For recommendations, we turned to Maurie Kelly, a researcher and instructor who specializes in negotiation and risk management. When Kelly leads negotiation programs at Harvard, participants often ask which books can help them continue to grow as negotiators. Here she shares three titles that always make the list.
Negotiation Genius: How to Overcome Obstacles and Achieve Brilliant Results at the Bargaining Table and Beyond
by Deepak Malhotra
This well-organized book, Negotiation Genius, covers foundational concepts as well as complex strategic issues. Malhotra emphasizes that a strong grasp of the fundamentals can help you build your skillset and become a “genius” negotiator. Personally, I think he is the best writer in the field.
Beyond Reason: Using Emotions as You Negotiate
by Roger Fisher and Daniel Shapiro
I have used this book, Beyond Reason: Using Emotions as You Negotiate, in seminars, courses, and in life many times. When I give it to people they will often come back to me after they read it and say that it changed their lives. I highly recommend it for anyone who is dealing with strong emotions but also anyone who wants to improve the quality of their relationships. This also can help you deal effectively with people whom you find difficult.
Getting Ready to Negotiate: The Getting to Yes Workbook
by Roger Fisher and Danny Ertel
This book, Getting Ready to Negotiate, provides you with straightforward tips and tools to help you prepare for a negotiation. It includes planning documents, questions to answer, and sample matrices. It is very useful for reinforcing good practice.