The Win-Win Negotiating Strategy: Winning the Negotiating Game

Written by Herb Cohen

Narrated by Herb Cohen

As a master negotiator for more than three decades, Herb Cohen is “the guy the pros go to.” Here with wit and wisdom, Herb reveals his conceptual canopy—a step-by-step approach for establishing and maintaining mutually satisfying long-term relationships. Emphasizing the importance of style (manner and means) over substance (terms and conditions), and using recognizable anecdotes and examples, you will learn how to transform an opponent into a genuine partner. Herb covers the "nuts and bolts" of building optimal relationships: opening with commonality, saving zero-sum issues for last, obtaining reciprocity, gaining investment, and the necessary closing criteria. Learn what is most important in the bargaining process and how to win—or compromise—with the most effective strategies ever conceived.

• Language: English
• Publisher: Phoenix Books, Inc.
• Release date: Jan 1, 2003
• ISBN: 9781597779258

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.