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You Can Negotiate Anything: The World's Best Negotiator Tells You How To Get What You Want [Anglais] [Poche]

Herb Cohen
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Détails sur le produit

  • Poche: 256 pages
  • Editeur : Bantam; Édition : Reissue (1 décembre 1982)
  • Langue : Anglais
  • ISBN-10: 0553281097
  • ISBN-13: 978-0553281095
  • Dimensions du produit: 17,3 x 10,4 x 2,5 cm
  • Moyenne des commentaires client : 2.0 étoiles sur 5  Voir tous les commentaires (1 commentaire client)
  • Classement des meilleures ventes d'Amazon: 15.578 en Livres anglais et étrangers (Voir les 100 premiers en Livres anglais et étrangers)
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Commentaires client les plus utiles
2.0 étoiles sur 5 deçue 22 mai 2013
Par NMZ
Format:CD|Achat vérifié
Version abrégée (2h) malgré ce qui est ecrit sur amazon
Pas grand chose de neuf sur le sujet à part peut etre quelques exemples.
je recommande plutôt Roger Dawson "secrets of power negotiating" bien mieux et plus complet.
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Amazon.com: 4.4 étoiles sur 5  102 commentaires
43 internautes sur 44 ont trouvé ce commentaire utile 
4.0 étoiles sur 5 Lots of good info here. 21 septembre 2005
Par David J. Serra - Publié sur Amazon.com
Format:CD|Achat vérifié
On the fist of the three CDs, Herb covers how Power and Time can affect a negotiation. And how to use these tools to affect other people's behavior during a negotiation.

Listed below is a summarization of the first 8 "Power" perspectives that Herb outlines in his audio book. I only provide brief descriptions.

1. The "power" of Competition - Creating competition for what you have (money, something you are selling, or even an idea) and what you have goes up in value. Don't devalue what you have by telling the other party that no one else is interested in it. Emphasize how others are interested in what you have.
2. The "power" of Options - Always have options before entering a negotiation. By researching and obtaining many or even a few options, you will be more confident during your negotiation. The other side will sense this and will probably become more flexible.
3. The "power" of Legitimacy - The power of written words. Most people have a perception that what is written in books or signs are to be taken as fact. Promote written words (show car dealers adds of a cheaper deal on the same car, etc...) with the understand that written words can be challenged. And you should also challenge written words when it serves you.
4. The "power" of Risk Taking - Take calculated risks. If you don't, the other side might and will have an advantage. (not much else to say there).
5. The "power" of Commitment - Getting others to take a piece of the action. When you have a partner or more in your endeavor, there are now more people share in the stress (thus yours goes down) and in the negotiation process.
6. The "power" of Expertise - Establish your credentials up front as an expert in a particular area (and if you are not an expert in the particular area, gather as much knowledge as you can before the negotiation) and your opinions may not even be challenged.
7. The "power" of Knowledge of Needs - Understanding what the other side's needs really are. What the other says they need to make the deal is not necessarily the minimum of what they Really need.
8. The "power" of Investment - Getting the other side to invest lots of time and effort before discussing what really matters to you, (ie. price or interest rate, etc...) Save it until the end of the negotiation if possible. This has the other side extending more of a commitment of time to you and if the deal fall through, they have to start all over again.

There are a few things about this audio book that I did not like:

Most of the tactics Herb discusses are to be used when negotiating with an adversary (car salesman, Boss, etc...) Trying these tactics with someone you are closer with (wife, husband, friends, relatives, etc) will cause rifts and could deteriorate your relationship with that person.

Herb often confuses the point of affecting peoples behavior and controlling them. The issue that I take with this is that if you go into the negotiation with the intention of controlling another, you could find yourself coming up short on results and gaining much frustration, especially if the other side perceives that you are being manipulative and dishonest.

Overall, its a good audio book. I suggest keeping a critical but open mind when listening so you can get the good stuff and filter out any negatives you may find.
.
62 internautes sur 68 ont trouvé ce commentaire utile 
5.0 étoiles sur 5 Best Book on Negotiation Ever. Period! 6 mai 2004
Par Terry Mangum - Publié sur Amazon.com
Format:Poche
I am back reordering this book to hand out to some new employees and I saw the previous review, which slammed this book. Had it been a Ken Blanchard book, I probably would have moved me (and my cheese) over to the purchase area and forgotten it. However, this book, "You Can Negotiate...." is one of the most influential books I have ever read, with lessons that I use daily in running a 100 mil plus division of a Fortune 1000 company.
Bottom line is that this book is the best negotiation book I have ever read. ( And I've read a lot of them... not to mention way too many seminars)
Mr. Cohen is entertaining and reveals the common elements of all negotiation, whether it is in business or your personal life.
Read it, enjoy it, and learn. It's a classic.
Terry
41 internautes sur 46 ont trouvé ce commentaire utile 
5.0 étoiles sur 5 Life hasn't been the same since I put this book down 16 mars 2001
Par Rick Oliver - Publié sur Amazon.com
Format:Poche
This is one of the best business books I have ever read. It has given me invaluable insight to the art of making the deal. Herb Cohen gives you the rules of the playground in laymans terms like no other educational book I've read before (and I've read alot of them).
This isn't by any means a touchy-feely, seven-habits, win-friends, golden rule kind of book. It's a frank writing by a serious negotiator qualified by a long list of impressive accomplishments. Cohen uses real-life scenarios from a teenager negotiating with his parents to a street vendor in Mexico City ripping our author off quite well.
If you hate sleazy salespeople, buying a new car or haggling over prices, read this book. It will give you great insight on getting what you want.
13 internautes sur 14 ont trouvé ce commentaire utile 
5.0 étoiles sur 5 Tips not techniques.. but this are the tips the techniques do not teach us 4 juillet 2006
Par Humberto Mejia - Publié sur Amazon.com
Format:CD
My profile Sales Engineer 42 yo-

First I want to state that it is my belief that you cannot be a reductionist on negotiation by saying this is THE book and so on.. I think you have to go through techniques that you find in getting to Yes and even better, Getting past No.. yet, you need the tricks of the trades and Mr. Cohen is a master and well seasoned in the avenues of negotiation... just as you would not be succesfull in sales by using tricks-and-traps (you need also a method), I agree with the reviewer that expressed of this book as "listenting to you uncle giving you warm advice".

I was curious by the reviewer that said thet were "racist" comments on the muslims... I did not see this, in fact, he explains the "Soviet negotiation method" very well (the North Koreans are also masters at this) and he says not to focus on this toward an ethnic, group or nationalistic sense.. He does caution about assuming that when facing extreme opposing cultures..do not assume they have the same value priorities.. and he is right on that.
10 internautes sur 11 ont trouvé ce commentaire utile 
5.0 étoiles sur 5 Delightful and Impressive Book 19 janvier 2007
Par Elijah Chingosho - Publié sur Amazon.com
Format:Broché
I absolutely loved this book. It is humorous and informative. The author took time to explain things in layman's terms without "dumping it down". I was delighted and impressed by the numerous practical examples the author gave which illustrated the vast opportunities that are available to achieve effective negotiations.

The book really gives a great launching point for those who wish to carry out successful win-win negotiations in every facet of their lives, be it at home, with suppliers, at your favourite shop or at work. I love the tone that the book is written in and how it is easy to read, understand and follow, making a lot of sense.

I now know how information, time pressures and perceived power can be effectively employed in successful negotiations. I also now know that if I want to persuade people, I need to show the immediate relevance and value of what I am presenting in terms of meeting their needs and desires. The lesson that collaborative negotiations lies in finding what the other side really wants and showing them the way to get it, while I get what I want was particularly salutary.

I recommend the book to anyone interested in successful and fruitful negotiations.
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