Negotiation is, unfortunately, a skill that most developers neglect. That’s why I created this top list of negotiation books to help you be a better negotiator and get better salaries and deals. As a result, professionals end up earning low wages because they don’t negotiate.
Negotiation itself is, of course, not enough. We need to negotiate what we are worth. I know that many developers are underpaid. Therefore, not having negotiation skills makes getting paid what they deserve very difficult. Understanding a bit about negotiation is critical.
We use negotiation skills more often than we think when deciding where to go with our partner or friend, when purchasing products, and mainly when making big purchases such as a property or a car. Therefore, it’s crucial to be good at negotiation, no matter the area you work with.
If you don’t know how to negotiate, your career will be continuously held back because you won’t be able to negotiate the best salaries. That’s why I gathered those books that will help you be a better negotiator and get a good salary in your current company or the next job you get!
Also, keep in mind that by purchasing the books from the following links, you will support the Java Challengers initiative. You don’t pay more than you would if you go to Amazon directly. The only difference is that I will earn a commission, which will help me keep the blog up-to-date and with high-quality content. Therefore, if you purchase any of the following books, use the following links. 🙂
1 – Getting to Yes: Negotiating Agreement Without Giving In by Roger Fisher and William Ury
“Getting to Yes” is a book on negotiation that emphasizes the importance of principled negotiation, a method for reaching agreements that are focused on interests rather than positions. The authors argue that negotiators can reach agreements that benefit both parties by separating the people from the problem, focusing on interests, generating options for mutual gain, and insisting on objective criteria.
The book provides a step-by-step guide to principled negotiation, including techniques for handling difficult situations, such as dealing with emotions and managing power imbalances. Through examples of successful negotiations in various real-world contexts, “Getting to Yes” demonstrates the value of collaborative negotiation and finding solutions that satisfy both parties’ interests. The book has become a classic in the field of negotiation and is widely regarded as a valuable resource for anyone seeking to improve their negotiation skills.
2 – Never Split the Difference: Negotiating As If Your Life Depended On It by Chris Voss and Tahl Raz
“Never Split the Difference” is a book on negotiation written by former FBI hostage negotiator Chris Voss. The book presents a series of practical negotiation techniques that can be used in various contexts, from business deals to personal interactions. Voss emphasizes the importance of active listening, empathy, and building rapport with the other party to establish trust and gain valuable information.
The book also introduces the concept of tactical empathy, which involves understanding the other party’s perspective and emotions to influence their thinking and behavior. Voss provides examples from his own experiences as a hostage negotiator to demonstrate how these techniques can be applied in high-stakes situations. Overall, “Never Split the Difference” offers a fresh and engaging perspective on negotiation, with practical strategies that can be used in various settings.
3 – Influence: The Psychology of Persuasion by Robert Cialdini
“Influence: The Psychology of Persuasion” is a book written by psychologist Robert Cialdini that explores the science of influence and how it can be used in everyday life. The book identifies six principles of persuasion: reciprocity, scarcity, authority, consistency, liking, and social proof. Cialdini explains how these principles can be used to influence others and how they can be used to resist influence from others.
The book provides numerous examples of how these principles are used in advertising, marketing, sales, and personal interactions. Cialdini also discusses the ethical implications of using these principles and offers guidance on how they can be used ethically and responsibly. “Influence” is a fascinating and insightful read that provides a deeper understanding of human behavior and how it can be influenced.
4 – Negotiation Genius by Deepak Malhotra and Max Bazerman
“Negotiation Genius” is a book written by Deepak Malhotra and Max Bazerman that explores the art of negotiation and offers strategies for achieving successful outcomes. The authors argue that successful negotiation requires creativity, strategic thinking, and a willingness to take risks and embrace uncertainty.
The book provides a range of practical techniques for negotiation, including strategies for dealing with difficult negotiators, overcoming impasse, and building trust. The authors also emphasize the importance of preparation and offer guidance on preparing effectively for a negotiation. Through a range of real-world examples, “Negotiation Genius” demonstrates the power of these techniques and the value of creative and strategic thinking in achieving successful outcomes.
5 – The Art of Negotiation: How to Improvise Agreement in a Chaotic World by Michael Wheeler
“The Art of Negotiation” is a book written by Michael Wheeler that offers a fresh perspective on the negotiation process and provides practical advice for achieving successful outcomes. The book emphasizes the importance of preparation, creativity, and flexibility in negotiation and encourages readers to think beyond traditional approaches to negotiation.
Wheeler draws on various real-world examples to illustrate his points, including business, politics, and international relations negotiations. Through these examples, he demonstrates the value of strategic thinking, the power of empathy and social intelligence, and the importance of building and maintaining relationships. “The Art of Negotiation” is a thought-provoking and insightful read that challenges readers to think differently about negotiation and embrace new approaches to achieve successful outcomes.
6 – Difficult Conversations: How to Discuss What Matters Most by Douglas Stone, Bruce Patton, and Sheila Heen
“Difficult Conversations” is a book written by Douglas Stone, Bruce Patton, and Sheila Heen that offers practical advice for handling challenging conversations in both personal and professional contexts. The book emphasizes the importance of understanding the underlying dynamics of difficult conversations and offers strategies for managing emotions, listening effectively, and finding common ground.
The authors also guide how to prepare for difficult conversations, including identifying and clarifying one’s interests and needs, as well as those of the other party. Through a range of real-world examples, “Difficult Conversations” demonstrates how these strategies can be applied to various challenging situations, from negotiations and performance reviews to family conflicts. The book is a valuable resource for anyone seeking to improve their communication skills and navigate difficult conversations with greater confidence and success.
7 – Bargaining for Advantage: Negotiation Strategies for Reasonable People by G. Richard Shell
“Bargaining for Advantage” is a book written by G. Richard Shell that provides a comprehensive guide to negotiation strategy and tactics. The book emphasizes the importance of preparation, information gathering, and creative thinking in negotiation and offers practical advice for achieving successful outcomes.
The author identifies five critical elements of effective negotiation: goals, alternatives, commitments, relationships, and power. He guides on assessing each of these elements and developing a negotiating strategy tailored to the specific situation. Through a range of real-world examples, “Bargaining for Advantage” demonstrates the power of these techniques and the value of strategic thinking in achieving successful outcomes. The book is a valuable resource for anyone seeking to improve their negotiation skills and achieve better results in both personal and professional contexts.
8 – The Power of Persuasion: How We’re Bought and Sold by Robert Levine
“The Power of Persuasion” is a book written by Robert Levine that explores the science of persuasion and how it can be used in everyday life. The book overviews the psychological principles that underlie persuasion, such as social proof, authority, and reciprocity. It also discusses the ethical implications of using these principles and offers guidance on how they can be used responsibly.
Through a range of real-world examples, “The Power of Persuasion” demonstrates how these principles are used in advertising, marketing, sales, and personal interactions. The book also provides practical tips for becoming a more effective persuader, such as using stories and metaphors to communicate complex ideas. Overall, “The Power of Persuasion” is an engaging and insightful exploration of the science of persuasion and its applications in everyday life.
9 – Cracking the Sales Management Code: The Secrets to Measuring and Managing Sales Performance by Jason Jordan and Michelle Vazzana
“Cracking the Sales Management Code” is a book written by Jason Jordan and Michelle Vazzana that provides a comprehensive guide to sales management and performance measurement. The book emphasizes the importance of aligning sales goals with business objectives and offers practical advice for measuring and managing sales performance.
The authors identify three critical elements of effective sales management: strategy, process, and people. They guide how to assess each of these elements and develop a sales management system tailored to the organization’s specific needs. Through a range of real-world examples, “Cracking the Sales Management Code” demonstrates how these techniques can be applied to improve sales performance and drive business growth. The book is a valuable resource for sales managers and executives who are seeking to improve their sales management practices and achieve better results.
10 – The Secrets of Power Negotiating by Roger Dawson
“The Secrets of Power Negotiating” is a book by Roger Dawson that provides practical advice on negotiating effectively in various contexts. The book offers a range of strategies and tactics for negotiating from a position of strength, including how to prepare thoroughly, build rapport with the other party, and use persuasive language and techniques.
The author emphasizes the importance of understanding the other party’s interests and needs, as well as one’s own, to identify potential areas of agreement and negotiate win-win outcomes. He also guides clients in handling difficult situations, such as when the other party is aggressive or uncooperative, and teaches them how to use leverage effectively to achieve their goals. Through a range of real-world examples and case studies, “The Secrets of Power Negotiating” demonstrates how these strategies can be applied to various negotiation contexts, from business and sales to personal relationships and everyday interactions. The book is a valuable resource for anyone seeking to improve their negotiation skills and achieve better outcomes in their personal and professional lives.
11 – The Trusted Advisor by David H. Maister, Charles H. Green, and Robert M. Galford
“The Trusted Advisor” is a book written by David H. Maister, Charles H. Green, and Robert M. Galford that explores the concept of trust in professional relationships and offers practical advice for building trust with clients and colleagues. The authors argue that trust is essential for building strong and successful relationships and can be developed through expertise, credibility, and empathy.
The book guides on building trust with clients and colleagues, including listening effectively, demonstrating empathy, and building rapport. It also discusses the importance of integrity and ethical behavior in building trust and offers advice on handling challenging situations with honesty and transparency. Through a range of real-world examples, “The Trusted Advisor” demonstrates how these strategies can be applied to improve professional relationships and achieve tremendous success. The book is a valuable resource for anyone seeking to build trust and credibility in professional contexts.
12 – Beyond Winning: Negotiating to Create Value in Deals and Disputes by Robert H.Mnookin, Scott R. Peppet, and Andrew S. Tulumello
“Beyond Winning” is a book written by Robert H. Mnookin, Scott R. Peppet, and Andrew S. Tulumello that explores the art of negotiation and dispute resolution. The book emphasizes the importance of finding solutions that create value for all parties involved rather than simply focusing on winning or losing.
The authors guide identifying and creating value in negotiations, managing emotions, and building trust with the other party. They also offer advice on handling disputes and resolving conflicts fairly and equitably. Through a range of real-world examples, “Beyond Winning” demonstrates how these strategies can be applied to various contexts, from business and law to international relations. The book is a valuable resource for anyone seeking to improve their negotiation and conflict resolution skills and achieve better outcomes in challenging situations.
13 – The Power of a Positive No by William Ury
“The Power of a Positive No” is a book about how to say “no” in a positive and productive way. The author, William Ury, argues that saying “no” can be a way to protect your own interests while still respecting and valuing the other person.
To say a positive “no,” Ury recommends following a three-step process: (1) start by saying “yes” to your interests and needs, (2) say “no” firmly and clearly, and (3) offer an alternative solution or compromise that meets both your needs and the other person’s needs. Using a positive “no” can build stronger relationships and achieve better outcomes in negotiations and other situations where you need to say “no.”
14 – The Art of Woo: Using Strategic Persuasion to Sell Your Ideas by G. Richard Shell and Mario Moussa
“The Art of Woo” is a book written by G. Richard Shell and Mario Moussa that explores the art of persuasion and influence. The book provides a comprehensive guide to the principles and techniques of “woo,” which is winning others over and gaining their support.
The authors guide how to build relationships and rapport, as well as how to adapt to different communication styles and personalities. They also offer advice on leveraging emotions and values to persuade others and creating and communicating a compelling vision. Through a range of real-world examples, “The Art of Woo” demonstrates how these techniques can be applied to various contexts, from business and politics to personal relationships. The book is a valuable resource for anyone seeking to improve their persuasive skills and achieve tremendous success in their personal and professional lives.
15 – The Anatomy of Peace: Resolving the Heart of Conflict by the Arbinger Institute
“The Anatomy of Peace” is a book by the Arbinger Institute that explores the root causes of conflict and provides a framework for resolving conflicts to promote understanding and peace. The book emphasizes the importance of seeing others as human beings with their perspectives and desires rather than as objects to be manipulated or controlled.
The authors provide practical guidance on how to shift from a “heart at war” mindset, in which we see others as enemies and focus on our own needs and desires, to a “heart at peace” mindset, in which we see others as fellow human beings and focus on their needs and desires as well. They offer a range of tools and techniques for resolving conflicts, including listening with empathy, apologizing sincerely, and creating a shared vision for the future. Through a series of real-life examples, “The Anatomy of Peace” demonstrates how these principles and techniques can be applied to various situations, from personal relationships to workplace conflicts to international disputes. The book is a valuable resource for anyone seeking to improve their conflict resolution skills and promote peace in their personal and professional lives.
16 – Negotiating Rationally by Max H. Bazerman and Margaret A. Neale
“Negotiating Rationally” is a book written by Max H. Bazerman and Margaret A. Neale that examines the role of emotions and biases in the negotiation process. The authors argue that many negotiators make irrational decisions due to cognitive biases such as anchoring and overconfidence. The book provides practical guidance on negotiating more rationally by identifying and addressing these biases.
The authors offer a range of strategies for negotiating rationally, including setting realistic goals, gathering information systematically, and exploring multiple options before making a final decision. They also emphasize the importance of recognizing and managing emotions, both one’s own and those of the other party, to build trust and achieve better outcomes. Through a series of real-life examples and case studies, “Negotiating Rationally” demonstrates how these strategies can be applied to various negotiation contexts, from business and law to international relations. The book is a valuable resource for anyone seeking to improve their negotiation skills and achieve better outcomes in challenging situations.
17 – The Culture Map: Breaking Through the Invisible Boundaries of Global Business by Erin Meyer
“The Culture Map” is a book written by Erin Meyer that explores the impact of cultural differences on our communication and interactions in the global business world. The book provides a framework for understanding and navigating cultural differences based on eight essential scales that affect how people from different cultures interact with one another.
The author guides adapting to different cultural norms and communication styles and offers practical advice for building relationships and collaborating effectively across cultures. Through a range of real-world examples and case studies, “The Culture Map” demonstrates how these insights can be applied to various business contexts, from team management and leadership to negotiation and decision-making. The book is a valuable resource for anyone seeking to improve their cultural intelligence and succeed in the global business world.
18 – The Gentle Art of Verbal Self-Defense at Work by Suzette Haden Elgin
“The Gentle Art of Verbal Self-Defense at Work” is a book about handling difficult conversations and conflicts in the workplace. The author, Suzette Haden Elgin, provides practical strategies for staying calm and communicating effectively in challenging situations.
The book offers a variety of techniques for verbal self-defense, including how to identify and respond to verbal attacks, how to express your feelings assertively rather than aggressively, and how to be an active listener. Using these techniques can improve your communication skills and build better relationships with your coworkers.
19 – The Science of Influence: How to Get Anyone to Say “Yes” in 8 Minutes or Less! by Kevin Hogan
“The Science of Influence” is a book written by Kevin Hogan that explores the psychology of persuasion and influence. The book provides a range of practical techniques and strategies for influencing others based on research from psychology, neuroscience, and behavioral economics.
The author offers insights into how people make decisions and what motivates them and provides guidance on using this knowledge to influence and persuade others. He covers a range of topics, including body language, communication skills, and the use of influence tactics such as social proof and scarcity. Through a range of real-life examples and case studies, “The Science of Influence” demonstrates how these techniques can be applied to various contexts, from sales and marketing to leadership and personal relationships. The book is a valuable resource for anyone seeking to improve their influence and persuasion skills and achieve better outcomes in their personal and professional lives.
20 – 3-D Negotiation: Powerful Tools to Change the Game in Your Most Important Deals by David A. Lax and James K. Sebenius
“3-D Negotiation” is a book written by David A. Lax and James K. Sebenius that offers a comprehensive framework for negotiating complex deals and resolving disputes. The authors argue that traditional two-dimensional (2-D) negotiation tactics, such as “win-lose” or “give-and-take” approaches, are often insufficient for addressing complex negotiations.
The book introduces a three-dimensional (3-D) approach to negotiation, which involves exploring the full range of interests, options, and potential agreements in a negotiation. The authors guide analyzing the underlying interests and motivations of all parties involved and how to create value by identifying mutually beneficial agreements that go beyond simple compromises. Through a range of real-life examples and case studies, “3-D Negotiation” demonstrates how this approach can be applied to various complex negotiation scenarios, from mergers and acquisitions to international diplomacy. The book is a valuable resource for anyone seeking to improve their negotiation skills and achieve better outcomes in challenging negotiations.
Conclusion
Negotiation is a crucial skill that makes all the difference if we want to be wealthy. Negotiating a good salary when starting a job makes a big difference. If we don’t deal effectively, we will leave a lot of money on the table, and it’s a lot more challenging to get a significant raise rather than negotiate a good salary when getting a new job.
Also, when making big purchases such as a property or a car, not negotiating is a mistake. By negotiating well, we can easily save more than 20k. Living below our means is another powerful way to get wealthy. Therefore, pick some negotiation books, read them, and apply the concepts. Remember that only reading books is the same as nothing. We need to use the concepts in our lives.
To see all the other books on the crucial skills for life and career, read the following article:
Unlocking Your Potential: The Top Career and Life Skills You Need to Succeed
