- Charlie Munger The one straightforwardly practical title on his list, and consistent with the advice he left his old firm: you don’t need to take the last dollar, and choose clients as you would friends. source ↗
The classic Harvard Negotiation Project guide to principled negotiation — separate the people from the problem, focus on interests not positions, generate options for mutual gain, and insist on objective criteria.
Munger included Getting to Yes on his Almanack list as the one straightforwardly practical title — and it is consistent with the advice he left his old law firm: 'You don't need to take the last dollar' and 'Choose clients as you would friends.' For founders, the book's core insight — separate the person from the problem — maps onto Munger's two-track analysis (rational interests vs. subconscious pulls). Negotiation is not about winning a single deal; it is about building the reputation for fairness that makes future deals cheaper to close, which aligns with Munger's 'seamless web of deserved trust' framework from his 2007 USC law school address.