Negotiate This! By Caring, But Not T-H-A-T Much by Herb Cohen |
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Paperback: 400 pages
Publisher: Business Plus (January 06 2006)
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Read an ExcerptChapter 1: The Joy of Detached Involvement
Negotiating is the game of life. Every day, in countless ways, we communicate with others-boss or broker, landlord or customer, spouse or child-in attempts to influence their behavior. In this new book, which will tickle your funny bone as well as open Chapter 1: The Joy of Detached Involvement
Negotiating is the game of life. Every day, in countless ways, we communicate with others-boss or broker, landlord or customer, spouse or child-in attempts to influence their behavior. In this new book, which will tickle your funny bone as well as open Chapter 1: New Communication Approaches
Quite to the contrary, if you want to impact favorably on the other side's decision making, you've got to be other-directed, understanding their values, beliefs, experience, and mind-set. Businesspeople call this being customer- or client-focused.
Book Description Negotiators are made, not born.
When global powerhouses are caught in a deadlock, the man they call is Herb Cohen, the world's foremost expert on the art of negotiation. Now the author of the New York Times bestseller You Can Negotiate Anything draws on decades of unrivaled practical experience as he teaches you that negotiation is not a do-or-die gambit to bend others to your will-but a high-minded game to master, to enjoy, and to win.
Negotiate This! and learn to:
Detach yourself emotionally so you are able to care, but not t-h-a-t much Use Herb's "magic words" to achieve success in the toughest negotiations Never take no for a final answer See through what they say to understand what they really mean Succeed with can't-lose strategies that will make them say yes Know when to ignore deadlines and still stay in the game Play not to the power you've got, but to what the other side thinks you've got Laugh off the most dire threats. About the Author  Herb Cohen
Herb Cohen has been a practicing negotiator for the past four decades, intimately enmeshed in some of the world's headline dramas - from hostile takeovers to hostage negotiations. His clients have included business executives, entrepreneurs, sports and theatrical agents plus large corporations as well as governmental agencies, such as the Department of State, F. » More by Herb Cohen
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