Books and Magazines
Tough Times Require Negotiation Savvy
By
Sep 27, 2005, 22:34

(NUI) - From getting a better hiring package to getting your teen-ager to clean his room, virtually everything in life seems to be a negotiation.

In his new book "Negotiate This! By Caring But Not T-H-A-T Much," negotiating guru Herb Cohen shares with readers the secrets and techniques that caused Playboy magazine to call him "The World's Best Negotiator."

In his career, Cohen has been involved in thousands of negotiations and has been a convention speaker on topics ranging from terrorism to professional selling to dispute resolution. He has served as a consultant to several U.S. presidents and CEOs, the State and Justice Departments, the CIA and the FBI. His expertise was sought in arms control negotiations with the Soviet Union, the Iran Hostage Crisis and the National Football League strike.

Considering all his accomplishments, Cohen is probably best known as the author of "You Can Negotiate Anything," a New York Times best seller which to date has sold more than 2 million copies.

According to Cohen, negotiators are made and not born. And his new book strives to give its readers the rules and tools to gain a sense of mastery in all of their interpersonal dealings. What sets this book apart from others is Cohen's style that offers true-to-life practical examples and humorous stories that make his points come alive.

From crucial business dealings to parenting, Cohen teaches how to detach oneself emotionally, so you care but not "t-h-a-t" much. Some of his tips for more successful negotiations include:

* Always start cooperative. Use the low-key pose of calculated incompetence.

* Get the other side to invest in the process. Once people spend time and energy, it's difficult for them to walk away.

* Admit errors without qualification.

* Save the quantifiable or emotional issues for the end.

* Make 'em work. Recognizing that concessions are valued and appreciated to the extent that the recipient labors for them.

* Broaden the gauge. More information will enable you to get below the surface to determine the other side's real underlying concerns, interests and needs.

In "Negotiate This!" Cohen illustrates these principles with vivid examples. Believing in differentiation - "a nose that can see is worth two that can smell" - he deals with everyday problems like getting a job, buying and selling a home, obtaining financing, and consumer purchases.

Cohen says people always have more power than they believe and that timing and information are keys to getting what you want. He also warns readers what not to do, explaining the dangers of categorizing, stereotyping and clinging to erroneous assumptions.

By following the advice in this book, readers will learn how to laugh off the most dire threats and succeed in building mutually profitable relationships.

To learn more, visit www.powernegotiations.com.

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