27 of 28 people found the following review helpful:
4.0 out of 5 stars
Lots of good info here., September 21, 2005
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. The "power" of Expertise - Establish your credentials up front as an expert in a particular area (and if you are not an expert in the particular area, gather as much knowledge as you can before the negotiation) and your opinions may not even be challenged.
7. The "power" of Knowledge of Needs - Understanding what the other side's needs really are. What the other says they need to make the deal is not necessarily the minimum of what they Really need.
8. The "power" of Investment - Getting the other side to invest lots of time and effort before discussing what really matters to you, (ie. price or interest rate, etc...) Save it until the end of the negotiation if possible. This has the other side extending more of a commitment of time to you and if the deal fall through, they have to start all over again.
There are a few things about this audio book that I did not like:
Most of the tactics Herb discusses are to be used when negotiating with an adversary (car salesman, Boss, etc...) Trying these tactics with someone you are closer with (wife, husband, friends, relatives, etc) will cause rifts and could deteriorate your relationship with that person.
Herb often confuses the point of affecting peoples behavior and controlling them. The issue that I take with this is that if you go into the negotiation with the intention of controlling another, you could find yourself coming up short on results and gaining much frustration, especially if the other side perceives that you are being manipulative and dishonest.
Overall, its a good audio book. I suggest keeping a critical but open mind when listening so you can get the good stuff and filter out any negatives you may find.
.
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47 of 52 people found the following review helpful:
5.0 out of 5 stars
Best Book on Negotiation Ever. Period!, May 5, 2004
This review is from: You Can Negotiate Anything (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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34 of 38 people found the following review helpful:
5.0 out of 5 stars
Life hasn't been the same since I put this book down, March 15, 2001
This review is from: You Can Negotiate Anything (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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