Emphasizing the importance of style (manner and means) over substance (terms and conditions), and by use of recognizable anecdotes and examples, you will learn how to transform an opponent into a genuine partner.
Cohen 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.
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.
©, (P)2001 New Millennium Audio, All Rights Reserved
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.
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