4 of 8
"Getting to Yes"
"Getting to Yes: Negotiating a Agreement Without Giving In"
by Roger Fisher and William Ury

To be a good negotiator you have to be at once hard-nosed and flexible.

Fisher and Ury argue that the essence of principled negotiation is "being open to persuasion by objective facts," saying, for instance, "Let me show you where I have trouble following your reasoning," or "Correct me if I'm wrong ..."

NEXT: "Hug Your Customers"
Last updated September 26 2008: 8:21 AM ET
How to sell in a lousy economy Despite a spate of negative economic indicators, these salespeople haven't missed a step. More
10 darings sales feats These legends mastered the sales pitch - and raked in the revenues. More
Biggest sales blunders Sales psychologist Dr. G. Clotaire Rapaille talks about the biggest mistakes salespeople make. More