Herb Cohen
Autor von So bekommen Sie alles, was Sie wollen
Über den Autor
Herb Cohen is the author of the You Can Negotiate Anything and a practicing negotiator. His clients over three decades have included U.S. presidents, corporate CEOs, sports and theatrical agents, the State Department, the CIA, and the FBI. He has been an active player in the Iran hostage crisis, mehr anzeigen arms control negotiations with the Soviet Union, Chase Manhattan's entry into China, and the National Football League strike weniger anzeigen
Werke von Herb Cohen
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- Geschlecht
- male
- Nationalität
- USA
- Berufe
- negotiator
- Beziehungen
- Cohen, Rich (son)
- Organisationen
- United States Army
University of Michigan
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If you ignore the dated bits, the ideas are good
Este libro enseña a dirigir y organizar la vida, consiguiendo lo que se quiere; enseña qué hacer y cómo hacerlo. Desde las relaciones entre padres e hijos hasta los más complejos asuntos internacionales, la negociación siempre es un factor de primera importancia. Se trata de un proceso que podemos comprender y dirigir, una habilidad práctica en la que es posible adiestrarse para aumentar nuestras posibilidades de llegar a ser un triunfador.
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).
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- 7
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 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.… (mehr)