- Audio CD
- Publisher: Phoenix Audio; Unabridged edition (Sept. 30 2005)
- Language: English
- ISBN-10: 1597770701
- ISBN-13: 978-1597770705
- Product Dimensions: 14.7 x 5 x 12.9 cm
- Shipping Weight: 363 g
- Average Customer Review: 27 customer reviews
- Amazon Bestsellers Rank: #3,205,570 in Books (See Top 100 in Books)
Negotiate This: By Caring, But Not T-H-A-T Much Audio CD – Audiobook, CD, Unabridged
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About the Author
Now he shows his listeners how to stress style over substance in seeking long-term friendship and partnerships. Cohen's "You Can Negotiate Anything" sold 1.6 million copies in paperback.
Top customer reviews
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favorite book on negotiations . . . I still recommend it as the
absolute best book ever written on the subject.
Amazingly, that book was written in 1980 and Cohen did not
write a follow-up until now . . . as he notes in the Acknowledgments to his latest effort, NEGOTIATE THIS!, "This book has been incubating in me for some time. To be sure, if you believe in the academic axiom, 'publish or perish,' I would be long dead."
Fortunately, that is not the case. Cohen lives, and that's a great thing because NEGOTIATE THIS! is a worthy successor to his earlier effort . . . it is filled with useful examples and practical advice that is applicable to virtually any negotiation.
In fact, that is one of the real strengths of the book; i.e., it will be useful to a wide range of folks--salespeople, diplomats, even parents. (A whole chapter is devoted to them!)
The key is to keep in mind the subtitle to NEGOTIATE THIS! . . . you can succeed BY CARING, BUT NOT T-H-A-T MUCH.
There were several memorable passages; among them:
* Basically, there is a twofold explanation for why we often do not achieve our potential as negotiators. One, as we've seen, is that we are too emotionally involved, caring too much. The second reason is that we have too much authority. What I'm saying is that the last person who should negotiate for a country, corporation, or business is the chief executive officer. Take that one step further and realize that the worst person to negotiate for you is-you. Clearly this presents
a practical problem that can be solved by limiting your own authority. Always give yourself room to say, "That sounds good to me but I'll have to check with my board." If you don't have a board, then substitute the word banker, attorney, adviser, boss, or even spouse.
* What is really happening? This experienced salesman was merely
playing the game. He knew that offers that come from the side of
the mouth in soft tones have 37 percent more credibility that those made in a normal fashion.
* Years ago, when I was first employed by a particular government
agency, they asked for my fee schedule. At the time, I really wanted this assignment, but we both knew there was no way they could afford my regular price.
Then, during a face-to-face meeting, I said, "Honestly, I want to work with you on this. Since I trust you 100 percent, I know you'll get me as much money as you can. Whatever that amount is, I'll still do it."
Two months later when I arrived at their headquarters, I learned
from a third party that my negotiating partner had spent endless
time and energy looking for ways to increase my fee. Finally, he
had to go into the next year's budget for additional funds.
by Herb Cohen
I had the pleasure of attending one of Herb Cohen's speeches several years ago on becoming a master of persuasion, and perfecting the art of meaningful negotiation. Of course, by that time, his signature work, You Can Negotiate Anything was already a must read book destined to become a masterpiece. That book, now 23 years old and still packing a solid punch will find company in the aforemention's current offering. Now comes Negotiate This! Albeit, with an interesting subtitle, "By Caring, But Not T-H-A-T Much", it gives the impressionable image that there's more to the title as implication would have you view it. It is inevitable that this author's seminal work, and a new twist to gaining footholds on how to win at an effective personal developmental tool would lend one to believe that there's something new to the game, and as you read Negotiate This! you'll be able to see just how different it is, yet some of the same principles in the former are present and prominent in the latter.
Please be reminded that the purpose of this expose is not to draw parallels, but rather, to aim the reader's perspective in communicating how personal allegorical and simple logical insight to view experienced behavioral patterns can make a difference in positioning yourself to turn no's into yeses. In this book, you will find out why Cohen is such an accomplished, successful negotiator, a talent that personifies his creative intelligence, his intense focus on using the art of persuasion and emphasizing a negotiating style that is subliminal, entertaining and flexible. The primary message in this book is the negotiator's need to cultivate a certain aloofness, or employ an analogy to suggest a detached sense of awareness but still be able to take in the seriousness of what one should be doing to win -- hence the book's subtitle. I like the way he uses well-placed metaphors to color the street-smart advice on effective demeanor, an implied uniqueness to style and the importance of the bargaining process. As I read, I wanted to have the answers that kept cropping up in my head. To wit: Is it possible to create advantages in negotiations? When would you know that you have the upper hand? What ploys should be used to project a preeminent air to intimidate your adversary?
Cohen manages to do an excellent job in explaining all of the above. As such, manipulating the perceived levels of time, information and positioning to create an advantage in negotiations is a must to foster the image that knowledge is indeed power. In the process he gives a perfect if not defining analogy of what negotiating is all about while using three precepts. He opines: "Negotiating often involves the managing of conflict. At times, however, some conflicts that come your way need not be confronted but should be avoided. If you have some perspective you can see things beginning to develop and use your lead time to adopt a blueprint of avoidance, then do so. Another strategy that comes with distance is to diffuse or reconcile differences before they even come to a head. Finally, a third option is to confront the problem directly looking for alternate solutions that will provide for joint gain and build mutually beneficial relationships"
All in all, this is an excellent read, but may not be anything new for those that feel that it's an old rehashment of an earlier atonement on the same subject. In my opinion, there were a few things of less interest, and despite the book's verbosity in odd places nothing should be taken away from the author's unique expressionism in illustrating points that can make the difference between winning or losing arguable points of contention in negotiating détente. The result is a book that is quite useful, practical, and uses Herb Cohen's experience and success as a hallmark for authoritative wisdom. Read it for yourself to draw conclusive evidence for any limitations on patience and perseverance. I rate it five stars out of five!
Rich on "anecdotes" but short on substance. Lots of irrelevant rumble, too. This book will NOT teach you how to negotiate.
Can you teach an old dog new tricks? No, judging by how much the author learned in two or so decades from the release of the first book. He simply uses his name as a brand so people will buy the second book hoping for a revelation or negotiating miracle that will transform them into good negotiators overnight. No miracles of any sort here - the only miracle is that people are buying this book in large numbers!
I bough this book and, luckily, managed to sell it on e-bay straight away. You may not be so lucky! Stay away!
There was a lot in this book from his previous one. In fact, word for word. And that's okay. But there just wasn't enough new stuff to make this worth the investment.
Susanna K. Hutcheson
Owner & Executive Copy Director
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