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Every day, you negotiate for something: prestige, money, security, love. You Can Negotiate Anything is a straight-talking guide that will show you how to get what you want by dealing successfully with your mate, your boss, American Express, your children, your best friends and even yourself. As Herb Cohen counsels, "Power is based upon perception-- if you think you've got it then you've got it. Be patient, be personal, be informed-- and you can bargain successfully for anything."Based on his book that spent over nine months on the New York Times bestseller list, the author presents specific guidelines, personal anecdotes and practical advice drawn from his three decades of successful negotiating experience. Here is a wealth of information and the motivation that you need to succeed.
Audio CD: 3 pages
Publisher: Macmillan Audio; Abridged edition (February 10, 1990)
Language: English
ISBN-10: 155927641X
ISBN-13: 978-1559276412
Product Dimensions: 5.4 x 0.8 x 5.8 inches
Shipping Weight: 2.4 ounces (View shipping rates and policies)
Average Customer Review: 4.4 out of 5 stars See all reviews (135 customer reviews)
Best Sellers Rank: #944,262 in Books (See Top 100 in Books) #91 in Books > Books on CD > Parenting & Families > Interpersonal Relations #672 in Books > Books on CD > Business > General #776 in Books > Business & Money > Management & Leadership > Negotiating
On the fist of the three CDs, Herb covers how Power and Time can affect a negotiation. And how to use these tools to affect other people's behavior during a negotiation.Listed below is a summarization of the first 8 "Power" perspectives that Herb outlines in his audio book. I only provide brief descriptions.1. The "power" of Competition - Creating competition for what you have (money, something you are selling, or even an idea) and what you have goes up in value. Don't devalue what you have by telling the other party that no one else is interested in it. Emphasize how others are interested in what you have.2. The "power" of Options - Always have options before entering a negotiation. By researching and obtaining many or even a few options, you will be more confident during your negotiation. The other side will sense this and will probably become more flexible.3. The "power" of Legitimacy - The power of written words. Most people have a perception that what is written in books or signs are to be taken as fact. Promote written words (show car dealers adds of a cheaper deal on the same car, etc...) with the understand that written words can be challenged. And you should also challenge written words when it serves you.4. The "power" of Risk Taking - Take calculated risks. If you don't, the other side might and will have an advantage. (not much else to say there).5. The "power" of Commitment - Getting others to take a piece of the action. When you have a partner or more in your endeavor, there are now more people share in the stress (thus yours goes down) and in the negotiation process.6.
As the title indicates, this book is about negotiation, which the author defines as: "What is negotiation? It is the use of information and power to affect behavior within a "web of tension." If you think about this broad definition, you'll realize that you do, in fact, negotiate all the time both on your job and in your personal life." Herb then summarizes the three pillars of negotiation, the main premise of the book: "In every negotiation in which you're involved--in every negotiation in which I'm involved--in fact, in every negotiation in the world (from a diplomatic geopolitical negotiation to the purchase of a home)--three crucial elements are always present: 1. Information. The other side seems to know more about you and your needs than you know about them and their needs. 2. Time. The other side doesn't seem to be under the same kind of organizational pressure, tune constraints, and restrictive deadlines you feel you're under. 3. Power. The other side always seems to have more power and authority than you think you have."Below are key excerpts from the book that I found particularly insightful:1- "Within reason, you can get whatever you want if you're aware of our options, if you test your assumptions, if you take shrewdly calculated risks based on solid information, and if you believe you have power. "2- "You have more power sources at your fingertips than you realize! 1. The power of competition...2. The power of legitimacy. Legitimacy can be questioned and challenged. Use the power of legitimacy when it's advantageous for you to do so and challenge that power when ifs advantageous for you to do so...3. The power of risk taking You must be willing to take risks while negotiating. Risk taking involves mixing courage with common sense...4.
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