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Entrepreneurs each name one book that can help entrepreneurs or freelancers learn how to get what they want and negotiate smarter.

“Getting to Yes” by Roger Fisher and William Ury
Getting to Yes is a great book on negotiation based on the work on the Harvard Negotiation Project. One of the key takeaways is to respect and know your counterparty’s interests well.”

– Josh Weiss | Founder and President, Bluegala

“How to Win Friends and Influence People” by Dale Carnegie
“Many people would think that by a name like this, this book is all about manipulation, but it is the exact opposite. Written almost 100 years ago, How to Win Friends and Influence People has stood the test of time.”

– Louis Lautman | Founder, Supreme Outsourcing

“Negotiation Genius” by Deepak Malhotra
Negotiating Genius outlines five research-backed principles to apply in any negotiation. A central insight: increase the opportunity of achieving “win-win” outcomes by approaching the negotiation from an investigative viewpoint, rather than assuming you know what the other party wants. Don’t assume; ask. It’s surprising how few negotiators have the courage to ask tough questions that could provide valuable information.”

– Emerson Spartz | CEO and Founder, Spartz

“The Last Lecture” by Randy Pausch
The Last Lecture is certainly not a negotiations book, but it teaches you how to think more productively and focus on what’s important. You can use the principles he teaches in the book and apply it to your negotiations and you’ll have more success.”

– Nathan Lustig | cofounder, Entrustet

Influence: The Psychology of Persuasion” by Robert B. Cialdini
“This classic negotiation book shows you how to effectively persuade other parties. Using the principles outlined in the book — consistency, reciprocation, social proof, liking, authority and scarcity — can help you tremendously in getting what you what, not only when you’re negotiating but also when you’re selling your company, your vision, your product or your services.”

– Matt Mickiewicz | Co-Founder, Flippa and 99designs

The Thirty-Six Stratagems” by Peter Taylor
“One of my all-time favorite books written way long ago in Ancient China. While not a business book by nature, its principles can be used in everyday business life, such as “Partnering with an enemy to take out a larger enemy” (strategic business partnership) or “How to focus on a weakness” (focusing on the prospect’s central pain and helping that pain with your solution).”

– Kenny Nguyen | Founder/CEO, Big Fish Presentations

Beyond the Chicken Dance” by Charles Newman
“Get “Beyond the Chicken Dance” with Charles Newman’s book on negotiation. One of the first helpful principles Newman outlines is that everything in life is negotiable. Then, he gives the reader actionable insight for becoming a better negotiator. It’s a fun, fast read for entrepreneurs and freelancers alike.”

– Doreen Bloch | CEO / Founder, Poshly Inc.

“Power Up; Speak Up; Be Heard” by Kay White
Power Up; Speak Up; Be Heard by Kay White is a good one. White’s guide on how to become more confident, clear and effective in communicating with others is perfect for any career professional. It’s good to learn how to stand up for yourself – and your ideas – while you’re just starting out; it will be that much easier later.”

– Nicolas Gremion | CEO,

“Pitch Anything” by Oren Klaff
“Written by the successful investment banker, Oren Klaff provides a powerful guide to cognitive psychology, social dynamics, and message framing. Pitch Anything has generated tons of buzz in the startup and venture capital communities.”

– Michael Margolis | President, Get Storied

“Crucial Conversations” from VitalSmarts
“There are few better negotiation books than Crucial Conversations. The toughest thing for most negotiators is keeping your cool when emotions run high. Whether you are discussing your valuation with investors or pricing with perspective partners, opinions will always diverge. This book teaches you how to have a building conversation — and avoid destructive ones — ensuring that you and your negotiating partner will understand each other, not just talk.”

– Aaron Schwartz | Founder and CEO, Modify Watches