Success in commercial real estate depends considerably on your negotiation skills. Eager and aggressive brokers might close their share on raw tenacity alone, but as with any sales role, long-term success depends on the perfect balance of confidence, competence, collaboration, and an ability to go head-to-head without breaking a sweat.
But the ability to negotiate isn’t innate—it’s a learned skill you can enhance over time. Even top-performing CRE professionals still have room for improvement.
To help you boost your negotiation skills, here are five books we recommend.
This business classic was written in 1981, but the principles it covers are timeless. Based on the Harvard Negotiation Project, this text has helped millions of readers grow from novices to expert negotiators. And even though several similar books have been published in the meantime, Getting to Yes remains a gold standard.
The most recent version has been thoroughly updated and revised to address the needs of today’s client relationships and covers four essential steps for success (getting to the “yes”)
The book also breaks down the best alternative to a negotiated agreement (BATNA), how to overcome a stalemate, and what to do if you can’t reach an agreement.
There are few people better equipped to teach negotiation skills than former FBI hostage negotiator Chris Voss. In this book, Voss offers a field-tested approach to high-stakes negotiation (in some cases, the highest stakes you can imagine).
Never Split the Difference will teach you the following negotiation tactics
Not only is the book fascinating, but it’s chock-full of practical advice for getting and maintaining a competitive edge in any negotiation situation.
Looking for the same negotiation training offered to Google employees, US Special Ops, and other massive organizations?
This book by Stuart Diamond, one of the world’s leading experts on negotiation and University of Pennsylvania professor, challenges the conventional wisdom of using power and logic for successful negotiation. Instead, Diamond demonstrates the value that emotional intelligence, collaboration, and cultural diversity bring to the table in virtually every type of human interaction. Diamond offers readers unique tools, wisdom, and best practices to solve communication challenges and reach their goals, including
This book can not only help you level up your career but can improve personal relationships, too.
Even if you didn’t attend an Ivy League school, you can still learn the negotiation skills taught at one. This guide, taken from content for Harvard Business School publications and other distinguished sources, is a comprehensive look at negotiations as a necessary (albeit challenging) aspect of business.
A few topics covered in this book include
After you finish this book, you’ll be prepared to hone your negotiation skills and become even more effective in business discussions of all types.
This celebrated book was written as a field guide for lawyers, sales professionals, and dealmakers across many industries. It includes some of the most cutting-edge and effective strategies ever published, including proven tactics rooted in human psychology.
Written by David Rosen (whom his peers describe as one of the toughest negotiators in the country), this book is broken down into 99 short and easy-to-read chapters. Many of the tactics can be used individually or combined with other techniques as part of a more robust strategy. We can vouch that this book delivers on its promise to be a reader-friendly directory of powerful negotiating principles and tactics.
Here are a few things you’ll learn in this book
Trust us—you’ll want to keep this one handy for years to come.