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

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

by Steven Cohen

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Overview

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


There's an Inner Negotiator in Everyone; The Practical Negotiator Helps You Find It.

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.

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 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.

  • Product Details

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

    About 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.

    Table of Contents

    Preface 11

    Introduction 13

    Chapter 1 The Basics: Some Guidelines and Strategies 17

    Chapter 2 All in the Family 37

    Chapter 3 It's Not Personal; It's Business 69

    Chapter 4 Friends, Neighbors, and Other Strangers 103

    Chapter 5 Whose Money Is It Anyway? Spending Habits, Credit, and Debt 125

    Chapter 6 Negotiating Purchases, Sales, and Services 135

    Chapter 7 Negotiating Across a Divide: Culture, Gender, and Other Factors 155

    Chapter 8 Legal Issues, Disputes, and Deadlocks 179

    Chapter 9 The Worst of the Worst: Sticky Situations, Problem People, and Nasty Negotiators 199

    Epilogue 217

    Index 219

    About the Author 223

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