New Perspectives on Negotiating

  • by Herb Cohen
  • Narrated by Herb Cohen
  • 0 hrs and 59 mins
  • Unabridged Audiobook

Publisher's Summary

Using the metaphor of "the game," this audio illustrates how conscious inattention ("caring, but not that much") will produce heightened awareness, self-confidence, and a greater sense of mastery, as well as convey options where none seem apparent, in all your interpersonal dealings.Herb Cohen also covers how to minimize barriers to creative problem solving, operate from a position of less leverage, deal with ultimatums, and use the magic words that transform competitors into potential partners.He points out the value of note-taking, the effects of telephone versus face-to-face dealings, and the consequences of context. This dynamic process will enable you to anticipate, predict, prepare, and respond in all of life's negotiable relationships.For more than three decades, Cohen has been a practicing negotiator, intimately involved with several highly publicized negotiating dramas, including the Iranian hostage crisis, the skyjacking of TWA Flight 847, and the Achille Lauro terrorist incident. He has served as adviser to two U.S. Presidents and acted as consultant to hundreds of corporations, entrepreneurs and government agencies.


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Customer Reviews

Most Helpful

Meandering narrative with audio issues

Midway through, the audio quality changes significantly; the voice becomes quieter and there's a kind of audio "hiss" behind every syllable, and initially this is very annoying. This issue would be forgivable if the content were better, but the book itself was disappointing. He has five main points (number one: Care, but not too much) but beyond that structure, the text is disorganized and meandering. I expected a one-hour listen to be concise, but if this were concise, the content might only have lasted fifteen minutes. Get "Negotiate Smart" instead.
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- William

very poor too many repeats

Nothing we dont know. It was same things over and over
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- Tuncer

Book Details

  • Release Date: 07-05-2002
  • Publisher: Phoenix Books