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You Can Negotiate Anything: The World's Best Negotiator Tells You How To Get What You Want Mass Market Paperback – December 1, 1982


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You Can Negotiate Anything: The World's Best Negotiator Tells You How To Get What You Want + Getting to Yes: Negotiating Agreement Without Giving In + Getting Past No: Negotiating in Difficult Situations
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Product Details

  • Mass Market Paperback: 256 pages
  • Publisher: Bantam; Reissue edition (December 1, 1982)
  • Language: English
  • ISBN-10: 0553281097
  • ISBN-13: 978-0553281095
  • Product Dimensions: 6.8 x 4.1 x 1 inches
  • Shipping Weight: 0.8 ounces (View shipping rates and policies)
  • Average Customer Review: 4.3 out of 5 stars  See all reviews (101 customer reviews)
  • Amazon Best Sellers Rank: #35,665 in Books (See Top 100 in Books)

Editorial Reviews

About the Author

Herb Cohen has been called "the world's best negotiator." He's internationally renowned as a corporate and governmental consultant on negotiating strategy, commercial dealings and crisis management. As a U.S. presidential advisor, he has helped to formulate policy on hostage negotiations and terrorism. He is president of the Power Negotiations Institute in Northbrook, IL.
--This text refers to an out of print or unavailable edition of this title.

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Customer Reviews

This book really changed my approach and outlook to getting what I want in life.
K. Johnson
I love the tone that the book is written in and how it is easy to read, understand and follow, making a lot of sense.
Elijah Chingosho
I first read this book 20 years ago when I friend lent it to me insisting that I give it a read.
Andrew

Most Helpful Customer Reviews

43 of 44 people found the following review helpful By David J. Serra VINE VOICE on September 21, 2005
Format: Audio CD Verified Purchase
On the fist of the three CDs, Herb covers how Power and Time can affect a negotiation. And how to use these tools to affect other people's behavior during a negotiation.

Listed below is a summarization of the first 8 "Power" perspectives that Herb outlines in his audio book. I only provide brief descriptions.

1. The "power" of Competition - Creating competition for what you have (money, something you are selling, or even an idea) and what you have goes up in value. Don't devalue what you have by telling the other party that no one else is interested in it. Emphasize how others are interested in what you have.
2. The "power" of Options - Always have options before entering a negotiation. By researching and obtaining many or even a few options, you will be more confident during your negotiation. The other side will sense this and will probably become more flexible.
3. The "power" of Legitimacy - The power of written words. Most people have a perception that what is written in books or signs are to be taken as fact. Promote written words (show car dealers adds of a cheaper deal on the same car, etc...) with the understand that written words can be challenged. And you should also challenge written words when it serves you.
4. The "power" of Risk Taking - Take calculated risks. If you don't, the other side might and will have an advantage. (not much else to say there).
5. The "power" of Commitment - Getting others to take a piece of the action. When you have a partner or more in your endeavor, there are now more people share in the stress (thus yours goes down) and in the negotiation process.
6.
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61 of 67 people found the following review helpful By Terry Mangum on May 5, 2004
Format: Mass Market Paperback
I am back reordering this book to hand out to some new employees and I saw the previous review, which slammed this book. Had it been a Ken Blanchard book, I probably would have moved me (and my cheese) over to the purchase area and forgotten it. However, this book, "You Can Negotiate...." is one of the most influential books I have ever read, with lessons that I use daily in running a 100 mil plus division of a Fortune 1000 company.
Bottom line is that this book is the best negotiation book I have ever read. ( And I've read a lot of them... not to mention way too many seminars)
Mr. Cohen is entertaining and reveals the common elements of all negotiation, whether it is in business or your personal life.
Read it, enjoy it, and learn. It's a classic.
Terry
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40 of 45 people found the following review helpful By Rick Oliver on March 15, 2001
Format: Mass Market Paperback
This is one of the best business books I have ever read. It has given me invaluable insight to the art of making the deal. Herb Cohen gives you the rules of the playground in laymans terms like no other educational book I've read before (and I've read alot of them).
This isn't by any means a touchy-feely, seven-habits, win-friends, golden rule kind of book. It's a frank writing by a serious negotiator qualified by a long list of impressive accomplishments. Cohen uses real-life scenarios from a teenager negotiating with his parents to a street vendor in Mexico City ripping our author off quite well.
If you hate sleazy salespeople, buying a new car or haggling over prices, read this book. It will give you great insight on getting what you want.
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13 of 14 people found the following review helpful By Humberto Mejia on July 3, 2006
Format: Audio CD
My profile Sales Engineer 42 yo-

First I want to state that it is my belief that you cannot be a reductionist on negotiation by saying this is THE book and so on.. I think you have to go through techniques that you find in getting to Yes and even better, Getting past No.. yet, you need the tricks of the trades and Mr. Cohen is a master and well seasoned in the avenues of negotiation... just as you would not be succesfull in sales by using tricks-and-traps (you need also a method), I agree with the reviewer that expressed of this book as "listenting to you uncle giving you warm advice".

I was curious by the reviewer that said thet were "racist" comments on the muslims... I did not see this, in fact, he explains the "Soviet negotiation method" very well (the North Koreans are also masters at this) and he says not to focus on this toward an ethnic, group or nationalistic sense.. He does caution about assuming that when facing extreme opposing cultures..do not assume they have the same value priorities.. and he is right on that.
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10 of 11 people found the following review helpful By Elijah Chingosho on January 19, 2007
Format: Paperback
I absolutely loved this book. It is humorous and informative. The author took time to explain things in layman's terms without "dumping it down". I was delighted and impressed by the numerous practical examples the author gave which illustrated the vast opportunities that are available to achieve effective negotiations.

The book really gives a great launching point for those who wish to carry out successful win-win negotiations in every facet of their lives, be it at home, with suppliers, at your favourite shop or at work. I love the tone that the book is written in and how it is easy to read, understand and follow, making a lot of sense.

I now know how information, time pressures and perceived power can be effectively employed in successful negotiations. I also now know that if I want to persuade people, I need to show the immediate relevance and value of what I am presenting in terms of meeting their needs and desires. The lesson that collaborative negotiations lies in finding what the other side really wants and showing them the way to get it, while I get what I want was particularly salutary.

I recommend the book to anyone interested in successful and fruitful negotiations.
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