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You Can Negotiate Anything (平装)
by Herb Cohen
| Category:
Negotiation, Communication, Persuasion, Personal effectiveness |
| Market price: ¥ 108.00
MSL price:
¥ 98.00
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| Stock:
In Stock |
MSL rating:
 Good for Gifts |
| MSL Pointer Review:
An essential reading for people who feel a strong need for effective negotiation skills. |
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AllReviews |
1 Total 1 pages 6 items |
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Bill, USA
<2006-12-21 00:00>
Herb Cohen helps you to shift from "begging and worrying" to get the business to becoming a "true negotiator" operating from a position of strength and power. He shows you where your power to negotiate comes from... others competing to buy from you, knowing your options, establishing legitimacy, willingness to take risks. Building a mindset by getting commitment, establishing expertise and credibility, knowing and understanding what your client needs (as well as what you need!) and getting the client invested.
Several years ago in Denver, I heard Larry King at a Peter Loew "Success" seminar, describe his High School days in Brooklyn with Herb Cohen. For an incident, that started innocently enough, they were going to be barred from graduating on stage and thrown out of school. Herb did some hardball negotiating and saved the day! They graduated and onstage with the rest of their class!
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David Serra, USA
<2006-12-21 00:00>
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 ads 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 (i. e. 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 people’s 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.
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Sanjeev Shetty, USA
<2006-12-21 00:00>
As per the Herb Cohen world is a giant negotiating table and one can negotiate anything. Though for many this is very convincing an argument, I prefer to disregard this golden rule a little because in my opinion it is too idealistic to say one can negotiate anything. However hard one tries, in reality, one cannot negotiate anything. The human limitations in terms of right level of skills and abilities, attitude, knowledge, capacity to acquire and analyze the information in time, ability to conclude and decide, deviated perception of time, power and needs prevents us from successfully negotiating anything.
As a human being, internally, we all do have an inflated perception of self and like many other things it has its own advantages and disadvantages. In this book Herb Cohen has made use of these advantages very nicely and successfully. Although it is very idealistic to say you can negotiate anything, it helps much for a man on street to motivate himself and approach the negotiations positively with much confidence. In his book Herb has successfully negotiated with reality, to infuse that confidence and motivation to negotiate ANYTHING in the minds of the reader.
For me this book is the first structured and scientific introduction to the world of negotiations and I have benefited immensely. Though this is a very small book I took much time to complete the first reading as the contents are very informative. Just reading this book doesn't help much for a person who is serious about learning the science of negotiations. Understanding this science, and successful implementing and practicing in terms of building the right attitude, thoughts and views is the key and this is why I took more time in completing the first reading. It is not that after reading this book one will become master in the art of negotiations, rather this book will INITIATE one's journey in the world of negotiations.
I first got attracted to the subject of negotiation when I was thinking what makes people successful, how Lord Gautam Buddha and Lord Jesus were able to influence, change and convince such a huge populace. This desire to know the unknown has put me on the path of understanding the world of negotiations and psychology of human behavior. Without understanding these two things one cannot become successful in any of his endeavors.
This book definitely helps in understanding the value of information, psychology of needs, and perception of power and time. It also helps in how to deal for a win-win and how to deal with the so called Soviet Style adamant people. The very presence of Soviet Style psyche proves that one cannot negotiate anything, as Herb very rightfully suggests to walk-away from such people. This only underlines another golden rule that one cannot negotiate successfully without any mutual gain.
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A reader, USA
<2006-12-21 00:00>
I used to teach a negotiation course for a foreign city government. If you are interested in learning negotiation but have not read this tiny book, please grab one for yourself. You are guaranteed to have fun to read it and to learn the best lessons on negotiation from a bargaining expert, Herb Cohen. This classic negotiation book vividly explains the most important negotiation principles though many amusing negotiation scenarios, ranging from buying refrigerators to bargaining with terrorists. After reading the book in 1994, I loved it so much that I decided to read more negotiation books and ended up writing and teaching negotiation myself. This is really a gem of the negotiation study. |
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A reader, USA
<2006-12-21 00:00>
This book is about negotiation as an integral part of successful human conduct. Mr. Cohen is not only a negotiator by profession, but also by obsession. There are Many helpful hints in this books; for example the Three Crucial variables (Power, Time and Information) and also the 14 applications of power. This book is easy to read and full of real life anecdotes about real negotiations that range from a kid who "successfully" negotiates with his parents , to shop bargaining and to complex international negotiations as between the US and former USSR. This book will be helpful to all people from all walks of life; negotiation is a part of everybody's life. |
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A reader, USA
<2006-12-21 00:00>
I read this book while attempting to negotiate a contracting raise. While I accept everything that was said, I have a serious dilemma about its title. It is one thing to negotiate the price of a refrigerator and another thing to negotiate one's salary, even though I took Cohen's advice, "Care, but don't care that much." Employers might not negotiate with you if you come off holding too many aces, even if they need your skills and value your contribution. Employers want to feel as if they are in charge and will often prefer a weaker candidate who is manageable. It is funny how lawyers or marketers do not suffer from this problem. Even the least qualified ones have high expectations. The hard part of negotiating is getting someone to accept you as an equal, even when you have the credentials to back it up. There is an art and relationship (repoire) behind negotiation, and a mere study of this book is not going to let you negotiate anything you want. |
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1 Total 1 pages 6 items |
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