Negotiate This! By Caring, but Not T-H-A-T Much

ISBN-10: 0446696447
ISBN-13: 9780446696449
Edition: 2006
Authors: Herb Cohen
List price: $16.00 Buy it from $3.00
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Description: - Herb Cohen is the author of the bestselling classic You can Negotiate Anything (Bantam, 1970), which was on the New York Times bestseller list for over nine months and was translated into 21 languages. - The author will be featured on a  More...

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Book details

List price: $16.00
Copyright year: 2006
Publisher: Grand Central Publishing
Publication date: 1/6/2006
Binding: Paperback
Pages: 400
Size: 6.25" wide x 9.25" long x 1.25" tall
Weight: 1.166
Language: English

- Herb Cohen is the author of the bestselling classic You can Negotiate Anything (Bantam, 1970), which was on the New York Times bestseller list for over nine months and was translated into 21 languages. - The author will be featured on a nationally-aired PBS pledge show that is timed to tie in with the publication of Negotiate This! - Herb Cohen has offered his negotiating skills to help a wide variety of conflicts in business, sports, politics, and other areas, and has been involved with a variety of headline issues, from the Iran hostage crisis to helping resolve the National Football League strike. He has also served as a consultant on the Middle East to several U.S. presidents. - Herb Cohen has been a practicing negotiator for the past four decades. He is constantly in demand as a public speaker on the art of negotiation and speaks to major corporations throughout the world. He has been a guest on the Tonight Show, Good Morning America, Nightline, and Larry King Live (a childhood pal and still best friend), and dozens more radio and television programs.

Acknowledgments
The Joy of Detached Involvement
A Gaming Mechanism
Voluntary Decision Making
An Other Worldly Undertaking
New Communication Approaches
Applying Conscious Inattention
Salvation by Negotiation
An Ageless Phenomenon
Familiarity Breeds Children
Getting Framed
Speed Kills
"Whahdja Say?"
Lend Me a Hand
Attuned to the Music
Abracadabra
A Hollywood Exegesis
An Attention Grabber
Axioms from Above
Bargaining with a Bastard
The Road Less Traveled
Negotiating with the Almighty
Playing the Game
Style Supersedes Substance
The Way of the Gipper
An Outsider's View
Less Is More
All's Right with the World
Equality-Valued or Tainted?
The Optimum Style
A Mixed-Motive Game
Labeling Is Disabling
Dial M for Money
It Ain't Necessarily So
When You're Up to Your Neck in Alligators, It's Easy to Forget That Your Original Objective Was to Drain the Swamp
Say Cheese
Believing Is Seeing
A Dynamic of Dual Desires
A Problem-Solving Process
Can't Anybody Here Play This Game
A Bargaining Formula
Setting Objectives
Making How Concessions
Open with Commonality
The Titanic Principle
The Ping-Pong Table Theory of Life
Broadening the Gauge
The Vail Condo
Make 'Em Work
You Owe Me an Apology
Closing the Deal
The Perceptual TIP
Perception Is Reality
The Personal Pimple Principle
Time and Timing
The Deadline Rule
Deadlines Precipitate Action
Inducing Concession Making
Deadlines Are Not Always Draconian
The Other Side Always Has a Deadline
Where Deadlines Are Not Equivalent
Where Deadlines Appear Identical
Patience Generally Pays
Remain Calm and Cool Under Fire
Information
Don't Wait for the Starter's Gun
Mapping Prior to the Formal Event
The Blessing of Giving
The Satisfaction Prescription
Expecting Little Diminishes Disappointment
Delusions About Dissatisfaction
Getting Information
Barriers to Obtaining Information
The Procuring Principles
Power
Defining Power
Perceiving May Be Deceiving
Power-Neutral and Often Neglected
You Gotta Believe
Sources of Power
Competition-Options
Legitimacy
Risking
Commitment
Persuasive Capacity
A Gaming Attitude
Expertise
Knowledge of Needs
Investment
Rewarding or Punishing
Identification
Morality
Precedent
Persistence
A Concluding Point About Power
Negotiating This ... And That
Terrorism-A Negotiation by Violent Means
Raising Children
The Game of Life
The Balance of Caring, but Not T-h-a-t Much
The Force Is Within You
Differentiate Yourself
Celebrate Each Day
Carter Went Against All Logic in Ruling Out Hostage "Expert," by Jack Anderson
The Mishandling of the Iranian Hostage Crisis
The Reality of Adversarial Negotiations
The Scourge of International Terrorism: Its Threat to America
Terrorism and the Media
Bibliography
Index

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