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Getting Past No

Getting Past No: Negotiating Your Way from Confrontation to CooperationGetting Past No: Negotiating Your Way from Confrontation to Cooperation Book Cover Getting Past No: Negotiating Your Way from Confrontation to CooperationGetting Past No: Negotiating Your Way from Confrontation to Cooperation
William Ury
Random House Inc
1993

This book is now my favorite negotiations book, not only does it give a clear framework of what to do when you encounter opposition in a negotiation it also enlightens the reader on the benefits of negotiation. This is a much more enjoyable book than Getting to Yes: Negotiating Agreement Without Giving In, but reading Getting to Yes is essential but not required.
If you seem to come to negotiation circumstances and feel that you did poorly or caved in, then you need to read this book. If you feel cheated or unable to articulate a response to an argument,then you need to read this book. If you want to take a negotiations class and you think your are not good, then you need to read this book.

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Getting to Yes

Getting to Yes: Negotiating Agreement Without Giving In Book Cover Getting to Yes: Negotiating Agreement Without Giving In
Roger Fisher, William Ury
Penguin Books
1991

I really enjoyed the book, in particular the Objective Negotiation part. I really feel that the book creates a good framework for a negotiator. A good companion book would be The Truth about Negotiations and Getting Past No: Negotiating Your Way from Confrontation to Cooperation.
The other part I really enjoyed was that of one-text, the idea being that for multilateral negotiations or when a 3rd party is needed, the best way is to use one-text that each part can comment on. I did a simulation not too long ago, and had we used this method all parties would have come out with a better agreement.