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Here's a concise summary with bullet points, good quotes, and a Should-Be Question (SBQ) for "You Can Negotiate Anything" by Herb Cohen:
📘 Summary – You Can Negotiate Anything
By Herb Cohen
✅ SBQ (Should-Be Question):
"How can I influence outcomes and achieve my goals through negotiation, no matter who I am or where I am?"
🔹 Key Principles (Bullet Summary):
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Everything is negotiable – Whether big or small, personal or professional.
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Power is perception – If the other person thinks you have power, then you do.
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Negotiation is about influence, not confrontation.
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Information is key – The side with more knowledge usually wins.
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Time = leverage – The one who can wait longer generally holds more power.
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Care… but not that much – Emotional detachment can give you the upper hand.
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People do things for their reasons, not yours – Understand their motives.
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Use silence as a weapon – It creates pressure and reveals hidden info.
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Create options – The more alternatives you have, the stronger your position.
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Everything starts before you sit at the table – Preparation is critical.
💬 Great Quotes from the Book:
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“You are better off negotiating a bad deal than going to war.”
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“Power is based upon perception. If you think you’ve got it, then you’ve got it.”
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“In life, you don’t get what you deserve, you get what you negotiate.”
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“The best way to get what you want is to help the other side feel they got what they wanted.”
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“The outcome of any negotiation is directly related to the amount of information you have.”
Would you like a negotiation checklist based on the book or a PDF cheat sheet to keep handy?
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