You Can Negotiate Anything – Herb Cohen
Herb Cohen, a negotiator and consultant who advised corporations and governments, believed that negotiation is not a specialized skill reserved for diplomats and dealmakers, but something everyone does every day: with employers, family members, salespeople, landlords and friends. In You Can Negotiate Anything, his bestselling guide, he explains how ordinary people can negotiate more effectively and confidently.
Cohen describes negotiation as a field of knowledge and endeavor that focuses on gaining the favor of people from whom we want things. He argues that the outcome of any negotiation depends on three crucial variables: power, time and information. He explains the many sources of power people have, often more than they realize, such as competition, legitimacy, commitment, expertise, knowledge of the other side’s needs and the willingness to walk away. He shows how deadlines affect behavior and why patience often wins, and how gathering information before and during a negotiation can transform its outcome.
The book contrasts two styles of negotiation: a win-lose approach, which treats the other party as an opponent to be beaten, and a collaborative, win-win approach that seeks to meet both sides’ needs. Cohen offers advice on dealing with difficult tactics, negotiating by telephone, and handling situations such as buying a car, asking for a raise or resolving family disputes.
Written in a witty, conversational style and full of stories and examples, the book has remained popular for decades.
You Can Negotiate Anything is an entertaining, practical guide for anyone who wants to get better results in everyday negotiations. Some examples reflect the era in which it was written.
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