You Can Negotiate Anything
The authors aim was not to produce a scholarly report but rather a pratical guide. As a result, we have a book full of examples and real life situations. No footnotes or additional reference material in this book.
Cohens belief that negotiation is a way of life comes across very forcefully at the start of the book. He begins by telling the reader that the world is a giant negotiating table and everyone is a participant. So the first three chapters are entirely devoted to convincing the reader about the importance of negotiation.
The next portion of the book deals with three variables: power, time and information. And each of the variables are dealt with in great detail. In case you think that all these points are totally abstract, not so.
For example, where the time factor is concerned, the reader is given to understand that negotiation is not an event but a process which is very much in favour of the person who does not reveal what his deadline is. So time can favour either side depending on the circumstances. Since crucial decisions and settlements occur at or even beyond the dealine, the reader is advised to be patient. And in some cases even analyse the deadlines to see what the situation could be if one pushes the deadline.
May appear theoretical but since it has substantial real life examples backing it up, it does make interesting reading.
Then we have styles of negotiating which forms the bulk of the book before ending with a section on Negotiating anything, any place.
CUEING IN
If life is a game, negotiation is a way of life. If you want to succeed, you must try to comprehend the game in its entirety. You may negotiate with customers or clients, bankers, vendors, suppliers or governmental organisations. You may negotiate for a larger budget, more office space, greater autonomy, time off from work or a geographical transfer. The point Im making is that you negotiate more often than you realize. Therefore you should learn to do it well. You can learn to be effective - and thus enhance the quality of your life - on and off the job.