You Can Negotiate Anything
by Herb Cohen
The 1980 bestseller: power, time and information as the three variables, with stories from refrigerators to hostage talks. Folksy, dated in examples and still correct about the fundamentals.
Read it if…
you want the old-school classic.
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Skip it if…
you want modern research.
Try instead: Pitch Anything →
Three things you will actually use
- Power, time, information.
- The side with the deadline loses.
- Care, but not that much.
Do this first
Read the section on deadlines and notice who has one.
Our verdict
The old-school classic.
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