The Practical Negotiator: How to Argue Your Point, Plead Your Case, and Prevail in Any Situation
- 4h
- Steven P. Cohen
- Career Press, Inc.
- 2013
Everyone needs to reach agreement with others, but many people are overly fearful of what they think is a complex process. In The Practical Negotiator, Cohen demystifies negotiation, offering common-sense approaches anyone can use no matter what the issue.
The Practical Negotiator provides a broad range of real-life negotiating problems faced by people in dozens of countries from every continent (except Antarctica). Each question was submitted by a real person looking for advice. The book's down-to-earth approach will empower you to:
- Assess your interests and strengths and find ways to build on them.
- Understand the situation and the possibilities at hand.
- Increase your confidence in dealing with others.
- Develop and implement simple, practical strategies to further your interests.
About the Author
Steven P. Cohen's careers in government and politics, in real estate development and management, and as a negotiation consultant for many of the largest businesses in the world have given him ample opportunity to hone both his own negotiating skills and those of his clients and students. In addition to his private sector consulting, he has been a professor at Groupe HEC (Paris) and Brandeis University's International Business School (Boston), as well as a visiting professor at other business schools in the United States and several European countries.
In this Book
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The Practical Negotiator—How to Argue Your Point, Plead Your Case, and Prevail in Any Situation
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Preface
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Introduction
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The Basics—Some Guidelines and Strategies
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All in the Family
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It’s Not Personal; it’s Business
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Friends, Neighbors, and Other Strangers
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Whose Money Is It Anyway? Spending Habits, Credit, and Debt
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Negotiating Purchases, Sales, and Services
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Negotiating Across a Divide: Culture, Gender, and Other Factors
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Legal Issues, Disputes, and Deadlocks
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The Worst of the Worst: Sticky Situations, Problem People, and Nasty Negotiators
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Epilogue
