You Can Negotiate Anything

by Herb Cohen

Book Overview

Every day, you negotiate for something: prestige, money, security, love. This straight-talking guide will show you how to get what you want by dealing successfully with your mate, your boss, MasterCard, your children, your best friends and even yourself. As Herb Cohen counsels, "Power is based upon perception-- if you think you've got it then you've got it. Be patient, be personal, be informed-- and you can bargain successfully for anything." Based...

• Format: Paperback
• Language: English
• ISBN: 0806508477
• ISBN13: 9780806508474
• Release Date: August 2000
• Publisher: Citadel Press
• Length: 256 Pages
• Weight: 0.88 lbs.
• Dimensions: 0.7" x 6.2" x 9.0"

Customer Reviews

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". 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.

Tips not techniques.. but this are the tips the techniques do not teach us

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.

Best Book on Negotiation Ever. Period!

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

Life hasn't been the same since I put this book down

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.

A Most Useful Book

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.