New Perspectives on Negotiating: Winning the Negotiating Game

Written by Herb Cohen

Narrated by Herb Cohen

Using the metaphor of "the game," master negotiator and New York Times bestselling author Herb Cohen says, "Negotiation is the game of life.” In New Perspectives on Negotiating, Cohen illustrates that conscious inattention ("caring, but not that much") produces heightened awareness, self-confidence, and a sense of greater mastery to convey options where none seem apparent. Cohen covers how to minimize barriers to creative problem solving, operate from a position of less leverage, deal with ultimatums, and use the magic words that transform competitors into potential partners. With his more than three decades of negotiating experience and unique presentation style, Herb's dynamic process will enable you to anticipate, predict, prepare, and successfully respond in all of life's negotiable relationships.

• Language: English
• Publisher: Phoenix Books, Inc.
• Release date: Jul 1, 2001
• ISBN: 9781614674085

Herb Cohen

Herb Cohen has been a world-renowned negotiator for more than five decades, intimately enmeshed in major headline dramas from hostile takeovers to hostage negotiations. His clients have included business executives, entrepreneurs, sports and theatrical agents plus large corporations, as well as governmental agencies like the Department of State, FBI, CIA, and the U.S. Department of Justice. He has been profiled in Time, People, The Economist, The New Yorker, Esquire, Newsweek, Rolling Stone and other national publications. He has also lectured at educational institutions and enterprises such as The Harvard Negotiating Project, Yale Law School, The Kellogg School, Wharton, the University of Wisconsin, the University of California-San Diego, McGill University, UBC, and the Columbia and Chicago University School of Business. He currently resides in the state of New York. Visit him at www.herbcohenonline.com.