🙂

BTW, I did get a pay raise and a title promotion, so it was certainly worth it.

Few hours of reading and then practicing.

Off course, I did a lot better when I switched jobs and also negotiated.

What is your favourite book on #negotiation?

Do share books, blogs, tactics…