Canonical · Negotiation & Persuasion · Book

You Can Negotiate Anything

Herb Cohen · 1980

"Every negotiation, no matter how it's dressed up, runs on just three variables — power, time, and information — and whoever understands them best usually wins, regardless of who seems to hold the stronger position."

The idea

Herb Cohen negotiated hostage releases for the U.S. government and once said he treated every deal, personal or geopolitical, the same way — as a game with three moving parts he could learn to read.

Why it works

The takeaway — recall it first

Start with No

"Chasing agreement makes you weak — a negotiator who needs a 'yes' has already given up leverage, while one who invites 'no' keeps the decision, and the deal, fully in the other side's honest control."

Jim Camp · BookContinue→