Negotiate This!: By Caring, But Not T-H-A-T Much

by Herb Cohen

Overview

Master negotiator and New York Times bestselling author of You Can Negotiate Anything returns with this long awaited and essential guide to the art and practice of negotiation in the 21st century.


As a result of his extensive negotiating experience and his unique presentation style, Herb Cohen is internationally renowned as someone who can quickly grasp both sides of an issue and get the
most for his client out of a difficult negotiation. His advice? "Simple," says Herb, "I care...but not that much!" In this new book - and in his signature humorous and self-deprecating style - Herb Cohen explains how the reader can learn powerful yet subtle negotiating ploys to help them in their business, career, and even family relationships. As Herb says, "Negotiation is the game of life."

Product Details

ISBN-13:	9780446696449
Publisher:	Grand Central Publishing
Publication date:	01/06/2006
Edition description:	Reprint
Pages:	400
Product dimensions:	6.00(w) x 9.00(h) x 1.00(d)

Table of Contents

	Acknowledgments	xiii
Chapter I.	The Joy of Detached Involvement	1
1.	A Gaming Mechanism	3
2.	Voluntary Decision Making	11
3.	An Other Worldly Undertaking	13
4.	New Communication Approaches	16
5.	Applying Conscious Inattention	19
Chapter II.	Salvation by Negotiation	31
1.	An Ageless Phenomenon	33
2.	Familiarity Breeds Children	36
3.	Getting Framed	38
4.	Speed Kills	40
5.	"Whahdja Say?"	41
6.	Lend Me a Hand	43
7.	Attuned to the Music	45
8.	Abracadabra	47
9.	A Hollywood Exegesis	49
10.	An Attention Grabber	52
11.	Axioms from Above	54
12.	Bargaining with a Bastard	56
13.	The Road Less Traveled	59
14.	Negotiating with the Almighty	61
Chapter III.	Playing the Game	67
1.	Style Supersedes Substance	69
2.	The Way of the Gipper	73
3.	An Outsider's View	75
4.	Less Is More	77
5.	All's Right with the World	80
6.	Equality--Valued or Tainted?	83
7.	The Optimum Style	88
Chapter IV.	A Mixed-Motive Game	99
1.	Labeling Is Disabling	101
2.	Dial M for Money	102
3.	It Ain't Necessarily So	106
4.	When You're Up to Your Neck in Alligators, It's Easy to Forget That Your Original Objective Was to Drain the Swamp	108
5.	Say Cheese	112
6.	Believing Is Seeing	115
7.	A Dynamic of Dual Desires	116
8.	A Problem-Solving Process	118
9.	Can't Anybody Here Play This Game	122
Chapter V.	A Bargaining Formula	125
1.	Setting Objectives	127
2.	Making How Concessions	129
3.	Open with Commonality	131
4.	The Titanic Principle	134
5.	The Ping-Pong Table Theory of Life	138
6.	Broadening the Gauge	142
7.	The Vail Condo	144
8.	Make 'Em Work	150
9.	You Owe Me an Apology	153
10.	Closing the Deal	157
Chapter VI.	The Perceptual TIP	165
1.	Perception Is Reality	167
2.	The Personal Pimple Principle	169
Chapter VII.	Time and Timing	171
1.	The Deadline Rule	175
2.	Deadlines Precipitate Action	176
3.	Inducing Concession Making	187
4.	Deadlines Are Not Always Draconian	189
5.	The Other Side Always Has a Deadline	190
6.	Where Deadlines Are Not Equivalent	191
7.	Where Deadlines Appear Identical	192
8.	Patience Generally Pays	193
9.	Remain Calm and Cool Under Fire	195
Chapter VIII.	Information	201
1.	Don't Wait for the Starter's Gun	203
2.	Mapping Prior to the Formal Event	205
3.	The Blessing of Giving	207
4.	The Satisfaction Prescription	211
5.	Expecting Little Diminishes Disappointment	213
6.	Delusions About Dissatisfaction	217
7.	Getting Information	220
8.	Barriers to Obtaining Information	222
9.	The Procuring Principles	226
Chapter IX.	Power	231
1.	Defining Power	235
2.	Perceiving May Be Deceiving	236
3.	Power--Neutral and Often Neglected	237
4.	You Gotta Believe	240
Chapter X.	Sources of Power	243
1.	Competition--Options	245
2.	Legitimacy	258
3.	Risking	265
4.	Commitment	268
5.	Persuasive Capacity	276
6.	A Gaming Attitude	285
7.	Expertise	289
8.	Knowledge of Needs	290
9.	Investment	291
10.	Rewarding or Punishing	292
11.	Identification	294
12.	Morality	295
13.	Precedent	296
14.	Persistence	297
15.	A Concluding Point About Power	298
Chapter XI.	Negotiating This ... And That	301
1.	Terrorism--A Negotiation by Violent Means	303
2.	Raising Children	307
Chapter XII.	The Game of Life	321
1.	The Balance of Caring, but Not T-h-a-t Much	325
2.	The Force Is Within You	327
3.	Differentiate Yourself	328
4.	Celebrate Each Day	329
Appendix 1.	Carter Went Against All Logic in Ruling Out Hostage "Expert,"	333
Appendix 2.	The Mishandling of the Iranian Hostage Crisis	336
Appendix 3.	The Reality of Adversarial Negotiations	349
Appendix 4.	The Scourge of International Terrorism: Its Threat to America	357
Appendix 5.	Terrorism and the Media	364
	Bibliography	370
	Index	375

Editorial Reviews

Cohen is an accomplished, successful negotiator, a talent that appears largely attributable to his creative intelligence, his intense focus on attaining his client's goals and a negotiating style that is low-key, humorous and flexible. His primary message in this book is the negotiator's need to cultivate a certain detachment-hence the book's subtitle. It also offers street-smart advice on effective demeanor, a cooperative style and the bargaining process. About a third of the book is devoted to the "perceptual TIP"-in which Cohen explains how to manipulate the perceived levels of time, information and power to create an advantage in negotiations. All of this advice is buried in an entertaining m lange of stories ranging from biblical tales through real-life business negotiations to everyday activities (such as convincing one's kids to come home on time), all delivered in the same unassuming tone one presumes Cohen uses at the bargaining table. Of less interest is an odd chapter that combines the author's advice on terrorism and parenting and 40 pages of appendixes that reproduce documents and articles relating to the Iranian hostage crisis, Clinton's Camp David Summit in 2000 and 20-year-old warnings about the threat of terrorism. Unfortunately, the book's content is often only loosely related, as though gathered in chunks from a couple of decades of speeches or seminars. Within the chapters, new sections repeatedly interrupt mid-story. The result is a book that features the practical wisdom of experience and the ring of authority, but sometimes wanders beyond the limits of the reader's patience. (Sept.) Copyright 2003 Reed Business Information.

Publishers Weekly

The list of clients negotiator Herb Cohen has worked with includes presidents, corporate CEOs, the CIA and the FBI. In Negotiate This!, Cohen presents an entertaining guide to negotiations that reveals the game skills needed to recognize differences, manage conflict, resolve disputes, and adjust relationships at work and at home. Stories from his unrivaled practical experience provide the backdrop for numerous lessons about achieving success in tough negotiations through controlling emotions, balancing power, and demonstrating confidence. Copyright © 2004 Soundview Executive Book Summaries

Soundview Executive Book Summaries