Book Recommendation: Winning Negotiations


As an influential leader, it may seem that almost every conversation is some form of informal negotiation. If today’s main article got you thinking about formal negotiations, and you want to learn more, the most simple business negotiation book I’ve read is,“Winning Negotiations—That Preserve Relationships”, Harvard Business School Press, 2004. The tone of the book, as you can tell from the title, is about using negotiation not only to preserve but also to build relationships. The book is structured chronologically about what you should be doing before the negotiations, during and after negotiations. What you do before and during negotiations plays are large role in having the desired alliance with the other parties—rather than just a relationship.