am 9. April 2009
I believe that the book 'Getting to Yes' is the best book on the 'philosophy/strategy' of negotiation. When it comes down to negotiation a deal with practical examples, there is NO other book that EVERYTHING IS NEGOTIABLE. If you can put a dollar value on what's to be negotiated, this is the book you wanna read and study.
Personally, i found the following topics the most valuable;
- on accepting the first offer
- goodwill concessions and its effectiveness
- tough vs. soft opening
- toughness in negotiation
- negotiators most useful word (no, it's not no)
I strongly believe that there's no more practical book on negotiation than this one.