Negotiate This!: By Caring, But Not T-H-A-T Much (Paperback)

by Herb Cohen (Author) "Negotiation is the game of life..." (more)
Key Phrases: United States, Ronald Reagan, Matt Blake (more...)

Editorial Reviews

From Publishers Weekly
Cohen is an accomplished, successful negotiator, a talent that appears largely attributable to his creative intelligence, his intense focus on attaining his client's goals and a negotiating style that is low-key, humorous and flexible. His primary message in this book is the negotiator's need to cultivate a certain detachment-hence the book's subtitle. It also offers street-smart advice on effective demeanor, a cooperative style and the bargaining process. About a third of the book is devoted to the "perceptual TIP"-in which Cohen explains how to manipulate the perceived levels of time, information and power to create an advantage in negotiations. All of this advice is buried in an entertaining melange of stories ranging from biblical tales through real-life business negotiations to everyday activities (such as convincing one's kids to come home on time), all delivered in the same unassuming tone one presumes Cohen uses at the bargaining table. Of less interest is an odd chapter that combines the author's advice on terrorism and parenting and 40 pages of appendixes that reproduce documents and articles relating to the Iranian hostage crisis, Clinton's Camp David Summit in 2000 and 20-year-old warnings about the threat of terrorism. Unfortunately, the book's content is often only loosely related, as though gathered in chunks from a couple of decades of speeches or seminars. Within the chapters, new sections repeatedly interrupt mid-story. The result is a book that features the practical wisdom of experience and the ring of authority, but sometimes wanders beyond the limits of the reader's patience.
Copyright 2003 Reed Business Information, Inc. --This text refers to an out of print or unavailable edition of this title.

From Booklist
Why has it taken master negotiator Cohen more than two decades to produce a sequel to You Can Negotiate Anything ? Perhaps the accumulation of additional clarifying experience, as his angle this time is detached involvement or conscious inattention. Or, because many of his original fan club have matured, he has geared this book to a new, younger audience of business people. No matter the motivation, Cohen as always gives good advice, picking examples as unrelated as Moses' negotiations with the Almighty to Jackie Gleason's landmark deal with then-CBS head William Paley. The lessons are many: Successful persuaders are optimistic, regular guys, and employ self-deprecating humor. Remember to differentiate yourself--and enjoy every day. Negotiation is a problem-solving process. Expect at least one gem every few pages, along with a lot of great stories. Just say yes to an avalanche of reader requests. Barbara Jacobs
Copyright © American Library Association. All rights reserved --This text refers to an out of print or unavailable edition of this title.

See all Editorial Reviews

Product Details

• Paperback: 400 pages
• Publisher: Business Plus (January 6, 2006)
• Language: English
• ISBN-10: 0446696447
• ISBN-13: 978-0446696449
• Product Dimensions: 8.8 x 6 x 1.2 inches
• Shipping Weight: 15.2 ounces (View shipping rates and policies)
• Average Customer Review: 4.1 out of 5 stars See all reviews (34 customer reviews)
• Amazon.com Sales Rank: #34,274 in Books (See Bestsellers in Books)

  Popular in these categories: (What's this?)

  #29 in	Books > Business & Investing > Management & Leadership > Negotiating
  #47 in	Books > Business & Investing > Business Life > Ethics

Customer Reviews

Most Helpful Customer Reviews

15 of 16 people found the following review helpful:

5.0 out of 5 stars Welcome to Uncle Herb's Attic, November 3, 2003

By	Robert Morris (Dallas, Texas) - See all my reviews (TOP 50 REVIEWER)    (REAL NAME)

This review is from: Negotiate This! By Caring, But Not T-H-A-T Much (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."

6 of 6 people found the following review helpful:

5.0 out of 5 stars Cohen Strikes Again, October 15, 2003

By	"amyj792" (Maryland - The Great USA!) - See all my reviews

This review is from: Negotiate This! By Caring, But Not T-H-A-T Much (Hardcover)

Two decades ago I read "You Can Negotiate Anything" and was blown away by Herb Cohen's wise observations and tips. Since then it has been my bible for interpersonal dealings and saved me tens of thousands of dollars.

Surprisingly, Herb's new book "Negotiate This" is even better. It's a riot to read and contains practical examples and anecdotes that can be easily applied. Without a doubt it's the best self-help book I've ever read.

If you want to understand and predict human behavior and have the power to make things happen, buy and read this book.
Very Highly Recommended!

6 of 6 people found the following review helpful:

5.0 out of 5 stars NEGOTIATE THIS!, September 30, 2003

By	LINDA P LOFTUS - See all my reviews

This review is from: Negotiate This! By Caring, But Not T-H-A-T Much (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.