By Herb Cohen
Along with his broad negotiating adventure and exact presentation type, Herb Cohen is across the world popular as an individual who can speedy grab either side of a subject matter and get the main for his purchaser out of a tough negotiation. His suggestion? easy, says Herb, I carebut now not that a lot! In NEGOTIATE THIS!buoyed through his signature funny and self-deprecating styleHerb Cohen explains how readers can examine robust but sophisticated negotiating ploys to assist them of their companies, careers, or even kin relationships. As Herb says, Negotiation is the sport of lifestyles.
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Extra info for Negotiate This!: By Caring, But Not T-H-A-T Much
As young and inexperienced as I was at the time, even I realized that there was less here than met the eye. How long did I last in this company? Very much like a dead fish, after about five days the smell got to me. Although this took place over forty years ago, there is still a misguided minority who believe that persuasion and selling is about erudition, audacity, appearance, and taking charge. 4 NEW COMMUNICATION APPROACHES Quite to the contrary, if you want to impact favorably on the other side’s decision making, you’ve got to be other-directed, understanding their values, beliefs, experience, and mind-set.
It was just his head, not his body. To this date, I have never seen his body in person—only his head. So don’t ask me anything about his body ’cause I’m not acquainted with it. However, I do know the head and it spoke to me. ” So it was with this vote of confidence that I was on my way to Lima, Peru. When the plane landed, I didn’t even go through customs but into a large limousine that took me to the Presidential Palace, where I was greeted by President Fujimori. He shook my hand, offered me a cup of tepid tea and a plate on which rested one cracker.
He kept shaking his head. “No,” he blurted out. ” At the time, never having heard the word “pith,” I was somewhat alarmed. Unimpressed by my vague replies, he took the initiative. “Maybe we should open up by blitzing the French officials. You know, take them by surprise, red dog ’em. ” It took me a while to realize that this man was speaking to me in an arcane, esoteric language. He was using American football terminology. As you know, in any attempt to communicate with an objective in mind or any purposive social exchange, you should begin by determining the other party’s frame of reference.
Negotiate This!: By Caring, But Not T-H-A-T Much by Herb Cohen