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　　Cohen is an accomplished, successful negotiator, a talent that appears largely attributable to his creative intelligence, his intense focus on attaining his client's goals and a negotiating style that is low-key, humorous and flexible. His primary message in this book is the negotiator's need to cultivate a certain detachment-hence the book's subtitle. It also offers street-smart advice on effective demeanor, a cooperative style and the bargaining process. About a third of the book is devoted to the "perceptual TIP"-in which Cohen explains how to manipulate the perceived levels of time, information and power to create an advantage in negotiati***. All of this advice is buried in an entertaining melange of stories ranging from biblical tales through real-life business negotiati*** to everyday activities (such as convincing one's kids to come home on time), all delivered in the same unassuming tone one presumes Cohen uses at the bargaining table. Of less interest is an odd chapter that combines the author's advice on terrorism and parenting and 40 pages of appendixes that reproduce documents and articles relating to the Iranian hostage crisis, Clinton's Camp David Summit in 2000 and 20-year-old warnings about the threat of terrorism. Unfortunately, the book's content is often only loosely related, as though gathered in chunks from a couple of decades of speeches or seminars. Within the chapters, new secti*** repeatedly interrupt mid-story. The result is a book that features the practical wisdom of experience and the ring of authority, but sometimes wanders beyond the limits of the reader's patience.

Copyright 2003 Reed Business Information, Inc. --This text refers to an out of print or unavailable edition of this title.

Acknowledgments

Chapter I. The Joy of Detached Involvement

　1. A Gaming Mechanism

　2. Voluntary Decision Making

　3. An Other Worldly Undertaking

　4. New Communication Approaches

　5. Applying C***cious Inattention

Chapter II. Salvation by Negotiation

　1. An Ageless Phenomenon

　2. Familiarity Breeds Children

　3. Getting Framed

　4. Speed Kills

　5. "Whahdja Say?"

　6. Lend Me a Hand

　7. Attuned to the Music

　8. Abracadabra

　9. A Hollywood Exegesis

　10. An Attention Grabber

　11. Axioms from Above

　12. Bargaining with a Bastard

　13. The Road Less Traveled

　14. Negotiating with the Almighty

Chapter III. Playing the Game

　1. Style Supersedes Substance

　2. The Way of the Gipper

　3. An Outsider's View

　4. Less Is More

　5. All's Right with the World

　6. Equality--Valued or Tainted?

　7. The Optimum Style

Chapter IV. A Mixed-Motive Game

　1. Labeling Is Disabling

　2. Dial M for Money

　3. It Ain't Necessarily So

　4. When You're Up to Your Neck in Alligators, It's Easy to F***et That Your Original Objective Was to Drain the Swamp

5. Say Cheese

6. Believing Is Seeing

7. A Dynamic of Dual Desires

8. A Problem-Solving Process

9. Can't Anybody Here Play This Game

Chapter V. A Bargaining Formula

1. Setting Objectives

2. Making How Concessi***

3. Open with Commonality

4. The Titanic Principle

5. The Ping-Pong Table Theory of Life

6. Broadening the Gauge

7. The Vail Condo

8. Make'Em Work

……

Chapter VI.The Perceptual TIP

Chapter VII.Time and Timing

Chapter VIII.Information

Chapter IX.Power

Chapter X.Sources of Power

Chapter XI.Negotiating This…And That

Chapter XII.The Game of Life

Bibliography

Index

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书籍介绍

With his extensive negotiating experience and unique presentation style, Herb Cohen is internationally renowned as someone who can quickly gr*** both sides of an issue and get the most for his client out of a difficult negotiation. His advice? Simple, says Herb, I carebut not that much! In NEGOTIATE THIS!buoyed by his signature humorous and self-deprecating styleHerb Cohen explains how readers can learn powerful yet subtle negotiating ploys to help them in their businesses, careers, and even family relati***hips. As Herb says, Negotiation is the game of life.