As a master negotiator for more than three decades, Herb Cohen is "the guy the pros go to." Here with wit and wisdom, Herb reveals his conceptual canopy-a step-by-step approach for establishing and maintaining mutually satisfying long-term relationships. Emphasizing the importance of style (manner and means) over substance (terms and conditions), and using recognizable anecdotes and examples, you will learn how to transform an opponent into a genuine partner. Herb covers the "nuts and bolts" of building optimal relationships: opening with commonality, saving zero-sum issues for last, obtaining reciprocity, gaining investment, and the necessary closing criteria. Learn what is most important in the bargaining process and how to win-or compromise-with the most effective strategies ever conceived.
