 | Influence: Science and Practice by Robert B. Cialdini
Buy used from: £2.39 A classic on influence. Easy reading and identifies six much-referenced modes of influend.
|
 | The SPIN Selling Fieldbook: Practical Tools, Methods, Exercises and Resources by Neil Rackham
Buy new: £8.98 / Used from: £1.81 A research-based classic on selling, especially to big companies and intelligent people. Shows how classic sales techniques are all wrong.
|
 | Motivational Interviewing: Preparing People for Change by William R. Miller
Buy new: £23.54 / Used from: £24.00 Not so well known, but a sound book. It's about therapy, by the way, but is applicable to many more situations.
|
 | The Psychology of Judgment and Decision Making (McGraw-Hill Series in Social Psychology) by Scott Plous
Buy new: £36.19 / Used from: £20.00 All (well, most of) the theories on how we make decisions (mostly dysfunctionally) in a slim and readable volume.
|
 | Getting to Yes: Negotiating Agreement without Giving in by Roger Fisher
Buy used from: £0.03 The very readable classic on collaborative negotiating. Much referenced and copied.
|
 | Getting Past No: Negotiating with Difficult People by William Ury
Buy new: £5.73 / Used from: £3.52 An equally good and readable sequel to 'Getting To Yes'.
|
 | Change: Principles of Problem Formation and Problem Resolution by P Watzlawick
Buy new: £11.66 / Used from: £4.18 One of the original books on brief therapy. Perhaps the first to describe reframing.
|
 | Persuasion, Social Influence and Compliance by Robert H. Gass
Buy used from: £0.54 Concise descriptions of much of the theory on persuasion.
|
Listmania!
