You Can Negotiate Anything

Résumé du livre

Herb Cohen has been a negotiator for over four decades, covering a wide range of situations from corporate mergers to international disarmament contracts and hostage negotiations. He has taught negotiation skills at many prestigious institutions, including the FBI, CIA and Harvard University. His analyses and insights have made him a subject of articles in diverse publications such as The New Yorker, The Economist, TIME magazine and Rolling Stone.

Negotiation relies on various sources of power, from tangible authority, like a supervisor’s ability to assign tasks, to subtler forms, such as leveraging alternatives or expertise. Success depends on how power is perceived and strategically applied. Encouraging the other party to invest time and effort can make them more open to concessions, but staying unified with your team is crucial to avoid being outmaneuvered. Preparation, including understanding your counterpart’s needs and constraints, is vital, as is managing the flow of information to maintain an advantage. While some negotiators adopt aggressive, zero-sum tactics, true success lies in identifying and harmonizing underlying needs for win-win outcomes, which require trust and collaboration. Deadlines also play a critical role, often driving progress as they approach, but they should be navigated thoughtfully to avoid unnecessary pressure while exploiting the urgency of others.

Pour lire le reste du livre, téléchargez Bitely