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Negotiation

What’s your tactic: a soft approach or a hard-hitting attack? Successful negotiators leverage both methods. They know that a solution is only effective if both parties benefit from it. Learn how to create win-win situations.

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Getting to Yes
Book
 

Roger Fisher et al.

Penguin, 1991

(9)

The Evolution of Cooperation
Book
 

Robert Axelrod

Basic Books, 2006

(10)

Yes!
Book
 

Noah J. Goldstein et al.

Free Press, 2008

(9)

The Triangle of Truth
Book
 

Lisa Earle McLeod

Perigee, 2010

(7)

Seven Secrets for Negotiating with Government
Book
 

Jeswald W. Salacuse

AMACOM, 2008

(9)

Secrets of Power Negotiating
Book
 

Roger Dawson

Career Press, 1999

(9)

Failure to Communicate
Book
 

Holly Weeks

Harvard Business Review Press, 2008

(8)

Win at Work!
Book
 

Diane Katz

John Wiley & Sons, Inc., 2010

(8)

Pushback
Book
 

Selena Rezvani

Jossey-Bass, 2012

(9)

Negotiation
Book
 

Harvard Business Essentials

Harvard Business Review Press, 2003

(7)

The 3rd Alternative
Book

Stephen R. Covey

Free Press, 2011

(8)

The Art of Negotiation
Book
 

Michael Wheeler

Simon & Schuster, 2013

(8)

The Negotiation Book
Book
 

Steve Gates

John Wiley & Sons, Inc., 2011

(8)

Hostage at the Table
Book
 

George Kohlrieser

Jossey-Bass, 2006

(8)

Bare-Knuckle Negotiation
Book
 

Raoul Felder

John Wiley & Sons, Inc., 2004

(9)

Infotopia
Book
 

Cass R. Sunstein

Oxford UP, 2006

(8)

Breakthrough Business Negotiation
Book

Michael Watkins

Jossey-Bass, 2002

(9)

Conflict Across Cultures
Book

Michelle Lebaron and Venashri Pillay

Intercultural Press, 2006

(7)

Persuasion IQ
Book
 

Kurt Mortensen

AMACOM, 2008

(6)

Emotional Fitness at Work
Book
 

Barton Goldsmith

Career Press, 2009

(6)

Just Listen
Book
 

Mark Goulston

AMACOM, 2009

(8)

1–21 / 40

Negotiation

The ability to negotiate may be more critical in some situations than others. If you’re selling products or services to customers or you’re trying to get the best deal for your company from a vendor, then negotiation skills are critically important. Your negotiation success directly impacts your organization’s bottom line. In certain instances, excellent negotiation skills determine whether you land the better assignment or get to work with the strongest team members.

Some people have a knack for negotiating while others must work harder to develop persuasive techniques. Whether you are a wildly successful salesperson or a new employee afraid of making cold calls, getAbstract’s summaries can add to your negotiation repertoire or provide a badly needed confidence booster.

Finding What Matters Most

One of the big advantages getAbstract offers is the ability for clients to browse through summaries to find the information they need. You may find that some negotiation tips are not applicable in your situation; others that you discover in our library may provide the impetus for meaningful progress and change. The best part is that getAbstract’s five-page summary format is designed to weed out the non-essential stuff and give you only the top highlights.

Two Winners

Regardless of the negotiation tactics you employ, the most favorable outcome is one in which both sides feel victorious. getAbstract’s summaries on negotiation can help you fine-tune your persuasive techniques, resolve conflicts and ultimately create a win-win situation with fewer bruised egos.