YOU CAN NEGOTIATE ANYTHING

Key Concepts of You Can Negotiate Anything
Cohen breaks down negotiation into three critical variables: Information, Time, and Power, offering practical tactics you can apply immediately.

• Everything Is Negotiable: The fundamental premise is that you can influence nearly any situation. The biggest obstacle is often the belief that something is fixed or non-negotiable. Cohen urges readers to adopt the mindset that if they don't ask, the answer is always no.
• The Three Crucial Variables (Power, Time, Information):
• Power: Power is perception. It's not about hierarchy or title; it's about perceived ability to influence. Cohen teaches how to project confidence and leverage available resources.
• Time: The party with the least amount of time pressure typically holds the advantage. He provides strategies for concealing deadlines and using time as an ally.
• Information: The more information you have about the other side's needs, pressures, and constraints, the better your position. Preparation and research are paramount.

• The Power of Asking for More: Cohen encourages making demands that exceed initial expectations. This sets a higher anchor point in the negotiation, providing room to compromise while still achieving a great result.
• The "Feel, Felt, Found" Technique: To counter objections and build rapport, a classic human-relations technique is suggested: "I understand how you feel, others have felt the same way, but they found that [your solution] provides a great result." This validates their emotions while redirecting them toward your solution.
• The "Nibble" Tactic: This common tactic involves asking for small, minor concessions after the main deal has seemingly been struck (e.g., "Since we've agreed, can you throw in free delivery?"). Cohen shows how to anticipate and counter these small demands.
• The Importance of "Win-Win" Outcomes (While Still Getting What You Want): While advocating for assertive negotiation, Cohen emphasizes finding mutually acceptable solutions that maintain relationships and ensure compliance. The goal is to get what you want while making the other side feel they got a fair shake.
   

By applying Cohen’s robust and flexible principles, you can transform your interactions and ensure you rarely leave anything valuable on the table again. You can master the art of the deal by purchasing the book from major retailers like Amazon.com.