by Herb Cohen
“You Can Negotiate Anything: The World’s Best Negotiator Tells You How To Get What You Want” is a very good book with many examples and interesting stories. Herb Cohen is the author of this impressive book. This book is very entertaining and offers good advice for handling real-life negotiating situations. Highly recommended especially for those that don’t realize that they are negotiating all the time. This is a book that you should come back to every now and then both for an enjoying reading experience as well as good advice. There are three major elements of any successful negotiation time, information, and power. Herb expounds upon the negotiation elements of time, information, and power by using practical examples: Time: Never reveal your time table to another party. Herb presents the example of his first negotiation, where he was flew to Japan. Immediately upon his arrival, he told the Japanese the exact date that he had to fly back. This allowed the Japanese to delay the start of negotiations until just before Herb was to depart, forcing Herb to make a compromise rapidly, and resulting in a poor outcome.
Herb also cites the example of “body leading the head”, where his wife slyly baited him into buying a house by making emotional and verbal commitments to the new home, yet leaving the final decision “up to him”. This book’s broad range of applicability makes it a good read for anyone. The book really gives a great launching point for those who wish to carry out successful win-win negotiations in every facet of their lives, be it at home, with suppliers, at your favourite shop or at work.