You Can Negotiate Anything The World's Best Negotiator Tells You How To Get What You Want

by COHEN, HERB

• ISBN13: 9780553281095
• ISBN10: 0553281097
• Edition: Revised
• Format: Paperback
• Copyright: 1982-12-01
• Publisher: Bantam

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
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