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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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Top Customer Reviews
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.Read more ›
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.
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.
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.
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.
Most Recent Customer Reviews
Great concepts and put together into an easy to read format. This book is hard to put down.Published 1 month ago by Fred Miller
This is a great book, I learned so much about negotiating in life and business. I would recommend this book to anyone going into a negotiating role. Read morePublished 1 month ago by falonEcker
I met Mr Cohen a few times, and heard him speak. Best book ever on negotiating. I bought it to re-read again. Best book in past 40 yrs.Published 2 months ago by John P
I've taught classes on Negotiation and read many books as preparation. There is nothing better. This isn't clinical or condescending and Mr. Read morePublished 3 months ago by Dr. Pizza
This is an oldie, but a goodie. It helped me a lot, by providing the information and tools I needed to relax and not be timid or confrontational in negotiation settings. Read morePublished 4 months ago by RQ
Very Good book. The pages aren't white colored, it might disturb your eye sight.Published 4 months ago by Evgeny V. Rivera
Somewhat dated examples in text but a classic coaching tool for negotiation training.Published 5 months ago by beachroadie