salesSPECTRUM's RECOMMENDED READING
Getting to Yes: Negotiating Agreement Without Giving In
By William Ury & Roger Fisher
Getting to Yes has sold over two million copies worldwide making it the best selling book in
negotiations. It is recognized as one of the most effective and practical guides to negotiation
and has helped millions of people secure win-win outcomes in constructive negotiations.
This book cuts through the jargon to a few easily remembered principles that will guide you
to success, no matter what the other side does.
By William Ury & Roger Fisher
Getting to Yes has sold over two million copies worldwide making it the best selling book in
negotiations. It is recognized as one of the most effective and practical guides to negotiation
and has helped millions of people secure win-win outcomes in constructive negotiations.
This book cuts through the jargon to a few easily remembered principles that will guide you
to success, no matter what the other side does.
Made to Stick
By Chip Heath and Dan Heath
Made to Stick is a powerful book for those who need to communicate their ideas. As
someone who often tries to get my ideas across, I really find the principles in the book
useful. Of course, applying the principles takes practice and diligence, but this is the best
book I know so far on making winning ideas.
By Chip Heath and Dan Heath
Made to Stick is a powerful book for those who need to communicate their ideas. As
someone who often tries to get my ideas across, I really find the principles in the book
useful. Of course, applying the principles takes practice and diligence, but this is the best
book I know so far on making winning ideas.
The One Minute Salesperson
By Larry Wilson & Spencer Johnson
Larry Wilson and Spencer Johnson use their storytelling skills to teach principles of selling.
Techniques such as preparing for and visualizing success are part of the formula, but the
most valuable idea is to spend a full minute before each sales encounter focusing on what
is best for the customer.
By Larry Wilson & Spencer Johnson
Larry Wilson and Spencer Johnson use their storytelling skills to teach principles of selling.
Techniques such as preparing for and visualizing success are part of the formula, but the
most valuable idea is to spend a full minute before each sales encounter focusing on what
is best for the customer.
Getting Past No: Negotiating Your Way from Confrontation to Cooperation
By William Ury
We all want to get to yes, but what happens when the other person keeps saying no? How
can you negotiate successfully with a stubborn boss, an irate customer, or a deceitful
coworker? In Getting Past No, William Ury of Harvard Law School’s Program on Negotiation
offers a proven breakthrough strategy for turning adversaries into negotiating partners.
Getting Past No is the state-of-the-art book on negotiation for the twenty-first century.
By William Ury
We all want to get to yes, but what happens when the other person keeps saying no? How
can you negotiate successfully with a stubborn boss, an irate customer, or a deceitful
coworker? In Getting Past No, William Ury of Harvard Law School’s Program on Negotiation
offers a proven breakthrough strategy for turning adversaries into negotiating partners.
Getting Past No is the state-of-the-art book on negotiation for the twenty-first century.