I think Patrick McKenzie / patio11 once threw out a recommendation for The Strategy and Tactics of Pricing. I'll add my voice, it's one of the better business books I've ever read.
Essentially, the core insight is as per the blog post. Identify what you are worth to the customer, prove it, then charge based on that. In the book Nagle, Hogan and Zale give examples of quite dramatic price changes where the customer agreed with the reassessment of value. The sellers could prove that a new product would quintuple productivity, so asking for a doubled price was damn near an act of charity, not highway robbery.
Also useful was their treatment of calculating the cash effect of pricing changes. Financial accounting 101 calculations can sometimes be misleading about the best pricing scheme.
I reviewed it at my blog -- http://chester.id.au/2012/09/12/review-the-strategy-and-tact...
Essentially, the core insight is as per the blog post. Identify what you are worth to the customer, prove it, then charge based on that. In the book Nagle, Hogan and Zale give examples of quite dramatic price changes where the customer agreed with the reassessment of value. The sellers could prove that a new product would quintuple productivity, so asking for a doubled price was damn near an act of charity, not highway robbery.
Also useful was their treatment of calculating the cash effect of pricing changes. Financial accounting 101 calculations can sometimes be misleading about the best pricing scheme.