The Win-Win Negotiating Strategy
Here with and wisdom, herb will reveal his own conceptual canopy-a step-by-step approach for establishing and maintaining mutually satisfying long-term relationships. Emphasizing the importance of Style (manner and means) over Substance (terms and conditions), and by use of recognizable anecdotes and examples, you will learn how to transform an opponent into a genuine partner. Cohen covers the "nuts and bolts" of building optimal relationships: opening with commonality, saving zero-sum issues for last, obtaining reciprocity, gaining investment, and the necessary closing criteria.
