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Table of contents
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1930s - How to Win Friends and Influence People (book)
http://www.amazon.com/How-Win-Friends-I ... 008GAT3BI/
1983 - Getting to Yes (book)
http://www.amazon.com/Getting-Yes-Negot ... 0051SDM5Q/
2006 - Bargaining For Advantage (book)
http://www.amazon.com/Bargaining-Advant ... 000QBYEX2/
2007 - Getting Past No (book)
http://www.amazon.com/Getting-Past-Nego ... 000PDZFDO/
2008 - Felix Dennis - How to Get Rich (book)
http://www.amazon.com/How-Get-Rich-Grea ... 0017SUYY6/
- You need to get a sense of how strong the other side's need is. If they need what you have, you can ask for a lot and they'll still pay. "Their need outweighed my greed."
2010 - Difficult Conversations (book)
http://www.amazon.com/Difficult-Convers ... 004CR6ALA/
2011 - Start With No (book)
http://www.amazon.com/Start-No-Negotiat ... B003EY7JEE
2013.04.23 - QZ.com - The secret to a higher salary is to ask for nothing at all
http://qz.com/77020/the-secret-to-a-hig ... ng-at-all/
Related discussion: https://news.ycombinator.com/item?id=5600674
- I thought the article was pretty interesting. I'm not sure if the technique described would always work, though.
Quora - Why are some people better negotiators than others?
http://www.quora.com/Negotiation/Why-ar ... han-others
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Quote:Yishan Wong:
I'm not a great negotiator myself, but this is what I observed from carefully watching the best negotiator I've ever known:
Most "okay" negotiators are simply good at talking a lot. I've observed this in a lot of BD people. They just talk to fill the empty air, and by doing so they blot out your mind from thinking critically and manage to get you to agree with them that way. Some of them may be charismatic, and apparently research shows that charisma can help shut off the parts of a brain responsible for skepticism and vigilance (see http://www.newscientist.com/arti...), so maybe they exploit this.
However, the best negotiator that I've known (and this guy was better than all the others, by a long shot) operated completely differently. When you met with him, he really didn't talk much. He would just ask you questions about what you wanted and listen really carefully. He would then follow up with more questions trying to get at how you felt about different possibilities or formulations of what you'd just told him. People like to talk about what they want and how they feel about it, so they will tend to go on about things if you let them, and he would just let them do that, all the while listening really carefully. By doing this, he'd gain this unusually detailed understanding about their core motivations and what they personally wanted, specifically, from a potential deal or in general (like, from life) as well as their disposition towards how offers would ideally be presented. He would then sort of go away for awhile and figure out how to structure the right deal given the resources/abilities at his (or his company's) disposal, and then present them with a deal. He didn't seem to need to "talk them into it" very much, the key seemed to be all about carefully using his data to get into their heads to find out what kind of deal would be most appealing to them.
I personally had the experience of being interrogated (gently) by him once when I first met him, which I considered a non-threatening enough experience, and then later to have worked with him on the same side where he remarked on some of these things and I got to observe him in action. Later I put it all together and realized what he was doing with me the first time we met. I think what's most interesting to me is that he was so different from all the other guys and (I think as a result) far more effective.
It also gives me hope, personally, that I can become a better negotiator, because I'm not really one of those endlessly blathering individuals (I can talk good, but not forever), but I am reasonably good when it comes to listening carefully.
Props
2015.09.29 - Donald Trump’s first Cabinet pick is just as controversial as he is, and a lot richer
Mark Stevens, the CEO of marketing strategy firm MSCO.com and the author of a biography called "King Icahn," who lived near Icahn and played tennis and vacationed with him, recounts a meeting between TWA executives and Icahn. Icahn had an egg in his pocket, and he took it out and held it extended in his hand, Stevens said. "He points to his hand, and he says, 'This is me.' And then he points to the egg and says, 'This is you. So you decide in our negotiation right now whether I squeeze you,'" Stevens recalled.