Customers say
Customers find the book provides valuable lessons on negotiating and appreciate its entertaining and humorous approach. The book includes plenty of stories, and customers value its interpersonal skills, with one review noting how it helps maintain relationships during interactions. However, the content receives mixed feedback, with several customers describing it as extremely dated.
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A quick rundown of this product’s key features:
Over one million copies sold and nine months on the New York Times bestseller list!
For readers of the bestsellers Atomic Habits and Never Split the Difference–this bestselling classic will teach you to hone your intuition to effectively communicate and negotiate…making sure you win every time. These groundbreaking methods will yield remarkable results!
YES, YOU CAN WIN!
Master negotiator Herb Cohen has been successfully negotiating everything from insurance claims to hostage releases to his own son’s hair length and hundreds of other matters for over five decades. Ever since coining the term “win-win” in 1963, he has been teaching people the world over how to get what they want in any situation. In clear, accessible steps, he reveals how anyone can use the three crucial variables of Power, Time, and Information to always reach a win-win negotiation.
No matter who you’re dealing with, Cohen shows how every encounter is a negotiation that matters. With the tools and skill sets he has devised, honed, and perfected over countless negotiations, the power of getting what you deserve is now a practical necessity you can fully master.
“Flawlessly organized.”
–Kirkus Reviews
Our Top Reviews
Reviewer: Ricardo Mio
Rating: 5.0 out of 5 stars
Title: A Brilliant and Achievable Method of Reaching Your Life’s Goals
Review: A friend of mine, once walked into a tire store, and said he needed a set of new tires for his Lincoln Continental. And then told the salesman exactly what he would pay, which was well below the advertised price. To his surprise, the salesman said no, and refused to negotiate. Stunned, my friend, left the store without the tires. He thought: no tire salesman would ever turn his back on a surefire sale. And yet, that is exactly what happened.Obviously, my friend had not read “You Can Negotiate Anything”. Had he done so, he would have known that he would have to spend time talking with the salesman, getting to know him, before announcing what he was willing to pay. By walking in off the street cold turkey, and asking for a sweetheart deal, rarely works. My friend likely would have gotten what he wanted, at the price he was willing to pay, had he taken the time to get to know the salesman, and for the salesman to get to know him, to see him as a fellow human in need of help. This takes time, of course, and that’s the point. Investing your time, and that of the salesman’s, leads to agreement. The idea is to achieve something beneficial to both parties, rather than to your’s alone.That, in a nutshell, is the secret of negotiations: you must personalize the relationships first; by acting in a sincere and friendly way. Do that, and the world will see your humanity, and be more inclined to help you.Cohen’s short book (255 pages) is full of real life examples, as well as a number of steps that lead to closure that is satisfying to both parties.One of Cohen’s most compelling examples is that of teenage girl whose diary brought home to the world the horror of World War II.Writes Cohen: “When the Second World War was over, we learned the statistical magnitude of the atrocities committed against humankind. We could not fathom the absolutes evil perpetrated by the Nazis and their countless millions of silent and passive accomplices. For the average person, the numbers were incomprehensible.’More than anything else, it was the writings of a teenage Jewish girl that helped people understand some of the horror that had taken place. While hiding from the Nazis, she wrote a vivid and tender account of her experience. Her words expressed her innocence, optimism, and humanity that produced an emotional impact. This was, of course “Anne Frank: Diary of a Young Girl”, published in 1947 and later made into a play and a film that affected the world.”Accordingly, to maximize your impact as a negotiator–no matter whom you are dealing with–you must personalize both yourself and the situation.”I originally read this book some 30 years ago while in the midst of changing the retail culture of a $4 Billion company, from one of adversarial selling tactics to one of counselor selling effectiveness. It took some time, but the company did indeed change; the results were increased sales, fewer customer complaints, and a happier and more content sales force.Bottom line: no matter your line of work, Cohen’s ideas will enhance your effectiveness, and your personal happiness, and you’ll probably live longer, too.
Reviewer: Chris Dobyns
Rating: 5.0 out of 5 stars
Title: You Can Negotiate Anything
Review: This is a very good book on negotiating that I purchased, or had given to me about 30 years ago. It’s sufficiently short in length, but long on fundamentals, that you could quite literally read (and learn) the key points in a single day. I’ve always liked the mix of the emphasis both on the win-win perspective of negotiating vs. the just “I’ve got to win” angle, as well as the use of some light-handed psychology that helps shape the expectations of your opposite negotiating party, and so that the transaction evolves to something that both parties can live with (since nobody should always get everything they want – or at least not in the real world).The book proved it’s worth for me on at least 2-3 practical occasions in the past (2 car-buying and one house-buying experiences). In some regards those transactions and the negotiations, which I (and most people I suspect) usually dread – were actually kind of enjoyable. The key is to never put yourself in the position of having to close the deal (on whatever) right then. Time urgency-driven need will kill you, because you always have to be willing to walk away from a deal, and have the attitude that this is not the last car or the last house on the face of the planet. This isn’t always easy when you’re in partnership with a desparately pleading spouse who isn’t helping much with statements of “this house is perfect”, “we’ve got to have this house”, and “we can’t let this one get away no matter what” – right in front of the seller, the seller’s real estate agent and your real estate agent. Because at that point you should pretty much realize you’ve surrendered virtually any negotiating leverage you might have had.I’ve got my employees at work now reading this book, because I find that for some of our employees negotiating appears to have become a totally lost art. When they’re all fully “read-in” on the book, I plan on trying to develop a negotiating “primer” for our organization’s recruiters – because I believe their current understanding of negotiating with job candidates on the issue of salary, is limited to: would you like a little more or a lot more?!?! Whether purchased New or Used, this book is a timeless winner, with practical value for everyone – buy it.
Reviewer: Fab
Rating: 5.0 out of 5 stars
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Review: Una di quelle poche letture da tenere sempre sulla scrivania in ufficio. Altamente consigliato! Ci sono anche altri lirbi di Cohen ai quali vi consiglio di guardare.
Reviewer: JOAO CARLOS GONCALVES
Rating: 5.0 out of 5 stars
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Review: This book worked for me as an emotial intelligence course. Common sense really but so many times forgotten. Nowadays the investment of our time in others is so reduced that the level of tension in human relationships has never been so high. This book helps me to remember how important is the human touch for your own inner satisfaction and happiness.
Reviewer: Amar Sohi
Rating: 5.0 out of 5 stars
Title:
Review: Highly recommended
Reviewer: peter edwards
Rating: 5.0 out of 5 stars
Title:
Review: A1
Reviewer: gaditano
Rating: 5.0 out of 5 stars
Title:
Review: この本に出会ったのは、あのアメリカメディア会の帝王ラリー・キングの‘How to talk to anyone, anytime,anywhere’の中でラリーのブルックリン少年時代の悪がき仲間として著者のコーエン氏が紹介されていたからでした。コーエンは多くのPrivate companyや政府外交の交渉役として長年その辣腕を振るってきましたが、少年時代からその才能は人並みはずれたものだったようです。 ラリーの本の中のエピソードで、ラリーとコーエンはお小遣いほしさに、引っ越した友達を死んだことにして友人たちからお葬式の花代を巻き上げたそうです。学校もそれを信じてしまい、その友人の名を冠したScholorship Award を作ってしまいます。そしてこの出来事は、ひょいと死んだはずの友人が学校に現れてばれてしまい、担任の先生から放校を言い渡されます。しかし、コーエン氏が担任に「もし僕らが放校になったら、教育委員会の諮問委員会で、確認の電話のひとつもせずに１３歳の少年の話を鵜呑みにした先生の立場があやういのでは？」と交渉し、無罪放免でこの状況を切り抜けたそうです。 この本にも、交渉のロジックだけでなく、著者のエピソードとその状況で繰り出す「なるほど」とうなってしまうようなテクニックが多く記されています。また著者いわく、「交渉できないものはない、それを妨げているのは常識だ」と述べ、ディスカウントストアでも交渉する著者の姿はほほえましくもあります。また、冷戦時代のソビエトとの外交官との交渉のエピソードも面白く読むことが出来ました。 いろいろな交渉術がかかれていますが、それらの黄金率は「相手の欲求を読み、お互いが満足し勝者になる態度で交渉に臨め」ということのようです。
Price effective as of Apr 13, 2025 01:59:05 UTC
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