Negotiation Book Recommendations

15 Replies

Hi guys,

Just looking for some books to master the art of negotiating.

Any suggestions?


Hey Shane,

I have never read any RE only negotiation books but have been in sales for a while and some of these books have been good. The main thing you will learn is that preparation is huge.

Know what your objective is (buy the house at a certain price, get an option to purchase, etc), List the issues that will prevent that (seller wants too much money), List the motivation for them to do what you want (divorce, inherited, etch), have a list of questions for them, question that they might bring up and then a list how you will address any of their concerns.

Sorry... end of rant. Here are the books

Challenger Sale - Dixon/Adamson

Crucial Conversation - Patterson/Granny

Solution Selling - Bosworth (really helps you identify type and extent of customers pain)

I hope that helps


I heard this book recommended on a podcast I listened to today. It was show 32 or 33.

Good luck!

To do terms deals, it is more subtle than the strong arm approach, and having all the objections covered.

NLP is really helpful in negotiating.

To get a seller to carry a note or do a lease option, listen here, you can download a mp3.

Best wishes,


Jack Miller has an excellent book on negotiating

I just took a free course at coursera (  It modeled "getting to yes" but the video/forum interaction was helpful.

@Shane Willcox  Secrets of Power Negotiating by Roger Dawson

Winning Through Intimidation, by Robert J. Ringer, is a must-read for every real estate investor. 

It's not a book on manipulating others (as its title would suggest) but a book on how NOT to be intimidated. 

Anyone who has either been to my home or my ranch notices my large libraries of books. This book is an essential read.

Getting to Yes by Roger Fisher

I took the same course @Sean H.  mentioned on coursera and found it really helpful

Thanks guys. All great recommendations. Exactly what I was looking for!

Surprised this one didn't get mentioned.  A classic..

I guest lecture at the University of Nebraska-Lincoln College of Business and require students to read this book for the class.

You can Negotiate Anything by Herb Cohen.

Originally posted by @Joseph Ball :

Jack Miller has an excellent book on negotiating

 Love Jack Miller, RIP.

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