The Practical Negotiator: How to Argue Your Point, Plead Your Case, and Prevail in Any Situation

Overview

John F. Kennedy famously said, "Let us never negotiate out of fear, but let us never fear to negotiate." Everyone needs to reach agreement with others, but many people are overly fearful of what they think is a complex process.

In The Practical Negotiator, Cohen demystifies negotiation, offering common-sense approaches anyone can use no matter what the issue.

In more than ...

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The Practical Negotiator: How to Argue Your Point, Plead Your Case, and Prevail in Any Situation

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Overview

John F. Kennedy famously said, "Let us never negotiate out of fear, but let us never fear to negotiate." Everyone needs to reach agreement with others, but many people are overly fearful of what they think is a complex process.

In The Practical Negotiator, Cohen demystifies negotiation, offering common-sense approaches anyone can use no matter what the issue.

In more than two decades as a negotiator and trainer, Steven has worked with people and businesses in more than 85 countries. That experience taught him that, fundamentally, people everywhere face similar problems—on the job, as consumers, as neighbors, and with family and friends.

The Practical Negotiator provides a broad range of real-life negotiating problems faced by people in dozens of countries from every continent (except Antarctica). Each question was submitted by a real person looking for advice. The book's down-to-earth approach, written in highly accessible language, will empower you to:

  • Assess your interests and strengths and find ways to build on them
  • Understand the situation and the possibilities at hand
  • Increase your confidence in dealing with others
  • Develop and implement simple, practical strategies to further your interests
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Product Details

  • ISBN-13: 9781601632999
  • Publisher: Career Press, Incorporated
  • Publication date: 10/21/2013
  • Pages: 224
  • Sales rank: 979,061
  • Product dimensions: 5.90 (w) x 8.90 (h) x 0.60 (d)

Meet the Author


Steven P. Cohen's careers in government and politics, in real estate development and management, and as a negotiation consultant for many of the largest businesses in the world have given him ample opportunity to hone both his own negotiating skills and those of his clients and students. In addition to his private sector consulting, he has been a professor at Groupe HEC (Paris) and Brandeis University's International Business School (Boston), as well as a visiting professor at other business schools in the United States and several European countries.
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