You Can Negotiate Anything The World's Best Negotiator Tells You How To Get What You Want
by COHEN, HERBEdition: Revised
Format: Paperback
Pub. Date: 1982-12-01
Publisher(s): Bantam
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Summary
Every day, you negotiate for something: prestige, money, security, love. This straight-talking guide will show you how to get what you want by dealing successfully with your mate, your boss, MasterCard, your children, your best friends and even yourself. As Herb Cohen counsels, "Power is based upon perception-- if you think you've got it then you've got it. Be patient, be personal, be informed-- and you can bargain successfully for anything." Based on his book that spent over nine months on the "New York Times" bestseller list, the author presents specific guidelines, personal anecdotes and practical advice drawn from his three decades of successful negotiating experience. Here is a wealth of information and the motivation that you need to succeed.
Author Biography
Herb Cohen has been called “the world’s best negotiator” by Playboy magazine. Cohen’s expertise is harnessed in business, government, commercial dealings, corporate management, and crisis management. Cohen has written several books and publications and has given speeches around the world.
Table of Contents
| Acknowledgments | p. 9 |
| Yes, You can | |
| What is negotiation? | p. 15 |
| Almost everything is negotiable | p. 21 |
| Getting your feet wet | p. 31 |
| The Three Crucial Variables | |
| Power | p. 51 |
| Time | p. 91 |
| Information | p. 101 |
| Styles of Negotiating | |
| Winning at all costs: Soviet style | p. 119 |
| Negotiating for mutual satisfaction | p. 149 |
| More on the Win-Win technique | p. 163 |
| Negotiating Anything, Any Place | |
| Telephone negotiations and memos of agreement | p. 209 |
| Moving up | p. 223 |
| Taking it personally | p. 239 |
| Table of Contents provided by Syndetics. All Rights Reserved. |
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