Negotiate on interests not positions to reach wise agreements efficiently and amicably

Getting to Yes · Roger Fisher and William Ury

Integrate backward to control inputs

Competitive Strategy · Michael E. Porter

Analyze strategic groups

Competitive Strategy · Michael E. Porter

Selecting target buyers

Competitive Strategy · Michael E. Porter

Suppliers' power

Competitive Strategy · Michael E. Porter

Buyers' power

Competitive Strategy · Michael E. Porter

Understanding buyer power

Competitive Strategy · Michael E. Porter

Understand industry competition

Competitive Strategy · Michael E. Porter

Understand industry competition

Competitive Strategy · Michael E. Porter

Sidestep attacks and redirect energy toward problem-solving

Getting to Yes: Negotiating an agreement without giving in · Roger Fisher & William Ury

Dig beneath positions to discover what people actually need

Getting to Yes: Negotiating an agreement without giving in · Roger Fisher & William Ury

Systematically evaluate the strategic costs and benefits of vertical integration

Competitive Strategy: Techniques for Analyzing Industries and Competitors · Michael E. Porter

Choose your customers strategically to improve margins and competitive position

Competitive Strategy: Techniques for Analyzing Industries and Competitors · Michael E. Porter

Map the five competitive forces that shape every industry's profitability

Competitive Strategy: Techniques for Analyzing Industries and Competitors · Michael E. Porter

Power transitions only complete when the loser formally concedes

Chimpanzee Politics: Power and Sex among Apes · Frans de Waal

Create urgency

Elon Musk Tesla, SpaceX, and the Quest for a Fantastic · Ashlee Vance

Remove product objections by reframing drawbacks as advantages or simplifying complexity

Breakthrough Advertising · Eugene Schwartz

Understand the feelings and mindset of your counterpart to increase your influence in every moment that follows.

Never Split the Difference · Chris Voss