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Book Description
* An essential guide to the art and practice of negotiation in the 21st century
Product Description
As a result of his extensive negotiating experience and his unique presentation style, Herb Cohen is internationally renowned as someone who can quickly grasp both sides of an issue and get the most for his client out of a difficult negotiation. His advice? 'Simple,' says Herb, 'I care...but not that much!' In this new book - and in his humorous and self-deprecating style - Herb Cohen explains how the reader can learn powerful yet subtle negotiating ploys to help them in their business, career, and even family relationships. As Herb says, 'Negotiation is the game of life.
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Negotiation is the game of life. Read the first page
Front Cover | Copyright | Table of Contents | Excerpt | Index | Back Cover
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Front Cover | Copyright | Table of Contents | Excerpt | Index | Back Cover
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Customer Reviews
Most Helpful Customer Reviews
Format:Paperback
This is a great book and we are lucky so many copies were printed that it is almost a give-away price.
It is very easy to read, and it also is often quite funny. Herb is very witty and gives great examples that you can relate to. In many cases he has a bit of a laugh at what he did wrong in a negotiation, and points out how he could have done better.
You can pick it up and just open it at any point and start reading. It's one of those kinds of books. And when you do, it's sometimes hard to put down.
But all of that is just an aside.
The main reason you should buy this book is that he is a top class negotiator who gives heaps of tips on how to negotiate better. He also points out how much of our everyday life is a negotiation of one kind or another. Therefore, the benefits you'll get out of reading this are many, and they'll last throughout your life. (I know this because I read and re-read one of his previous books years ago - and time and again I save money in negotiations (eg. buying or selling things) or can conclude transactions surprisingly easily.
It is very easy to read, and it also is often quite funny. Herb is very witty and gives great examples that you can relate to. In many cases he has a bit of a laugh at what he did wrong in a negotiation, and points out how he could have done better.
You can pick it up and just open it at any point and start reading. It's one of those kinds of books. And when you do, it's sometimes hard to put down.
But all of that is just an aside.
The main reason you should buy this book is that he is a top class negotiator who gives heaps of tips on how to negotiate better. He also points out how much of our everyday life is a negotiation of one kind or another. Therefore, the benefits you'll get out of reading this are many, and they'll last throughout your life. (I know this because I read and re-read one of his previous books years ago - and time and again I save money in negotiations (eg. buying or selling things) or can conclude transactions surprisingly easily.
Format:Hardcover
The art of negotiation, according to expert and author Herb Cohen, focuses on common sense, with a dash of game playing. He presents his negotiating philosophy - basically, keep your cool - which he buttresses with interesting examples from his career as a negotiator. His expertise in international hostage situations even got him an invitation to the White House in 1979, to advise President Jimmy Carter on bargaining with the Iranians to free the Americans being held in Tehran. Cohen is a storyteller, which is both his strength and his weakness: The book is entertaining but loosely structured. Still, getAbstract finds his approach refreshing and recommends the book whether you're negotiating a salary increase or an international treaty.
Most Helpful Customer Reviews on Amazon.com (beta)
Amazon.com:
42 reviews
22 of 23 people found the following review helpful
Welcome to Uncle Herb's Attic
3 Nov 2003
Format:Hardcover
Pretend that Cohen is your Uncle Herb. He is an internationally renowned expert on negotiation. You express an interest. He invites you to follow him into the attic of his home where he begins to remove from a chest all manner of papers. They are only casually organized. He is intimately familiar with each document. And each document inspires Uncle Herb to share an anecdote, aphorism, or even a complete story. "Everybody tells me I should write a book about all this!" Well, he has. This is it. What it lacks in cohesion it more than makes up for with fascinating experiences which Cohen has accumulated over many years.
He organizes (if that's the word) his material within twelve chapters which range from "The Joy of Detached Involvement" to my personal favorite, "The Game of Life." His advice is eminently practical. At the end of each chapter, he provides a cluster of what he calls "Prominent Points." Here are a few:
"Always view yourself as a problem solver, searching for creative alternatives that can satisfy both sides' real concerns and interests." (Chapter I)
"Concessions are not appreciated unless effort is expended to obtain them." (Chapter V)
"As the deadline approaches, remain confident and composed. Fretting and fussing is like a rocking chair: It gives you something to do but gets you nowhere." (Chapter VII)
"What matters is not what power you've got, but what the other side thinks you've got." (Chapter IX)
With all due respect to the "Prominent Points," if you are looking for a comprehensive manual on negotiation -- filled with check lists, detailed case studies, etc. -- this isn't it. So what is it? As I attempted to suggest earlier, Cohen's style is informal, conversational really. He shares a wealth of information about his career and discusses several important lessons that he learned about human nature. The subtitle suggests the importance of caring about the given issues but not T-H-A-T much. So really, Cohen spends most of his time on the psychology of negotiation rather than on its mechanics. One clue to his attitude is revealed by the last of the "Prominent Points" at the end of the last chapter: "With all due respect, learning negotiation solely by reading a book is like making love vial e-mail. Thus, get out there and dare to begin."
10 of 10 people found the following review helpful
Excellent strategies and fun to read.
12 Sep 2003
Format:Hardcover
How can you get people to say "yes" to you? Herb Cohen knows. He packs a lot of punch into 300+ pages: colorful anecdotes from decades of his own negotiations, wise examples from the Book of Exodus to Winston Churchill, the importance of humor ("Humor, of course, is no laughing matter"), and how to turn powerlessness into power. Cohen's prophecies about mideast terrorism, first written in the mid-1980s, show he was way ahead of everyone else. I found his section on Jimmy Carter's bungling of the Iran hostage crisis to be particularly thought provoking - and infuriating - and very relevant to the world's post 9/11 crises. Highest recommendation.
9 of 9 people found the following review helpful
NEGOTIATE THIS!
30 Sep 2003
Format:Hardcover
It's a mistake to label this solely as a self-help book. It's so much more. Mr. Cohen has given readers a masterpiece - - a humorous page-turner that's filled with a philosophy of life that comes to most of us, if ever, only through long and arduous trial and error.
As someone who has spent decades reading non-fiction books about selling, negotiating and human behavior, "Negotiate This" by far and away the champion - a tour de force.
As someone who has spent decades reading non-fiction books about selling, negotiating and human behavior, "Negotiate This" by far and away the champion - a tour de force.
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