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The cover of You Can Negotiate Anything: The Groundbreaking Original Guide to Negotiation

You Can Negotiate Anything: The Groundbreaking Original Guide to Negotiation

Herb Cohen

How can you use information and power to get what you want in everyday negotiations, from stores to family?

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At a glance

Author
Herb Cohen

Why read it

  • You will stop presenting yourself as a statistic and learn to present yourself as a unique, vulnerable human being
  • You will learn to spot the sources of power you already hold, from competition and legitimacy to persistence and commitment
  • You will be able to use the words what if to test how much room the other side has

Who it is for

  • A buyer facing a car dealer or landlord
  • A professional preparing for a pay conversation
  • A parent or spouse stuck in repeated standoffs

Contents

  1. PART ONE YES, YOU CAN
  2. 1. What is negotiation?
  3. 2. Almost everything is negotiable
  4. 3. Getting your feet wet
  5. Generating competition
  6. Satisfying needs
  7. Going on sale
  8. “A little blemish here!”
  9. Off-tackle slant
  10. What if … ?
  11. The ultimatum
  12. The nibble
  13. Help me
  14. Weakness as a strength
  15. “We don’t understand”
  16. Making the ultimatum stick
  17. PART TWO THE THREE CRUCIAL VARIABLES
  18. 4. Power
  19. 1. The power of competition
  20. 2. The power of legitimacy
  21. 3. The power of risk taking
  22. 4. The power of commitment
  23. 5. The power of expertise
  24. 6. The power of the knowledge of “needs”
  25. 7. The power of investment
  26. 8. The power of rewarding or punishing
  27. 9. The power of identification
  28. 10. The power of morality
  29. 11. The power of precedent
  30. 12. The power of persistence
  31. 13. The power of persuasive capacity
  32. 14. The power of attitude
  33. 5. Time
  34. 6. Information
  35. PART THREE STYLES OF NEGOTIATING
  36. 7. Winning at all costs … Soviet style
  37. 1. Extreme initial positions
  38. 2. Limited authority
  39. 3. Emotional tactics
  40. 4. Adversary concessions viewed as weakness
  41. 5. Stingy in concessions
  42. 6. Ignore deadlines
  43. 8. Negotiating for mutual satisfaction
  44. 1. Using the process to meet needs
  45. 2. Harmonizing or reconciling needs
  46. Conflict
  47. 1. Experience
  48. 2. Information
  49. 3. Role
  50. 9. More on the Win-Win technique
  51. 1. Building trust
  52. 2. Gaining commitment
  53. 3. Dealing with opposition
  54. 1. Never forget the power of your attitude
  55. 2. Never judge the actions and motives of others
  56. The compromise solution
  57. PART FOUR NEGOTIATING ANYTHING, ANY PLACE
  58. 10. Telephone negotiations and memos of agreement
  59. 1. More misunderstanding
  60. 2. Easier to say no

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