©1980 Herb Cohen (P)1990 Audio Renaissance, a division of Holtzbrinck Publishers, LLC
This is the abridged version. The informatino in it is fairly basic... but good. The major downside is that it's abridged. The actual book has a lot more content than this audio version has to offer.
I was hoping to purchase the unabridged version but got this by mistake.
It's okay for content... but not worth the money. Buy the unabridged version and you'll be much happier. If you can't find an unabridged version - just go buy the book.
Herb is a master negotiator. He identifies the three elements of negotiation (Time, Power and Information), and shows how though controlling these elements, you can control the outcome of any negotiation. If you are a sales professional committed to success, this is the best investment you can make in your career.
In this book, Cohen lays out his tried and true methods of negotiation, without imposing any previous knowledge, or experience on the reader/listener. He provides analogies, and example situations to express these ideas in a clear, and easily understood manner.
I feel like I wasted money on this book. Try getting to yes or any other one pretty much, this was a waste of time to me.
not sure if i agree with text at all
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