The book explains how emotions affect negotiation and provides techniques for dealing with strong emotions at the negotiating table based on five basic emotional concerns. This book is well-written and contains a wealth of useful information.
Getting to Yes
Getting to Yes is a book that proposes a mix of disciplines and concepts for negotiating practitioners. It promotes itself as an antidote to the positional bargaining paradigm and proposes a set of alternative techniques and exercises to modify the way negotiations unfold and conclude.
In Maximum Influence, author and acknowledged expert Kurt Mortensen unveils the 12 Laws of Persuasion, explaining why each law works, how to utilize it, and what to avoid. You will learn how to read people instantaneously, get people to trust you instinctively, easily change people's thoughts, and persuade anyone to...
In Red Team, Micah Zenko shows that even the best ideas need to be interrogated internally before they hit the market.