Not half the book it should be
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We're all used to the American-style self-help/management books written by somebody who has little understanding of their subject matter but has sealed a nice book contract on the strength of having talked up their experience to the publisher. Most of them start, "I was once at a dinner party once with , and he said to me, he said, 'Bob, let me tell you something which will change your life'..." Most of the authors claim to have run General Motors at some point. Their books are pretentious, yet largely valueless. If this is your experience of management books then you won't be disappointed with this one. "You Can Negotiate Anything" is stuffed full of vague, unhelpful tips with little or no reference to real-world situations. Although I don't doubt Cohen's experience, he seems to have proven the theory (was it from "Think And Grow Rich"?) that people may know how to do something successfully, but don't necessarily know what it is that they're doing right - the overall impression is that the book could have been written equally well by a jobless student skiving out of a psychology lecture. At best it may help you negotiate £10 off your next fridge freezer. I doubt it would help you negotiate in a business situation. (To be fair, it may redeem itself in the last chapter, but I gave up around page 215 and went and did something more useful instead.) If you're still keen to purchase, you can buy my copy.
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We All need to negotiate ALL of the time
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This book is about negotiation as an integral part of successful human conduct. Mr. Cohen is not only a negotiator by profession, but also by obsession. There are Many helpful hints in this books; for example the Three Crucial variables (Power, Time and Information) and also the 14 applications of power. This book is easy to read and full of real life anecdotes about real negotiations that range from a kid who "successfuly" negotiates with his parents , to shop bargaining and to complex international negotiations as between the US and former USSR. This book will be helpful to all people from all walks of life; negotiation is a part of everybody's life.
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Great book, however be careful when applying your skills.
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I read this book while attempting to negotiate a contracting raise. While I accept everything that was said, I have a serious dilemma about its title. It is one thing to negotiate the price of a refrigerator and another thing to negotiate one's salary, even though I took Cohen's advice, "Care, but don't care that much." Employers might not negotiate with you if you come off holding too many aces, even if they need your skills and value your contribution. Employers want to feel as if they are in charge and will often prefer a weaker candidate who is manageable. It is funny how lawyers or marketeers do not suffer from this problem. Even the least qualified ones have high expectations. The hard part of negotiating is getting someone to accept you as an equal, even when you have the credentials to back it up. There is an art and relationship (repoire) behind negotiation, and a mere study of this book is not going to let you negotiate anything you want.
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The Book is a Classic
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As made evident by the foregoing reviews (except for the German fellow), this book is a stand-out in its genre. Cohen is insightful, his writing is clear, and his anectodes both helpful and funny. I first read this book about 20 years ago, and was amazed then and still am. This is one of the few books that I can re-read and still enjoy and learn from. By the way, I have sampled most of the other negotiation books and, although at times useful, they just don't compare. And, the suggestion that Cohen has borrowed from others is absurd. This guy has a style all his own. The notion that he took from those other authors is like suggesting that Steven Spielberg borrowed from Hogan's Heros when creating Schindler's List.
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A Classic; Easy to Understand; Insightful.
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I've been through most of the literature on negotiation. This is the standout. The book is easy to understand without being overly simplistic. It is grounded in the real world, rather than lofty academic principles. And, most notably, it is a hoot to read -- at time hysterically funny.
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