Negotiate This!: By Caring, But Not T-H-A-T Much（像这样谈判）

Why has it taken master negotiator Cohen more than two decades to produce a sequel to You Can Negotiate Anything ? Perhaps the accumulation of additional clarifying experience, as his angle this time is detached involvement or conscious inattention. Or, because many of his original fan club have matured, he has geared this book to a new, younger audience of business people. No matter the motivation, Cohen as always gives good advice, picking examples as unrelated as Moses' negotiations with the Almighty to Jackie Gleason's landmark deal with then-CBS head William Paley. The lessons are many: Successful persuaders are optimistic, regular guys, and employ self-deprecating humor. Remember to differentiate yourself--and enjoy every day. Negotiation is a problem-solving process. Expect at least one gem every few pages, along with a lot of great stories. Just say yes to an avalanche of reader requests. Barbara Jacobs
　　Copyright © American Library Association. All rights reserved --This text refers to an out of print or unavailable edition of this title.

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With his extensive negotiating experience and unique presentation style, Herb Cohen is internationally renowned as someone who can quickly grasp 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 relationships. As Herb says, Negotiation is the game of life.

Herb and Ellen have been married for over 40 years. Their children are Sharon, with the U.S. Attorney's Office in the Southern District of New York, Steve, formerly with the same office but now a partner in a New York Law Firm and Rich, who is the author of Tough Jews, The Avengers and Lake Effect. Thus far, the Cohen's have seven grandchildren and another on the way. Herb's secret passion is planting trees, from Glencoe, Illinois to Austerlitz, New York.

Acknowledgments xiii
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 Conscious 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 Forget 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 Concessions
　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 'Era Work
……
Chapter VII. Time and Timing
Chapter VIII. Information
Chapter X. Sources of Power
Chapter XI.Negotiating This……And That
Chapter XII. The Game of Life
Bibliography
Index