Os melhores 51 livros sobre Negotiations

Influence (1984) explains in detail the fundamental principles of persuasion. How do you get people to say yes? How do other people get you to say yes?  How are you manipulated by sleek salesmen, clever marketing folks and sneaky confidence tricksters? These blinks will help you understand the psychology behind their techniques, enabling you to unleash your own persuasive powers, while also defending against their tactics of manipulation.

• Anyone working in marketing or sales
• People who sometimes find it hard to say no to salespeople or marketers
• Those interested in how their decision-making is constantly being manipulated

You Can Negotiate Anything (1980) shows that negotiations occur in every walk of life and that it is vital to have the skills and understanding to deal with those situations. The book outlines the key factors affecting negotiation success, as well as ways of negotiating for win-win solutions.

• Anyone who has ever negotiated with their spouse, boss or the telephone company, and wants to get better at it
• Anyone who wants to protect themselves against abuse from aggressive negotiators
• Anyone who wants to negotiate for mutual satisfaction

We’ve all been in situations where rational discussions get quickly out of hand, and Crucial Conversations investigates the root causes of this problem. You’ll learn techniques to handle such situations and shape them into becoming positive and solutions-oriented, while preventing your high-stakes conversations from turning into shouting matches.

• Anyone whose job requires dealing with other people often
• Anyone who wants to improve conversations in their personal relationships
• Anyone who offers professional communications training

Pitch Perfect presents advice and principles that can help anyone to communicate more effectively. It teaches you how to present an argument or story with confidence, in a memorable way, and how to make your points with more precision. The author introduces seven principles that will help you to use exactly the right tone in both your professional and private life.

• Anyone who wants to improve their presentation skills
• Anyone who wants to communicate more effectively in their professional life
• Anyone who wishes to become a better conversationalist

Just Listen (2009) combines time-tested persuasion and listening techniques with new methods to help you get your message across to anybody. By learning how to be a better listener, how the brain works and how people think, you’ll be able to motivate people to do what you want because you’ll better understand their needs.

• Anyone who wants to improve their communication skills
• Anyone working in therapy or mediation
• Anyone who wants to be more persuasive

Love Is the Killer App (2003) is a guide to career success in changing times. The secret? Love and compassion. These blinks explain how love – in the business sense – can help you be smart, generous and compassionate while achieving your goals in both life and work.

• Anybody struggling with workplace relationships
• People who want to know how practicing interpersonal abilities can boost their careers
• Managers and team leaders searching for strategies to ignite synergistic energy

Getting More (2010) lays out precisely how to negotiate your way toward a fuller, more satisfying life. The strategies and tools described in this book can be used in any situation, from finding a happier outcome when sparring with a partner to convincing your boss that you’re long overdue for a raise.

• People looking to improve their negotiating skills
• Sales managers, sales reps or anyone involved in cutting business deals
• Anyone who feels they never get what they want when negotiating

The 11 Laws of Likability (2011) is a guide to networking built on one simple fact: people do business with people they like. These blinks will explain how to discover your most likable characteristics, start conversations and keep them going, and make a lasting positive impression on people.

• Anyone who wants to build a lasting professional relationship
• Anyone starting a new job
• Recent graduates looking for a job

The Yes Book (2013) is your guide to negotiating. These blinks explain how modern negotiating is all about cooperation and offer actionable advice that will keep you advancing your goals during each step of the bargaining process.

• Businesspeople
• Vendors, importers and exporters
• Dealmakers of all types

Verbal Judo (1993) is your guide to effective communication, from a police officer’s perspective. These blinks explain why some common communication techniques could be holding you back and why others may be better suited to achieving your communication goals.

• Police officers, security guards and anyone who deals with disruptive people
• Professional communicators and mediators
• Couples struggling to communicate their feelings

Objections (2019) explores the secrets behind turning around common sales objections. Drawing on insights from both the business world and psychology, it shows how you can transform even the most reluctant prospect into an eager buyer. 

• Sales people looking to up their game
• Budding entrepreneurs about to pitch to investors
• Business buffs seeking fresh insights

Bargaining for Advantage (1999) is a guide to becoming a more efficient and intelligent negotiator. Combining insights from negotiation research with tried-and-tested tactics by some of the world’s leading business experts, this is a book for anyone who wants to improve their bargaining skills.

• Businesspeople whose work involves negotiating
• Dealmakers looking to improve their bargaining skills
• Fans of self-improvement and corporate strategy

The Science of Selling (2016) is a detailed handbook on the science of making a sale. Combining insights from neuroscience and social psychology, this guide presents an evidence-based approach to making a convincing pitch.

• Salespeople looking for an extra edge
• Marketers interested in evidence-based approaches
• Folks who want to learn the neuroscience behind sales

Get Hired Now! (2021) provides a step-by-step guide to finding a job and getting hired. It covers how to find the right job vacancies, write a first-class résumé that gets past the robots, dress and perform well at interviews, and how to negotiate that job offer!

• Job seekers looking to up their game
• Anyone who needs to know how to write a fit-for-purpose résumé
• Interviewees who want to ace their job interviews

Influence is your Superpower (2022) is a deep dive on influence: how it works, why it's important, and how you can wield it for ethical, positive results. It explores how influence operates by drawing on insights from cognitive science, linguistics, market research, and more, empowering readers to unlock their own natural powers of influence.

• Entrepreneurs who want to pitch ideas without sales-y sleaze
• Employees who want to advocate better for themselves and others
• Activists who want to create lasting change in their communities

Split the Pie (2022) reveals a new approach to how everyone should be negotiating. While negotiations often bring out the worst in people, it doesn’t have to be this way. By employing the “pie” approach, you can enter into any negotiation with the confidence that you’ll end up with your fair share.

• Employees looking to negotiate a fair pay rise;
• Students of business and management;
• Anyone curious about the psychology behind negotiation.

Facilitating Breakthrough (2021) dives into how people can go about solving their most intractable problems. By using an approach honed over decades, you can learn how to remove obstacles from conflicts and make progress toward resolution.

• Facilitators, managers, and mediators 
• Anyone looking for new ways to resolve intractable situations
• People interested in the art of problem-solving

Can We Talk? (2021) outlines the seven communication principles essential for successfully navigating difficult conversations in the workplace, be it asking for a promotion, delivering negative feedback, or resolving a professional conflict.

• People who struggle to assert themselves at work
• Employees who avoid having difficult conversations with their managers
• Managers who wish they could communicate better with their teams

Sell Or Be Sold (2011) delves into the concept that everyone is involved in sales, regardless of their profession. It outlines strategies and mindsets that can transform both seasoned sales professionals and everyday individuals into persuasive communicators and successful negotiators.

• Aspiring sales professionals seeking career enhancement strategies
• Entrepreneurs looking to boost confidence in business negotiations
• All those interested in mastering persuasive communication techniques

Negotiation Genius (2007) equips you with the tools to master the art of negotiation in any scenario. Discover how to decode your counterpart's motives, debunk common negotiation myths, and pivot around obstacles like a pro. Your deal-making skills will never be the same.

• Business leaders seeking strategic negotiation skills
• Law professionals in arbitration and mediation
• Sales teams aiming for win-win outcomes

Power Questions (2012) equips you with strategic questions to transform conversations, redefine problems, and forge deep connections in both professional and personal realms. It presents real-life dialogues with CEOs and influential figures, each demonstrating the impact of incisive questions – and teaches you to harness questioning as a tool for influence, understanding, and meaningful engagement.

• Business leaders seeking deeper client connections
• Sales professionals aiming to enhance customer engagement
• Personal development enthusiasts seeking insightful questioning techniques

The Art of Persuasion (1998) explores strategies for influencing others effectively and ethically by encouraging positive relationships and clear communication. It emphasizes the importance of empathy, understanding, and creating mutually beneficial outcomes. Through practical techniques and relatable anecdotes, it demonstrates how to navigate objections, build trust, and inspire cooperation.

• Business professionals seeking ethical persuasion techniques
• Salespeople aiming to build stronger client relationships
• Individuals interested in personal growth through communication

The Negativity Fast (2023) presents a transformative approach to personal growth, emphasizing the power of positivity and effective management of negative emotions. It guides you through a process of eliminating negativity and nourishing your mental outlook with optimism, offering concrete strategies for perspective-taking and coping with conflicting beliefs.

• Stressed-out individuals who need effective ways to counteract negativity
• People sensitive to global events and political discourse
• Social media users seeking to guard their mental well-being

Possible (2024) introduces a groundbreaking strategy for confronting the increase in conflicts that threaten aspects of daily life, from personal relationships to global dynamics. It posits that by engaging with conflict constructively, you can unlock the potential for creative problem-solving and strengthen relationships. This approach will equip you with the tools to transform adversarial interactions into cooperative successes, paving the way for progress in every aspect of your life.

• Conflict resolution mediators and professionals
• Leaders and managers
• Individuals navigating personal or workplace conflicts

The Art of Conflict-Free Negotiations (2024) covers strategies for navigating workplace conflicts and deals while achieving mutually beneficial outcomes. By mastering these techniques, you’ll be able to conduct negotiations with integrity and foster successful relationships in all areas of life.

• Business professionals seeking to enhance their negotiation skills 
• Mediators and coaches looking for effective strategies to handle conflicts 
• Leaders and managers needing to navigate team dynamics 

The Unspoken Truths for Career Success (2023) doesn’t view the world of work through rose-tinted glasses. With challenges from toxic office cultures to remote work, hybrid schedules, and the ever-elusive work/life balance, building a successful career is a challenge. But it’s not insurmountable. By embracing practical strategies, you can overcome commonplace career hurdles and thrive in today’s workplace. 

• Young professionals navigating remote or hybrid work environments
• Executives developing modern, millennial-focused workplace strategies
• Anyone seeking career advancement and personal growth insights

Negotiation Made Simple (2024) is a practical guide to mastering the art of negotiation in both professional and personal contexts. The book outlines five essential skills that anyone can develop to become a more effective negotiator, transforming everyday interactions into opportunities for mutual benefit and long-term success.. 

• Business professionals negotiating deals, contracts, and partnerships
• Parents and partners dealing with conflict-resolution and decision-making
• Anyone navigating complex stakeholder interests and building consensus

The Seven Tensions of Negotiation (2024) explores the fundamental forces that shape every negotiation, from casual conversations to high-stakes business deals. Through examining relationship dynamics, timing choices, power balances, and team interactions, it reveals how understanding and working with tension – rather than against it – leads to more successful negotiation outcomes. 

• Business professionals who regularly engage in negotiations and deal-making
• Sales professionals seeking to understand the subtle dynamics that influence customer interactions
• Folks facing important personal negotiations, from family decisions to major purchases

Start with No (2002) offers a bold, unconventional approach to negotiation that applies to everything from high-stakes business deals to everyday family decisions. It introduces a practical framework designed to help negotiators stay in control, prioritize what truly matters, and achieve long-term, meaningful results. By applying these strategies, negotiators can approach both complex agreements and routine conversations with greater clarity, confidence, and effectiveness.

• Professionals seeking more effective negotiation results
• Individuals who dislike aggressive bargaining tactics
• Leaders seeking to boost their deal-making confidence

You Say More Than You Think (2011) reveals the hidden language your body speaks before you even open your mouth. Your success in every interaction – from first dates to high-stakes negotiations – depends far more on unconscious signals than you realize. Master these secret codes of human behavior and you'll gain an almost supernatural ability to read and influence anyone you meet.

• Professionals looking to enhance communication and negotiation skills
• Leaders aiming to strengthen their influence and social connections
• Individuals curious about nonverbal cues and body language insights

Managing Up (2025) offers practical strategies for managing workplace power dynamics and strengthening relationships with leaders. It will provide you with the tools to gain influence, advocate for your needs, and increase your authority without changing job titles. By distilling key workplace challenges into ten essential conversations, it helps you to communicate with confidence, set boundaries, and position yourself for success.

• Career-driven professionals aiming for stability and growth
• Managers and leaders improving team communication and decision-making
• Job seekers and career changers planning their next move

The Next Conversation (2025) draws on the high-stakes communication strategies of trial lawyers to equip you with practical tools for everyday interactions. You’ll learn how to manage your reactions, communicate assertively, and navigate conflict with composure and purpose. 

• Professionals looking to be more confident in the workplace
• Individuals seeking healthier communication in their relationships
• Anyone hoping to become more assertive

Conflict Resilience (2025) blends deep expertise in conflict negotiation with neuroscientific insight to explore why conflict is so deeply rooted in both human biology and modern society. Drawing on this understanding, it presents a proven framework for engaging with conflict in a more constructive and productive way. 

• Anyone feeling stuck in ongoing disagreements with family, friends, or neighbors and looking for a way forward
• Conflict avoiders who want to build the confidence and skills to engage in difficult conversations
• Those seeking practical tools to resolve deep, entrenched differences at home, at work, or in their community

How to Untie a Balloon (2025) offers concrete strategies for managing stress and conflict, and developing emotional strength. It explores how mounting pressure can distort our thinking and behavior, using a balloon metaphor to show how unresolved tension can quietly escalate into harm. It will help you release pressure and defuse conflict before you become destructive.

• Business leaders facing high-pressure, conflictual decisions
• Professionals managing stress while balancing competing demands
• Anyone who struggles to perform under pressure and wants to regain control

Delay, Deny, Defend (2010) exposes the insurance industry’s playbook for maximizing profit and minimizing claim payouts. You’ll see how “delay, deny, defend” became a profitable strategy, all at your expense. And by the end, you’ll have an understanding of how we got here – and where we go from here.

• Policyholders tired of being ripped off by insurers
• Lawyers and advocates fighting systemic corporate abuse
• Anyone angered by corporate corruption and financial injustice

Conversations That Win the Complex Sale (2011) provides a new playbook for succeeding in a world where your biggest competitor isn’t another company, but your customer’s own inertia. You’ll discover how to stop competing on features and start provoking your customer to change by telling a compelling story. By reframing the conversation to make your customer the hero, you can create urgency, differentiate your solution, and close more deals.

• Sales professionals struggling to stand out in commoditized markets
• Marketing leaders aiming to create messages that salespeople will actually use
• Business executives who need to drive growth through differentiation

The Three Value Conversations (2015) explains how sales professionals can win complex deals by mastering three critical types of conversations: creating differentiation, justifying investment, and capturing maximum value. It provides practical frameworks and storytelling techniques to guide prospects through the buying journey. By focusing on value rather than price, it helps sellers build stronger cases and protect margins.

• Ambitious B2B sales professionals seeking stronger deal outcomes
• Strategic sales managers aiming to improve team performance
• Business-minded readers interested in persuasive customer conversations

The Practical Negotiation Handbook (2021) lays out a clear five-step method for shaping agreements that last. You’ll learn how to prepare effectively, manage conversations with confidence,  and turn complex situations into structured, collaborative negotiations. Its focus on both process and mindset will help you build the skills you need to negotiate contracts and partnerships of any size.

• People keen to improve workplace negotiation skills
• Managers handling cross-team agreements
• Professionals seeking confidence in high‑stakes discussions

Thinking Strategically (1991) by Avinash K. Dixit and Barry J. Nalebuff is a groundbreaking book that explores the art of strategic thinking. Using game theory and real-life examples, the authors demonstrate how to make smart decisions in competitive situations. Whether in business, politics, or everyday life, this book offers valuable insights into the power of strategic reasoning.

• Professionals seeking to develop their strategic thinking skills
• Business leaders looking to gain a competitive edge in their industry
• Students and academics studying game theory and decision-making

"American Nations" examines how these nations have shaped the political, social, and cultural landscape of the United States. By delving into the historical and geographical differences between these nations, Woodard offers a thought-provoking analysis of the country's complex identity and the enduring impact of its regional differences.

• History enthusiasts looking for a deeper understanding of American regional differences
• Politically engaged individuals seeking insights into the cultural divides within the United States
• Readers curious about the impact of early colonization on contemporary societal divisions

Negotiating at Work (2015) offers valuable insights and practical strategies for effectively navigating workplace negotiations. Drawing on extensive research and real-life examples, Deborah M. Kolb and Jessica L. Porter provide guidance on how to handle difficult conversations, manage power dynamics, and create win-win outcomes. Whether you're seeking a raise, advocating for a project, or resolving conflicts, this book equips you with the tools to negotiate with confidence and achieve your goals.

• Professionals who want to improve their negotiation skills in the workplace
• Managers and leaders looking to resolve conflicts and reach win-win solutions
• Individuals who want to navigate power dynamics and advocate for their own interests

The Art of Strategy (2008) by Avinash K. Dixit and Barry J. Nalebuff delves into the world of game theory and strategic decision-making. Through real-life examples and practical advice, the book explores how to think strategically in various situations, whether in business, politics, or everyday life. It offers valuable insights for anyone looking to gain a deeper understanding of strategic thinking and its applications.

• Business professionals seeking to improve their strategic thinking and decision-making skills
• Entrepreneurs looking for insights into competitive advantage and negotiation tactics
• Students and academics interested in game theory and its real-world applications

Trump-Style Negotiation by George H. Ross provides an inside look at the negotiation tactics and strategies employed by Donald Trump. Drawing from his own experiences as Trump's right-hand man, Ross offers practical advice on how to negotiate effectively in business and in life. Whether you love him or hate him, this book offers valuable insights into the art of the deal.

• Individuals who want to improve their negotiation skills
• Business professionals seeking to close deals and achieve better results
• Entrepreneurs looking to navigate and win in the world of business

Negotiating for Success by George J. Siedel provides practical strategies and techniques for achieving successful negotiations in both business and personal situations. Drawing on real-life examples and research, the book offers valuable insights into the art of negotiation, helping readers to develop their skills and achieve better outcomes.

• Individuals who want to improve their negotiation skills
• Business professionals looking to enhance their ability to create successful deals
• Entrepreneurs seeking to maximize the value of their contracts and agreements

Win Bigly by Scott Adams explores the art of persuasion and how it played a significant role in Donald Trump's unexpected victory in the 2016 presidential election. Adams delves into the tactics and strategies used by Trump, and offers insights into the power of persuasion in shaping public opinion and influencing outcomes.

• Individuals seeking to understand the power of persuasion in politics and everyday life
• Readers interested in cognitive biases and how they influence decision making
• Those who want to improve their communication and argumentation skills

Zig Ziglar's Secrets of Closing the Sale (1984) divulges the proven techniques and strategies to effectively persuade and close a sale. Renowned sales expert Zig Ziglar shares valuable insights, powerful tips, and practical advice that will help you increase your sales performance and achieve success in your business endeavors.

• Anyone in sales or business looking to improve their closing techniques
• Entrepreneurs and small business owners seeking to boost their revenue
• Professionals who want to master the art of persuasion and influence

Ask for More by Alexandra Carter is a practical guide to negotiation that challenges the traditional win-lose mindset. Through real-life examples and actionable strategies, Carter empowers readers to ask better questions, listen actively, and create value in any negotiation. Whether in the boardroom or in everyday life, this book will help you become a more effective and empathetic negotiator.

• Professionals looking to improve their negotiation skills
• Entrepreneurs and business owners seeking better outcomes in deals and partnerships
• Individuals who want to enhance their communication and persuasion abilities

Kiss, Bow, or Shake Hands by Terri Morrison is a comprehensive guide to international business etiquette. It provides valuable insights into the customs, traditions, and communication styles of different countries, helping professionals navigate the complexities of global business interactions. Whether you're a seasoned executive or a novice in the international arena, this book offers practical advice to ensure successful cross-cultural relationships.

• Business professionals looking to expand their global etiquette knowledge
• Travelers who want to understand and respect the customs of different countries
• Anyone interested in improving their cross-cultural communication skills

Stalling for Time by Gary Noesner is a gripping memoir that takes you inside the world of hostage negotiation. Noesner shares his experiences and insights from his time at the FBI, offering a unique perspective on high-stakes situations and the art of communication under pressure. It's a fascinating read that will keep you on the edge of your seat.

• Individuals interested in the field of hostage negotiation and law enforcement
• Readers who enjoy true crime and stories of high-stakes negotiations
• Those looking to gain insights into the psychology of conflict resolution and communication under pressure

Getting Past No by William Ury is a guide to negotiating and resolving conflicts effectively. Ury provides practical strategies for dealing with difficult situations and difficult people, and offers a step-by-step approach to turning opposition into cooperation. Whether in business, personal relationships, or international diplomacy, this book offers valuable insights into the art of negotiation.

• Professionals who want to improve their negotiation skills
• Anyone seeking to resolve conflicts and misunderstandings in a productive way
• Business leaders looking to create win-win situations in their interactions

Contract Drafting and Negotiation for Entrepreneurs and Business Professionals by Paul A. Swegle provides a practical guide for creating effective contracts that protect your business interests. From understanding legal terms to negotiating favorable terms, this book equips entrepreneurs and business professionals with the knowledge and skills needed to draft solid contracts and navigate successful negotiations.

• Entrepreneurs and business professionals seeking to understand the intricacies of contract law
• Legal practitioners looking to enhance their skills in contract drafting and negotiation
• Startups and small business owners navigating the complexities of business agreements