The Granddaddy of All Negotiation Books

If you haven't read it yet, you simple MUST read "Getting to Yes: Negotiating Agreement Without Giving In " by Roger Fisher and William Ury.

Not that this is a perfect book in any way. It simply won't help you in a situation like negotiating one time for a used car... a situation where you'll never see the other person again and have absolutely no interest in maintaining a relationship with them.

But in any situation where you DO have an interest in maintaining an ongoing relationship, like between a manufacturer and a supplier, the ideas in this book can be extremely helpful!

The book introduces the concept of BATNA... Best Alternative To a Negotiated Agreement. The idea is that you should go into any negotiation with your best alternative in mind, should this negotiation fail. If the present negotiation starts heading in the wrong direction, you certainly have an idea of what your best alternative is, and thus you should be prepared to choose it, if the current negotiation does not provide the prospect of something even better.

A classic... well worth your time and attention!