You Can Negotiate Anything

Falls in the category of books I wish I'd come across when I was much younger. Also falls in the category of being dated, but the general concepts are still on point and Cohen has a sense of humor (though it's the humor of another time).

“When knowledgeable people complain about power, it is for one of two reasons:
1. They don’t like the way it’s being used. It’s being employed in a manipulative, coercive, or domineering way; power over rather than power to. Power is being abused, and the criticism is valid.
2. They don’t approve of power’s goal. If the desired end or destination is considered corrupt and exploitative, even the most appropriate means won’t make that end acceptable.
Other than in these two instances, I see no objection to the use of power.” (Page 60 of 319)

“You never “complain,” but simply make your needs and circumstances known. (Page 311 of 319)

Numbered Chapters
1. What is negotiation
2. Almost everything is negotiable
3. Getting show more your feet wet
PART TWO THE THREE CRUCIAL VARIABLES
4. Power
5. Time
6. Information
PART THREE STYLES OF NEGOTIATING
7. Winning at all costs: Soviet Style
8. Negotiating for mutual satisfaction
9. More on the Win-Win technique
PART FOUR NEGOTIATING ANYTHING, ANY PLACE
10. Telephone negotiations and memos of agreement
11. Moving up
12. Taking it personally

Soviet Negotiating Style (Chapter 7)
1. Extreme initial positions. They always start with tough demands or ridiculous offers that affect the other side’s expectation level.
2. Limited authority. The negotiators themselves have little or no authority to
make any concessions.
3. Emotional Tactics They get red faces, raise their voices, and act exasperated ‐horrified that they are being taken advantage of. Occasionally they will stalk out of a meeting in a huff.
4. Adversary concessions viewed as weakness. Should you give in and concede them something, they are unlikely to reciprocate.
5. Stingy in their concessions. They delay making any concession and when they finally do, it reflects only a minuscule change in their position.
6. Ignore deadlines. They tend to be patient and act as though time is of no significance to them.

Their are many techniques outlined in the book, but I read a library copy in Hoopla, which does not allow copying of quotes, so my notes are more limited. I was quite annoyed with Hoopla. Kindle is much kinder to the reader.
- Kindle allows copying of quotes. If done on a Mac desktop it even includes a citation.
- Kindle allows viewing of highlights even after the library book is returned by making them visible in Goodreads. show less

If you ignore the dated bits, the ideas are good

Interesting, though probably rather obvious to people more savvy than I am about such things. The basic point is that usually one can achieve a win-win situation- IF one is trying for that rather than a win-lose. There are definitely some tips for making this happen- and for recognizing when someone else is not cooperative with that. I was pleased to discover that in some ways I'm doing the "right thing" instinctively, though I appreciate the tips.

The author gives a basic analysis of the negotiation process and provides a few valuable tips.
That being said, the book did not revolutionize my thinking in this area and failed to help me apply its tools to my situation.

Whether it's getting a colleague or neighbour to help you, closing a business deal, calling a salesman's bluff, or calming a child's tantrum -- we negotiate -- we need to shape win-win situations. Negotiating is one of life's most fundamental, yet little understood skills. In this book, Dr. Cohen offers step-by-step strategies that can be used immediately by you to negotiate effectively. Best of all, he does it with a sense of humour, using real-life anecdotes that will bring his principles to life for you. He explains how you can influence the other side's decision-making process; make better deals by creating better options; achieve more from weaker positions; employ the magic words that relieve stress, and get you to those win-win show more situations.
Read it, use it, enjoy it! show less

KF311 .A7 C64 1980 (LEG)