We might as well start with the most popular negotiation book ever written. All those people who bought it can’t be wrong and they’re not…it’s number one on the list. What we have here is a clear understanding of how we can be firm on the problem without jeopardising the personal relationship. It’s not “me versus you” but “you and I versus the problem”. It teaches not to build trenches and let negotiations become warfare and that’s the opposite of many negotiations I’ve been part of. The book is probably most famous for giving negotiators the concept of BATNA…Best Alternative To A Negotiated Agreement…and this idea of creating alternatives is something I use every time I prepare groups for live negotiations. It’s not just theory…it really works. For busy negotiators it’s a simple, easy read and it’s not an expensive book. Make it the first book on your list.