Library
Books I keep coming back to.
A working shelf on selling, negotiating, leading, and building marketplaces, plus the thinking behind The Fifteen.
Sales
For anyone selling something that takes more than one conversation to buy.
SPIN Selling
Based on research into thousands of sales calls. Why good questions beat good pitches on large purchases.
The Challenger Sale
Top performers teach the customer something new rather than simply building rapport.
To Sell Is Human
Nearly everyone is persuading someone. How to do it without being pushy.
Negotiation
For the week before the deal, and the room itself.
Getting to Yes
Negotiate on interests, not positions, and know your alternative before you sit down.
Negotiation Genius
Harvard Business School's guide to preparation, creating value, and handling bad-faith tactics.
Never Split the Difference
An FBI hostage negotiator on listening, labelling emotions, and getting to 'that's right.'
Leadership
Teams that perform because they feel safe, not in spite of it.
The Fearless Organization
The research behind psychological safety: teams that can admit mistakes outperform those that can't.
High Output Management
A manager's real output is the output of their team.
The Hard Thing About Hard Things
An honest account of running a company when there's no clear right answer.
Marketplaces
The economics behind everything I've built.
Who Gets What — and Why
A Nobel laureate on market design, and why some marketplaces work while others fail.
Matchmakers
How two-sided platforms create value by bringing buyers and sellers together.
The Cold Start Problem
How networks get started, and the tipping points that make them hard to beat.
Community
The thinking behind The Fifteen.
The Art of Gathering
Why getting people together deserves a clear purpose, and how to give it one.
Bowling Alone
How American community life frayed, and what that has cost us.