6 thinkers, books, and ideas connected to this field.
American psychologist and Harvard Business School professor — author of Talk — who studies conversation science and negotiation — whose research on anxiety reappraisal (reframing nervousness as excitement) is among the most cited in communication psychology.
Former FBI hostage negotiator — author of Never Split the Difference — founder of The Black Swan Group — who created the most widely read negotiation training based on FBI crisis negotiation techniques.
Chris Voss's 2022 follow-up book — expanding the tactical empathy framework from Never Split the Difference into broader business communication contexts.
Chris Matthews's 1988 book on the hard rules of political and business power — distilled from his experience working for Tip O'Neill — presenting the unsentimental tactics of how Washington power actually works.
Herb Cohen's 1980 classic arguing that everything in life is negotiable — covering information, time, power, and the two primary styles of negotiation (Soviet/win-lose vs. win-win) — one of the best-selling negotiation books ever written.