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by Herb Cohen
Premium summary · Opens in the app · 30 min read
Herb Cohen spent more than three decades negotiating in situations where the stakes ranged from millions of dollars to human lives. He sat across tables from corporate executives during hostile takeovers, worked through the NFL players' strike, participated in arms control discussions with the Soviet Union, and advised government agencies on hostage situations. Yet his most important insight is surprisingly simple: negotiation is not a specialized skill for high-stakes professionals. It is the f
**By Herb Cohen**
*Estimated Reading Time: 48 minutes*
**What You'll Learn**
The art of negotiation is not reserved for diplomats, lawyers, or business executives. It is the hidden architecture of daily life. This condensed edition of Herb Cohen's classic work reveals how perception shapes power, why caring less can help you gain more, and how style often matters more than substance. You will learn to recognize leverage where others see none, to use time as a weapon rather than a vulnerability, and to approach every interaction with the strategic mindset of a master negotiator.
**Who This Book Is For**
This book is for anyone who has ever felt outmatched at a car dealership, underprepared in a salary conversation, or uncertain when navigating a family disagreement. It is for professionals who want to sharpen their deal-making instincts and for individuals who suspect that life itself is one long negotiation. If you have ever walked away from a conversation wishing you had said something different, this book will change how you approach the next one.
Herb Cohen spent more than three decades negotiating in situations where the stakes ranged from millions of dollars to human lives. He sat across tables from corporate executives during hostile takeovers, worked through the NFL players' strike, participated in arms control discussions with the Soviet Union, and advised government agencies on hostage situations. Yet his most important insight is surprisingly simple: negotiation is not a specialized skill for high-stakes professionals. It is the fundamental activity of human interaction. Every conversation involves an exchange. Every relationship contains an implicit bargain. Every decision about where to eat dinner, what to pay for a house, how to structure a workday, or how to resolve a conflict with a partner involves negotiation. Most people simply do not realize they are doing it. The problem is that most people approach negotiation with anxiety rather than strategy. They see it as a confrontation to be avoided or a battle to be won. They believe that good negotiators are born with natural charm or aggressive personalities. They assume that some things are simply non-negotiable and accept unfavorable terms because they do not recognize their own leverage. Cohen's career proved otherwise. He found that the most effective negotiators were not necessarily the smartest, the wealthiest, or the most powerful. They were the ones who understood a few fundamental principles about human nature and applied them consistently. They understood that negotiation is a game of perception. They knew how to balance caring with detachment. They recognized that style shapes outcomes more than substance. They gathered information strategically and used time as a tool. They cultivated options and alternatives. They persisted while remaining flexible. This book exists…
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Get the complete summary in the appNegotiation is a game of perception. What they believe about you matters more than what you actually have.
Care, but not that much. Detached involvement leads to better decisions and more leverage.
Style matters more than substance. People agree with those they like and respect.
Information is power. Gather strategically and share selectively.
Time pressure moves negotiations. Conceal your deadlines and create pressure on the other side.
Options equal power. Develop alternatives before you negotiate.
"Negotiate This!" is a strong fit if you want practical ideas around business, self help, psychology, especially themes like negotiation is a game of perception. what they believe about you matters more than what you actually have; care, but not that much. detached involvement leads to better decisions and more leverage. The MinuteRead summary distills these concepts into a focused read, whether you're deciding whether to buy the book or applying its lessons at work.
Herb Cohen is a renowned negotiator with over three decades of experience in high-profile cases, including hostile takeovers and hostage situations. He has worked with various organizations, from corporations to government agencies. Cohen has been involved in significant negotiations like the NFL players' strike and arms control talks with the Soviet Union. He began teaching negotiation formally in 1963 and is credited with popularizing terms like "Win-Win" and "Win-Lose." Cohen has authored bes…
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