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New Perspectives on Negotiating by Herb Cohen

New Perspectives on Negotiating

Winning the Negotiating Game

by Herb Cohen

Title Details

Unabridged Edition
Running Time
59 Mins.


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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