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You can negotiate anything : how to get what you want / Herb Cohen.

By: Material type: TextTextPublisher: New York, NY : Citadel Press Kensington Publishing Corp., [2020]Copyright date: ©1994Edition: 14th edDescription: xi, 244 pages ; 21 cmContent type:
  • text
Media type:
  • unmediated
Carrier type:
  • volume
ISBN:
  • 9780806541228
  • 9789670015514
  • 0806541229
Subject(s): DDC classification:
  • 658 COH
LOC classification:
  • BF637.N4 C55 2020
Contents:
Acknowledgments -- Part one: yes, you can -- 1. what is negotiation? -- 2. almost everything is negotiable -- 3. getting your feet wet -- Part two: the three crucial variables -- 4. power -- 5. time -- 6. information -- Part three: styles of negotiating -- 7. Winning at all costs: Soviet style -- 8. negotiating for mutual satisfaction -- 9. more on the win-win technique -- Part four: negotiating anything, anyplace -- 10 telephone negotiations and memos of agreement -- 11. moving up -- 12. taking it personally.
Summary: Master negotiator Herb Cohen has been successfully negotiating everything from insurance claims to hostage releases to his own son's hair length and hundreds of other matters for over five decades. Ever since coining the term 'win-win' in 1963, he has been teaching people the world over how to get what they want. In clear, accessible steps, he reveals how anyone can use the three crucial variables to always reach a win-win negotiation. With the tools and skill sets he has devised, the power of getting what you deserve is now a practical necessity you can fully master.
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Holdings
Item type Current library Shelving location Call number Copy number Status Date due Barcode
Books Books CamTech Library General Collections 658 COH (Browse shelf(Opens below)) C.1 Checked out 05/06/2024 0000002067

Originally published: 1980, 1994 Herb Cohen.

First Citadel Press printing: 1984

Acknowledgments -- Part one: yes, you can -- 1. what is negotiation? -- 2. almost everything is negotiable -- 3. getting your feet wet -- Part two: the three crucial variables -- 4. power -- 5. time -- 6. information -- Part three: styles of negotiating -- 7. Winning at all costs: Soviet style -- 8. negotiating for mutual satisfaction -- 9. more on the win-win technique -- Part four: negotiating anything, anyplace -- 10 telephone negotiations and memos of agreement -- 11. moving up -- 12. taking it personally.

Master negotiator Herb Cohen has been successfully negotiating everything from insurance claims to hostage releases to his own son's hair length and hundreds of other matters for over five decades. Ever since coining the term 'win-win' in 1963, he has been teaching people the world over how to get what they want. In clear, accessible steps, he reveals how anyone can use the three crucial variables to always reach a win-win negotiation. With the tools and skill sets he has devised, the power of getting what you deserve is now a practical necessity you can fully master.

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