You Can Negotiate Anything: The World's Best Negotiator Tells You How To Get What You Want

This excerpt from Herb Cohen's Book, "You Can Negotiate Anything: The World's Best Negotiator Tells You How To Get What You Want" introduces the concept of negotiation as the use of information and power to influence behavior in various personal and professional situations. Cohen argues that people are constantly negotiating, whether with family, colleagues, or in everyday transactions. The text explores different sources of power in negotiation, including options, legitimacy, commitment, attitude, time, information, identification, morality, precedent, and perceived charisma, emphasizing that power is subjective and based on perception. It also contrasts competitive Win-Lose (Soviet style) tactics with collaborative Win-Win strategies focused on building trust, gaining commitment, and managing opposition by understanding and addressing the needs of all parties involved, suggesting that empathy and personalization are key to successful outcomes.

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