You Can Negotiate Anything

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You Can Negotiate Anything is a book written by Herb Cohen, first published in 1980. The book provides insights and strategies on the art of negotiation, emphasizing that negotiation is a skill that can be learned and mastered by anyone.

Overview

The book is divided into several sections, each focusing on different aspects of negotiation. Cohen uses a variety of real-life examples and anecdotes to illustrate his points, making the content accessible and engaging for readers. The primary message of the book is that negotiation is a part of everyday life and that anyone can become a successful negotiator with the right mindset and techniques.

Key Concepts

The Power of Information

Cohen emphasizes the importance of gathering information before entering any negotiation. Knowing as much as possible about the other party, the context, and the subject matter gives a negotiator a significant advantage.

The Importance of Time

Time is a crucial element in negotiation. Cohen discusses how the perception of time can influence the outcome of negotiations. He suggests that being patient and understanding the timing of offers and counteroffers can lead to more favorable results.

The Role of Power

Cohen identifies three types of power in negotiation: power of competition, power of legitimacy, and power of risk-taking. Understanding and leveraging these types of power can help negotiators achieve their desired outcomes.

Techniques and Strategies

Cohen outlines several techniques and strategies that can be used in negotiations, including:

• **The Nibble**: Asking for small additional concessions after the main agreement has been reached.
• **The Bogey**: Pretending that an issue is very important to you when it is not, to trade it for something you actually want.
• **The Take It or Leave It**: Presenting a final offer to test the other party's willingness to negotiate further.

Impact and Legacy

You Can Negotiate Anything has been widely praised for its practical advice and has influenced many individuals in various fields, including business, law, and diplomacy. The book remains a popular resource for those looking to improve their negotiation skills.

See Also

• Negotiation
• Herb Cohen
• Conflict resolution
• Communication skills