The Win-Win Negotiating Strategy

Winning the Negotiating Game

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.

©2003 Herb Cohen; 2001 New Millennium Audio, All Rights Reserved (P)2003 Phoenix Books, Inc.

Avoid

Don't waste your money. Try How to Win Friends by Dale Carnegie. It's a little more expensive, but at least you will learn much more.

Waste of money/time

You don't need this, 'You can negotiate anything' is enough. There is nothing new in this audiobook that is not in 'You can...'. I don't see why they create such audiobooks. I think, Herb Cohen thinks of himself as an comedian like George Carlin in this audiobook.