Finding the Best Negotiation Book of All Time

In this article, we evaluate 2 books, namely, "Getting to Yes" and "Influence" based on 3 criteria and will show you which one is the best negotiation book.

In Search of the Best Negotiation Book

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 negotiation and persuasion books from 2 different perspectives as below,


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 an example of a theory which explains that people tend to use the experience to respond to similar situations. So you can predict the future course of actions by looking at past actions.

Top 2 Best Negotiation Books Compared

Both books are 2 of the best books out there and we really think they complement each other very well. What if we can only have one negotiation and persuasion book to read? To compare both books, we will use 6 metrics under 3 categories as below,

- Book Performance: this is the same as an article-level metric. Here we try to determine how useful both negotiation and persuasion 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 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 the 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 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 negotiation and persuasion books will be chosen based on overall performance across 6 metrics.

And the Best Negotiation Book Goes to:



You may find that there are other good books not mentioned here. However, we find that they are about negotiation in a specific situation such as salary negotiation, international negotiation and dispute resolution in the military context.

Are there any other negotiation books you read?


Reference
- Simintiras, A. C., & Thomas, A. H. (1998). Cross-cultural sales negotiations: A literature review and research propositions. International Marketing Review, 15(1), 10-28.

Last review and update: November 15, 2018
About the Editor
Ben Benjabutr is the editor of SupplyChainOpz. He holds an M.Sc. in Logistics Management with 10+ years of experience in various functions in supply chain magement. In his free time, he enjoys reading business and management books. You can learn more about him here or connect with him via Twitter, and Quora or drop him a line via e-mail.