Win at the bargaining table by maintaining a Zen-like detachment from your goals. Stop playing the heavy.
In this summary you will learn
- What motivates people to negotiate
- Why game playing has a role in negotiation
- How to use the 10 rules of negotiation
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Why you should read Negotiate This!
The art of negotiation, according to expert and author Herb Cohen, focuses on common sense, with a dash of game playing. He presents his negotiating philosophy – basically, keep your cool – which he buttresses with interesting examples from his career as a negotiator. His expertise in international hostage situations even got him an invitation to the White House in 1979, to advise President Jimmy Carter on bargaining with the Iranians to free the Americans being held in Tehran. Cohen is a storyteller, which is both his strength and his weakness: The book is entertaining but loosely structured. Still, getAbstract finds his approach refreshing and recommends the book whether you’re negotiating a salary increase or an international treaty.
About the Author
Herb Cohen is author of the 1980 bestseller You Can Negotiate Anything.
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