Customer Reviews

You Can Negotiate Anything

5 star:		(48)
4 star:		(8)
3 star:		(4)
2 star:		(4)
1 star:		(4)

 

 

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.
.

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

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.

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.

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.

The tips and strategies are probably timeless; however, the examples and references are so old that it's distracting. Instead of helping to reinforce his points, the examples wound up making me think back 30 years to put them into context. This book needs to be updated!

I started reading this book and after about 40 pages found myself tossing it into the garbage thinking "what a bunch of boloney". Some examples seemed unethical such as saying there was a dent on a refridgerator when there wasn't etc. etc. Examples would start out making sense then slowly deteriorate into the absurd.

Most thoughts seemed to follow other books - there isn't anything new here.

What I read left me with a bad feeling. I want to learn human nature and tips on win-win negotiations. I want my clients to like dealing with me even though I know I got the better end of the deal. What I don't want is to use sly tricks or learn how to be a con-man.

I see most people give this book 5 stars and it makes me wonder why? Maybe I should have read more of the book before giving up. Did the last couple chapters make the whole book worth reading? I'll never know because I threw it away. I was afraid if I read more it would taint the good ideas and information I got from other negotiation books.

If you want a good book order "Negotiage to Close: How to make more successful deals" by Gary Karrass. I am reading it for the 2nd time right now after just reading it 2 weeks ago. This book gave me a good feeling after reading it and I highly recommend it to anyone. Another book I liked is by Frank Bettger "How I Raised Myself from Failure to Success in Selling".

20 years ago, I recall hearing Herb Cohen dispensing practical and witty advice about negotiations on the old Larry King (midnight to 5 a.m.) Radio Show. Recently, when I went looking for a book on negotiation to use in connection with an office presentation, I remembered Cohen and gave his book a read. To my delight the book is not only keenly insightful and amazingly informative, it is extraordinarily entertaining. Reading the book I got that wonderful sense that I knew Cohen was on the money because what he was saying was exactly what I've thought and experienced in my life but always forget or recall too late to be of any damn use. In othe words, the book manages to crystillize and articulate principles and truths that have fleetingly passed through my own consciousness on their way to oblivion. In a weird way, Negotiate Anything feels like it was written as my own personal guide to dealing with the world. Incidentally, I've given Negotiate Anything to a dozen or so people who have had an indentical reaction. My only gripe is that Cohen apparently never wrote a second book.

This practical and "readable" book is about negotiations for lay people. His recommendation is "to take negotiations as a way of life." "To succeed, you must try to comprehend the game in its entirety."
The aim of the author is to show us the possibilities to find our way of negotiating and not to impose a style. To negotiate you have 1/ to be comfortable in the situation, 2/ meet your needs and 3/ believe that the energy needed is worth the benefits.
Negotiation also means gaining the favor of people from whom we want things. As a result of analyzing information, time and power, we can affect behavior and make things happen the way we want them to.
Herb Cohen says "to influence an outcome, you must realistically analyze the other side's position, as well as yours, in light of three ever-present tightly interrelated crucial variables":
* Time (the passage of time affects the negotiations)
* Information (heart of negotiation that affects one's appraisal of reality and the decisions one makes) and
* Power (the capacity to get the things done and to exercise control over people, events, situations, oneself. Power is neutral. It enables you to achieve that goal).
The author defines fourteen different "power" sources (see appendix 5). By being aware of your options, testing your assumptions, taking calculated risks and believing in your power, you can achieve whatever you want .
In following Cohen's suggestion you will be successful in solving any conflicts with your boss, your family and your relatives etc.
A solution to a conflict (three reasons for differences ' experience, information or role) can enhance the position of both parties.
Cohen explains the styles of all types of negotiation, and how to counter them and the precise method of delivering an ultimatum, which is commonly employed. He explains the `soviet style' technique, largely to explain how not to be a victim of it.
Cohen suggests the win-win style is the ethical way to negotiate. It allows you to get what you want and keep good relations afterwards. The win-win technique solves conflicts (private or business) through creative suggestions for an acceptable outcome for both parties, respecting the uniqueness of each person (also on an intellectual level) and their needs.
Win-win negotiation is based on three important activities: 1/Build trust (mainspring of collaborative win-win negotiations) in the process stage and at the formal event, 2/Gain commitment and 3/ Deal with opposites (ideas or visceral opponents).
Herb Cohen describes seven keys points of the "game plan"' negotiation.
' Establish trust
' Obtain information
' Meet his needs
' Use his ideas
' Transform the relationship in collaboration
' Take moderate risks
' Get his help
He also mentions suggestions for negotiating anywhere (not necessarily face to face). Negotiating on the telephone is particularly important these days.
Cohen's suggestions are: 1/ be the caller, 2/ plan and prepare, 3/ make a graceful exit, 4/ discipline yourself to listen and 5/ make a written summary of the agreement.
Lastly, the author gives some suggestions on "how to move up" and "how to take it personally" .
As we all negotiate more often than we realize, we should learn to do it well. We can be more effective and enhance the quality of our life on and off the job (page 19).
The author's final point is that we should accept our responsibility to determine our destiny through our own efforts. We have the power to change our life and other people's lives.

i read this book and it is jam packed with tips and advice that really work. plus this book is hilariously funny..a good read!