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Negotiating Skills for Managers Paperback – March 1, 2002

ISBN-13: 978-0071387576 ISBN-10: 0071387579 Edition: 1st
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Editorial Reviews

From the Back Cover

Negotiating Techniques for Achieving Buy-In from All Sides­­While Ensuring Your Primary Goals are Accomplished

The skill to negotiate effectively is essential in today's give-and-take management environment. Negotiating Skills for Managers provides the tools you need to understand and prepare for each negotiation, along with proven methods to subtly and skillfully guide it to a successful conclusion. Turn to this latest addition to McGraw-Hill's skills-based Briefcase Books series for hands-on techniques you can utilize to:

  • Discover each party's hot button issues, and ensure they are addressed and satisfied
  • Overcome cultural barriers to develop understanding and agreement between parties
  • Use The Interest Map©­­A crucial tool for preparing an airtight pre-negotiation strategy

Effective negotiation shouldn't be a hard-fought battleground, with one side bent on destroying the other. Let Negotiating Skills for Managers show you how to negotiate with tact and skill, accomplishing your own personal and organizational objectives while creating non-adversarial agreements that will stand the test of time and the destructive pressures of the marketplace.

Briefcase Books, written specifically for today's busy manager, feature eye-catching icons, checklists, and sidebars to guide managers step-by-step through everyday workplace situations. Look for these innovative design features to help you navigate through each page:

  • Clear definitions of important terms, concepts, and jargon
  • Tips and tactics for conducting successful negotiations
  • Insider tips for implementing this book's practices
  • Practical advice for minimizing negotiation mistakes
  • Warning signs for where things could­­and often do­­go wrong
  • Stories of negotiations that have gone well­­or not so well
  • Procedures, techniques, and tactics you can use in your next negotiation

About the Author

Steven Cohen is the head of The Negotiation Skills

Company and delivers seminars and speeches on training worldwide.


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Product Details

  • Series: Briefcase Books Series
  • Paperback: 180 pages
  • Publisher: McGraw-Hill Education; 1 edition (March 1, 2002)
  • Language: English
  • ISBN-10: 0071387579
  • ISBN-13: 978-0071387576
  • Product Dimensions: 5.9 x 0.7 x 8.9 inches
  • Shipping Weight: 12 ounces (View shipping rates and policies)
  • Average Customer Review: 3.8 out of 5 stars  See all reviews (10 customer reviews)
  • Amazon Best Sellers Rank: #347,952 in Books (See Top 100 in Books)

More About the Author

Steven P. Cohen is a native of Boston who has also lived in New York, Buffalo, Washington, London, & Paris. He and his wife, Andréa MacLeod, have two daughters and one grandson (as of this writing - with hopes for more grandchildren).

Steve Cohen has been a featured speaker at programs in the US and around the world. President of The Negotiation Skills Company, Inc. he is a graduate of Columbia Law School, Brandeis University, and Henley Management College.

Following law school, Mr. Cohen spent a dozen years in politics and government including service as the City of Boston's Washington Lobbyist during the Nixon and Ford Administrations, a job which required considerable negotiation skill. His subsequent career in commercial real estate development and management added further depth to his negotiation experience.

He has worked as a negotiation consultant to hundreds of companies and government agencies in more than twenty countries engaged in banking, healthcare, insurance, management consulting, international law, logistics, heavy manufacturing, and energy production. A short list of some of his better-known clients includes Wal-Mart, General Motors, the UK's National Health Service, Flextronics (Singapore & China), BP, Maersk, Siemens, Total, British Telecom, Linklaters, Proudfoot, and Taj Hotels (India).

A visiting business school professor for more than ten years (each) at Groupe HEC (Paris) and Brandeis University's International Business School (Boston), as well as at other business schools in the USA, UK, France, Spain, Portugal, and Russia, Mr. Cohen has worked with people from more than eighty-five countries.

Mr. Cohen's first books, Negotiating Skills for Managers and Negotiate Your Way to Success (McGraw-Hill) have been published in ten international editions.

Customer Reviews

3.8 out of 5 stars
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Most Helpful Customer Reviews

27 of 28 people found the following review helpful By Steven P. Kelley on February 23, 2003
Format: Paperback Verified Purchase
I'm sure if you take a look at the other reviewers, you'll wonder why I am such the dissenter of opinion, however, my opinion is unwaivering on this read. I am currently an MBA student and therefore read more than my share (I think I'm getting crosseyed from all of the reading!)
Anyway, my point is that there are numerous texts on negotiation skills, creating and relaying value, cross-cultural issues in negotiations and any number of personal and environmental factors involved in any given negotiation.
However, I believe the author does a very poor job in this book in providing [cost of book] worth of substance. Points that are made early on in the book are drudgingly rehashed over and over again, as if the author is trying to fill pages like I admittedly used to do with 7th grade class reports. Except that I used to paraphrase the Encyclopedia...which had some interesting points. This author has a knack for the obvious and fails to point out any valuable case studies. Most of the "grey-window box" cases presented, sparse as they may be, relate parochial stories of how a husband and wife "negotiated" the picking up of clothing on the floor by understanding the underlying wife's concern...not to trip on the pile of clothes. Again, a fairly weak example to use in business dealings. I mean, c'mon, the name of the book is "Negotiating Skills for Managers" I can understand an occasional side-bar on ways to apply these (skills?) to other aspects of your life, but the ratio of little stories to actual examples of business dealings or cross-cultural negotiations is about 100:0. The author NEVER cites a substanial business negotiating example.
One grey-box cites this scenario;
"More recently, my wife and I had dinner (without reservations) at a Japanese restaurant in our town.
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4 of 4 people found the following review helpful By Jackie Herskovitz on May 9, 2002
Format: Paperback
Negotiating Skills for Managers is a down-to-earth book, written in an engaging and clear way, which brings the complex issues associated with negotiation down to a handful of commonsensical ideas. I highly recommend Negotiating Skills for Managers by Steven P. Cohen for people in all professions, and on all rungs of the corporate ladder, who seek to improve their interactions with others, thus enhancing their effectiveness and efficiency at work, and even at home!
From explaining the difference between positional and interest-based negotiations, to highlighting the benefits and detriments of human emotions in the negotiation process, to advising how to recognize and disarm "bullies" and other unreasonable colleagues, Negotiating Skills for Managers is a thorough book packed with information that is easy to comprehend and entertaining to read.
The book is chock full of antic dotes and experiences gleaned from the author's professional and personal life. This is the best part! Cohen shares situations as explained by his clients and students that helped me understand how and when to apply the clearly detailed tactics he outlines.
Courteous mannerisms, like: "don't hog the credit," "let others present their ideas first," and "best not to eat an onion sandwich before entering the negotiation room" lead into explanations of important negotiation tactics. Among the most significant insights offered in the book is that negotiating parties are not competitors but people who seek to reach an agreed upon solution to their shared problem that will be followed through to completion.
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2 of 2 people found the following review helpful By Jon Linden VINE VOICE on February 21, 2004
Format: Paperback
Cohen has created a uniquely constructed book, very much designed in layout to be an easy reference book for managers who are in need of tips and practices for negotiation. The layout allows managers to quickly locate key concepts within the book by boxing those particular points and using a coded indicator as to what type of advice is contained therein. The manager is directed to organize their thoughts and steps, prior to an impending large negotiation, such as a Labor Contract or Pricing On Major Components, etc. Mr. Cohen focuses on the techniques associated with "interest based bargaining." Using interest based bargaining techniques, both sides get some and in certain cases, ALL of what they need out of the bargain, and so does the other side.
Mr. Cohen gives some special tips on how to get ready for negotiations and then discusses "Stakeholders, Constituents and Interests." These factions are the ones that establish the power balances within the negotiation.
The book gives succinct and very understandable advise for managers who need to learn a bit about productive bargaining to assist them in doing their jobs. The book is recommended for all who negotiate, either experienced or novice, as the book serves to reinforce and remind even senior negotiators of tools and techniques and how they can be used.
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2 of 2 people found the following review helpful By A Customer on April 22, 2003
Format: Paperback
Negotiating Skills for Managers is a practical book that doesn't talk down to the reader ­ or bore her with dense language.
... The organization of the book makes it easy to go back and forth to examine how concepts it presents relate to each other.
... The book's examples from real life give someone with real-world negotiating experience Œhooks' for relating their own war stories to a clearly-described philosophy and set of techniques.
... Unlike other negotiation books, this one has an index that makes it easy to review concepts after one's initial reading.
... Until I read the book, I had never understood the concept of BATNA; now this fundamental part of negotiation is much clearer to me.
... Perhaps the most valuable element Negotiating Skills for Managers presents is the Interest Map ­ a preparation tool that has already saved me considerable time in complex negotiations.
While the book contains a lot of deep philosophical ideas, it is useful for someone whose negotiating experience is limited or whose confidence needs boosting. I recommend it highly.
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