Steven Cohen

Practical Negotiator

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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 neighbours and with family and friends. THE PRACTICAL NEGOTIATOR provides a broad range of actual 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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