If you only get one book on negotiation, get Getting to Yes. If you get two books, get Bargaining for Advantage as well.
Bargaining for advantage differs from Getting to Yes in that it's more of a tactical guide, and BFA's advice works not only in collaborative situations, but also in adversarial zero-sum negotiations.
I truly understood the value of negotiation when I walked out of a happy vendor's boardroom having just cut my expenses by over $60,000 using a couple emails, a phone call, and a two-hour meeting.
for those looking for the adversarial approach, there's also Start with No (http://amzn.to/16QO6sO). While I haven't really used those tactics, I did find many of the strategies outlined employed in the corporate environment.
Bargaining for advantage differs from Getting to Yes in that it's more of a tactical guide, and BFA's advice works not only in collaborative situations, but also in adversarial zero-sum negotiations.
I truly understood the value of negotiation when I walked out of a happy vendor's boardroom having just cut my expenses by over $60,000 using a couple emails, a phone call, and a two-hour meeting.