Best Negotiation Books: Getting to Yes vs Influence Book

What are some of the best negotiation books you've read? Here, the best negotiation books, namely, “Getting to Yes” and “Influence” will be compared.





What are Some Best Negotiation Books?
In our opinion, there are 2 major negotiation approaches, namely, law school approach and psychological school approach. Both approaches are equally valid and accepted by business professionals.

In this article, we will talk about 2 best negotiation books from 2 different perspectives as below,

Getting to Yes: Negotiating Agreement Without Giving In by Roger Fisher, William L. Ury and Bruce Patton

This book is the result of research and study by the Harvard Negotiation Project under Harvard Law School. "BATNA" (Best Alternative to a Negotiated Agreement aka Best Case Scenario) and "WATNA" (Worst Alternative to a Negotiated Agreement aka Worst Case Scenario) are the examples of theories from this school of thought


This book represents a psychological school of thought in negotiation. Cialdini is the Professor of Psychology and negotiation theories from this book was drawn from many research studies in psychology, marketing and social science. "Generalization" is the example of a theory which explains that people tend to use experience to respond to similar situations. So you can predict the future course of actions by looking at past actions.

Two Best Negotiation Books Compared
Both books are 2 of the best negotiation books out there and we really think they complement each other very well. What if we can only have one book to read?

Data Collection for Best Negotiation Books


To compare both negotiation books, we will use 6 metrics under 3 categories as below,

- Book Performance: this is the same as article level metric. Here we try to determine how useful both negotiation books are by checking "Citation Count" and "Endorsement"

Citation Count is how many times each book is cited by other books.

Endorsement, in this case, is how many times each book gets reviewed or endorsed by notable people before publishing.

- Sales Performance: two metrics are used to judge the sales performance of both negotiation books, namely, "Amazon Sales Rank" and "Best Seller Award".

Amazon Sales Rank compares each book based on sales volume.

Best Seller Awards are usually given by leading news outlets such as New York Times, Wall Street Journal or Business Week.

- Author Performance: we use "Amazon Author Rank" and H-Index to judge the influence of authors of both negotiation books.

Amazon Author Rank compares each book author on Amazon.com platform based on overall sales volume.

H-Index tells you how many publications from the same author are cited.

The best book will be chosen based on overall performance across 6 metrics.

And the Best Negotiation Book Goes to:



Do you like the book we recommend? Are there any other best negotiation books you read?