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Title: Negotiate This! By Caring, But Not T-H-A-T Much by Herb Cohen ISBN: 0-446-52973-7 Publisher: Warner Business Books Pub. Date: 17 September, 2003 Format: Hardcover Volumes: 1 List Price(USD): $24.95 |
Average Customer Rating: 4.59 (22 reviews)
Rating: 5
Summary: How to use effective persuasion to jockey for position!
Comment: Negotiate This! By Caring, But Not T-H-A-T Much
by Herb Cohen
I had the pleasure of attending one of Herb Cohen's speeches several years ago on becoming a master of persuasion, and perfecting the art of meaningful negotiation. Of course, by that time, his signature work, You Can Negotiate Anything was already a must read book destined to become a masterpiece. That book, now 23 years old and still packing a solid punch will find company in the aforemention's current offering. Now comes Negotiate This! Albeit, with an interesting subtitle, "By Caring, But Not T-H-A-T Much", it gives the impressionable image that there's more to the title as implication would have you view it. It is inevitable that this author's seminal work, and a new twist to gaining footholds on how to win at an effective personal developmental tool would lend one to believe that there's something new to the game, and as you read Negotiate This! you'll be able to see just how different it is, yet some of the same principles in the former are present and prominent in the latter.
Please be reminded that the purpose of this expose is not to draw parallels, but rather, to aim the reader's perspective in communicating how personal allegorical and simple logical insight to view experienced behavioral patterns can make a difference in positioning yourself to turn no's into yeses. In this book, you will find out why Cohen is such an accomplished, successful negotiator, a talent that personifies his creative intelligence, his intense focus on using the art of persuasion and emphasizing a negotiating style that is subliminal, entertaining and flexible. The primary message in this book is the negotiator's need to cultivate a certain aloofness, or employ an analogy to suggest a detached sense of awareness but still be able to take in the seriousness of what one should be doing to win -- hence the book's subtitle. I like the way he uses well-placed metaphors to color the street-smart advice on effective demeanor, an implied uniqueness to style and the importance of the bargaining process. As I read, I wanted to have the answers that kept cropping up in my head. To wit: Is it possible to create advantages in negotiations? When would you know that you have the upper hand? What ploys should be used to project a preeminent air to intimidate your adversary?
Cohen manages to do an excellent job in explaining all of the above. As such, manipulating the perceived levels of time, information and positioning to create an advantage in negotiations is a must to foster the image that knowledge is indeed power. In the process he gives a perfect if not defining analogy of what negotiating is all about while using three precepts. He opines: "Negotiating often involves the managing of conflict. At times, however, some conflicts that come your way need not be confronted but should be avoided. If you have some perspective you can see things beginning to develop and use your lead time to adopt a blueprint of avoidance, then do so. Another strategy that comes with distance is to diffuse or reconcile differences before they even come to a head. Finally, a third option is to confront the problem directly looking for alternate solutions that will provide for joint gain and build mutually beneficial relationships"
All in all, this is an excellent read, but may not be anything new for those that feel that it's an old rehashment of an earlier atonement on the same subject. In my opinion, there were a few things of less interest, and despite the book's verbosity in odd places nothing should be taken away from the author's unique expressionism in illustrating points that can make the difference between winning or losing arguable points of contention in negotiating détente. The result is a book that is quite useful, practical, and uses Herb Cohen's experience and success as a hallmark for authoritative wisdom. Read it for yourself to draw conclusive evidence for any limitations on patience and perseverance. I rate it five stars out of five!
Rating: 5
Summary: Zen and the Art of Negotiation
Comment: I first heard, and heard of, Herb Cohen on the radio when Don Imus interviewed him one morning this past year. He sounded like a late great-uncle of mine: mild-mannered and self-effacing, with an endearing Yiddish-inflected speech pattern. (And the photo on the dust jacket reinforced this connection for me, although there's no facial resemblance.) But this "average schlub" -- my phrase, not his -- has been at the helm of some of the world's most tension-fraught negotiations in the last several decades. When you read "Negotiate This!", you can see why.
Most of my praise for this book would merely echo that left by others, but I did want to touch on two matters. To answer the two or three people who panned it: This isn't an instruction manual, nor is it meant to be, any more than a Zen ko'an is a detailed instruction on how to live life along the lines of shari'a. In fact, the title of this review typed above would have been a great alternative title for the book. If you want blow-by-blow instructions and nothing else, check out his earlier books or those written by others. This book tells you not only the *what*, but the *why* -- and is highly entertaining, too.
I noticed that only one other reviewer went into detail about Cohen's having tried to negotiate the Iranian hostage crisis on behalf of ex-president Jimmy Carter, or his experience in high-profile, high-stakes international negotiations in general. I think those in and of themselves are reason enough to read the book, even if you don't feel you could stand to brush up on your negotiating skills (though I can't imagine anyone who couldn't use a little such fine-tuning). As the other reviewer remarked, Cohen predicted long, long ago that we'd be having much more trouble with that part of the world in the future.
Needless to say, he was right. And his attempts to solve the hostage crisis were frustrated at every turn because "Dhimmi" Carter refused to play the game, out of both a pathological sense of "honor" -- Cohen doesn't use this word, but I got the sense that Carter considered hard-nosed wheeling and dealing beneath his dignity -- and his delusion that because the mullahs were of an "Abrahamic faith," we could appeal to their "better nature" (my phrase) rather than bargain as if we were in a souk or bazaar, as they expected us to all along. Cohen's version of the story echoes the frustrations of many of us today who see others in the West grossly underestimating the threat posed to us by Wahhabi Islam.
Rating: 1
Summary: Garbage
Comment: This book is garbage. 95% of the time while reading this book I was asking myself "what does THIS have to do with negotiating?" The book is basically a bunch of boring personal stories and bible thumping with tiny, generic, and usually useless pieces of negotiating "advice" every once in a while. (...). Fortunately there are many great negotiating books, but this certainly isn't one of them. Save your money.
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Title: You Can Negotiate Anything by Herb Cohen ISBN: 0553281097 Publisher: Bantam Books Pub. Date: 01 February, 1989 List Price(USD): $7.99 |
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Title: How to Negotiate Anything, Anywhere: Winning the Negotiating Game by Herb Cohen ISBN: 1931056870 Publisher: New Millennium Audio Pub. Date: 01 July, 2001 List Price(USD): $15.00 |
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Title: Start with NO...The Negotiating Tools that the Pros Don't Want You to Know by Jim Camp ISBN: 0609608002 Publisher: Crown Business Pub. Date: 09 July, 2002 List Price(USD): $22.95 |
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Title: The Only Negotiating Guide You'll Ever Need: 101 Ways to Win Every Time in Any Situation by Peter B. Stark, Jane Flaherty ISBN: 0767915240 Publisher: Broadway Books Pub. Date: 09 September, 2003 List Price(USD): $14.00 |
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Title: The Game of Negotiating Caring...But Not That Much by Herb Cohen ISBN: 1590071581 Publisher: New Millennium Audio Pub. Date: 01 August, 2002 List Price(USD): $32.95 |
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