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Showing 1-1 of 1 reviews(4 star). Show all reviews
on February 21, 2004
Cohen has created a uniquely constructed book, very much designed in layout to be an easy reference book for managers who are in need of tips and practices for negotiation. The layout allows managers to quickly locate key concepts within the book by boxing those particular points and using a coded indicator as to what type of advice is contained therein. The manager is directed to organize their thoughts and steps, prior to an impending large negotiation, such as a Labor Contract or Pricing On Major Components, etc. Mr. Cohen focuses on the techniques associated with "interest based bargaining." Using interest based bargaining techniques, both sides get some and in certain cases, ALL of what they need out of the bargain, and so does the other side.
Mr. Cohen gives some special tips on how to get ready for negotiations and then discusses "Stakeholders, Constituents and Interests." These factions are the ones that establish the power balances within the negotiation.
The book gives succinct and very understandable advise for managers who need to learn a bit about productive bargaining to assist them in doing their jobs. The book is recommended for all who negotiate, either experienced or novice, as the book serves to reinforce and remind even senior negotiators of tools and techniques and how they can be used.
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