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You Can Negotiate Anything (Mass Market Paperback)

~ (Author) "This book, like any other, has a long ancestry..." (more)
Key Phrases: concession behavior, visceral opponent, three crucial variables, United States, Soviet Union, Holiday Inn (more...)

4.3 out of 5 stars See all reviews (58 customer reviews)

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Mass Market Paperback $7.99 In Stock. Published November 30, 1982 Mass Market Paperback: A smaller paperback commonly used for bestsellers and genre fiction.	Mass Market Paperback, November 30, 1982	$7.99	$3.63	$0.13
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Audio, CD, Abridged, Audiobook, CD $19.76 In Stock. Published February 9, 2001	Audio, CD, Abridged, Audiobook, CD	$19.76	$7.72	$7.48
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Editorial Reviews

Product Description

Herb Cohen believes the world is a giant negotiating table and, like it or not, you're a negotiator. Whether you're dealing with your spouse, boss, department store, bank manager, children, solicitor, or best friend - in every encounter with other people, negotiating is always taking place. And how well you handle those encounters determines whether you prosper happily or suffer frustration and loss. With his helpful and sensible approach Cohen shows that negotiating is a process you can understand and predict - and most importantly, that it's a practical skill you can learn and improve upon. --This text refers to an out of print or unavailable edition of this title.

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 the Audio Cassette edition.

Product Details

Mass Market Paperback: 256 pages
Publisher: Bantam (December 1, 1982)
Language: English
ISBN-10: 0553281097
ISBN-13: 978-0553281095
Product Dimensions: 6.8 x 4.2 x 0.8 inches
Shipping Weight: 4.8 ounces (View shipping rates and policies)

Average Customer Review: 4.3 out of 5 stars See all reviews (58 customer reviews)

Amazon.com Sales Rank: #12,347 in Books (See Bestsellers in Books)
Popular in these categories: (What's this?)
#7 in Books > Business & Investing > Management & Leadership > Negotiating
#8 in Books > Reference > Words & Language > Speech

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Front Cover | Table of Contents | First Pages | Surprise Me!

Inside This Book (learn more)

First Sentence:
This book, like any other, has a long ancestry. Read the first page

Key Phrases - Statistically Improbable Phrases (SIPs): (learn more)
concession behavior, visceral opponent, three crucial variables, emotional tactics, idea opponents, guaranteed reservation, hundred pesos

Key Phrases - Capitalized Phrases (CAPs): (learn more)
United States, Soviet Union, Holiday Inn, North Vietnamese, Mexico City, New York City, Howard Hughes, Internal Revenue Service, John Lindsay, Large Appliances Department, President Carter, Big Buddha, Big Printer, Vietnam War

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Front Cover | Table of Contents | First Pages | Surprise Me!

Citations (learn more)

This book cites 3 books:

The Diary of a Young Girl by Anne Frank on page 241
My Fair Lady (Score) by Frederick Loewe on page 119
Anne Frank: The Diary of a Young Girl by Anne Frank on page 241

100 books cite this book:

Bargaining for Advantage : Negotiation Strategies for Reasonable People by G. Richard Shell on page (1), page (2), and page (3)
Dr. Deming: The American Who Taught the Japanese About Quality by Rafael Aguayo on page 230, Back Matter (1), and Back Matter (2)
Challenge of Command (West Point Military History Series) by Roger H. Nye on page 143, Back Matter (1), and Back Matter (2)
What Car Dealers Won't Tell You (2005 Edition): Revised Edition by Bob Ford on page 142, and page 262
The Portable MBA in Management (Portable Mba Series) by Allan R. Cohen on page 188, and page 189

See all 100 books citing this book

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	91% buy the item featured on this page: You Can Negotiate Anything 4.3 out of 5 stars (58) $7.99
	3% buy Getting to Yes: Negotiating Agreement Without Giving In 4.3 out of 5 stars (172) $10.40
	2% buy Secrets of Power Negotiating 4.8 out of 5 stars (52) $11.55
	2% buy Bargaining for Advantage: Negotiation Strategies for Reasonable People 2nd Edition 4.9 out of 5 stars (18) $10.88

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Customer Reviews

58 Reviews

5 star:		(41)
4 star:		(6)
3 star:		(4)
2 star:		(3)
1 star:		(4)

Average Customer Review

4.3 out of 5 stars (58 customer reviews)

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Most Helpful Customer Reviews

37 of 41 people found the following review helpful:

5.0 out of 5 stars Best Book on Negotiation Ever. Period!, May 5, 2004

By	Terry Mangum (Sacramento, CA USA) - See all my reviews (REAL NAME)

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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14 of 14 people found the following review helpful:

4.0 out of 5 stars Lots of good info here., September 21, 2005

By	David J. Serra "Functional Thinking" (New Jersey) - See all my reviews (REAL NAME)

This review is from: You Can Negotiate Anything (Audio CD)

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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26 of 30 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

By	Rick Oliver (LCF, CA) - See all my reviews

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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Most Recent Customer Reviews

1.0 out of 5 stars Outdated and Useless
I am currently reading "You Can Negotiate Anything" for a class. It is not only so outdated that it is primarily focused on Cold War dealings with the Soviets, it is also racist... Read more

Published 1 month ago by Annoyed Student

5.0 out of 5 stars With this book's help, you really can negotiate anything!
Great to hear the author's words in his voice. I listen to it every now & then to review his valuable lessons & the key points.

Published 2 months ago by Judith Gottesman

5.0 out of 5 stars As the title says
This practical and "readable" book is about negotiations for lay people. His recommendation is "to take negotiations as a way of life. Read more

Published 10 months ago by SF

5.0 out of 5 stars Professional Negotiator
This is book is a must read for any real negotiator. Herb Cohen does an excellent job identifying objections and ways to overcome them. Read more

Published 14 months ago by Timothy Merriman Jr.

3.0 out of 5 stars Be Prepared For Anything!
For negotiating, you should aim for this variable: to illuminate your reality and its opportunities is most important. Read more

Published 16 months ago by Betty Burks

3.0 out of 5 stars Good - but VERY dated examples
The tips and strategies are probably timeless; however, the examples and references are so old that it's distracting. Read more

Published 18 months ago by Agatha

4.0 out of 5 stars Excellent Audio's
If you wanna learn, no better way to start......late delievery by the sender.

Published on May 14, 2007 by Himanshu Kathuria

5.0 out of 5 stars Delightful and Impressive Book

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". Read more

Published on January 19, 2007 by Elijah Chingosho

2.0 out of 5 stars its advice from an argumentative old man
The art of writing and negotiation has come a long way since the ole Herb wrote this book. His stories present him as an argumentative, cheap, old-fashioned man with a distant... Read more

Published on November 27, 2006 by Tri Citizen

2.0 out of 5 stars Whatever happened to simplicity?
Here are some words from the Big Printer in the Sky:

"The ability to simplify means to eliminate the unnecessary so that the necessary may speak. Read more

Published on August 25, 2006 by Kimball Clark

› See all 58 customer reviews...

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