Steven Cohen - The Practical Negotiator: How to Argue Your Point, Plead Your Case, and Prevail in Any Situation

The format works so well because it instructs through answering questions submitted by real people seeking advice. I thoroughly enjoyed The Practical Negotiator and highly recommend it to anyone who wishes to improve his or her negotiating skills.

Earl Hill, Senior Lecturer, Emory University, Goizueta Business School

a valuable addition for all of us whose tool kit is a bit light on conciliation skillsand thats most of us.

Justine Hardy, author of The Wonder House and In the Valley of Mist and founder of the conflict rehabilitation program Healing Kashmir

This straightforward and nicely nuanced book lives up to its practical title. The chapter headings help to organize the book to make it a useful guide for a wide variety of people. The question-and-answer format makes the information approachable. Mr. Cohens development of detailed answers to sometimes difficult questions is enhanced by his business experience and good psychological awareness. His background as a lawyer adds substantially to his creative answers to complicated problems. His approach is especially helpful for the non-legally-trained. His varied suggestions for each problem encourage the reader to be open-minded.

Sylvia Topp, PhD, clinical psychologist

The Practical Negotiator will better arm everyone for whatever life throws his or her way. The real-life questions submitted from every corner of the planet make for a fascinating read and underscore [the fact] that everything in life is a negotiation. With his prodigious knowledge and laser-like insights, Steven Cohen masterfully dissects every situation to the core and systematically shows us how to construct a solution. Its like having a consultant and mentor at your side. I recommend you read The Practical Negotiator straight through, then keep it at your fingertips for frequent reference.

Joe Grimaldi, Chairman & CEO, Mullen Advertising

If youve ever wondered how the win-win approach to negotiation plays out in the real world, here is the perfect guide. With authority, verve, and extraordinary range, Steve Cohen walks us through dozens and dozens of actual negotiations. Based on his world-wide practice of several decades, he introduces us to real people with real problemsin business, in leisure pursuits, in personal lifeand then analyzes and advises. His cool head and warm heart make him an excellent teacher. Fascinating, engaging, and extremely useful.

Miriam Weinstein, author, The Surprising Power of Family Meals

In this highly entertaining and instructive book, the author draws on his background in law and decades of experience in writing about and teaching the art of negotiation. Answering a variety of real-life questions posed by individuals from around the globe, Mr. Cohen teaches by example, yet always keeps sight of his sense of humor. Topics analyzed and discussed range from addressing multinational business negotiations to maintaining peace and harmony with those you love. Full of situational advice and constructive food for thought, the book ultimately brings the reader back to the fundamentals of successful negotiation and reminds us that effective communication can be a powerful and transformative tool.

Annette Patterson, MS, Certified Genetic Counselor, Medical City Dallas Hospital

Steve Cohen has created an interesting and useful read. As a medical doctor, every aspect of my day-to-day interactions with my patients, their relatives, and my colleagues involves careful attention to negotiation style. Whilst not directly related to this, the examples and advice he provides can be extrapolated to almost any scenario. The style is direct, unpretentious, and clear, [and] geared toward people with experience in this field but also lay folk such as myself. It is written in such as way as to reinforce key concepts and encourage thought and further reading [on] the subject, facilitating an essential learning experience for anyone who negotiates on a daily basiswhich I suspect is everyone!

Dr. Luke Morgan-Rowe, SpR Radiology, The Royal Free London

The Practical Negotiator is an incredibly helpful guide to getting what you want and feel you deserve. Cohen provides thoughtful responses to many questions Ive asked myself and scenarios Ive contemplated as I navigate the early stages of my career. In my personal life, I can see myself referring back to The Practical Negotiator as I make decisions and seek to influence positive outcomes for my relationships, family, and financial well-being.

Olivia Kerr, government relations communications manager in Washington, D.C.

Leadership in emergency services is a matter of having people trust your judgment. You learn to issue commands that help volunteers feel that they have been involved in the process. It is a skill Ive refined by reading The Practical Negotiator.

Terry Kemper, captain, East Hampton, N.Y. volunteer fire department

There are books you read once and leave, and there are those you keep referring to. The Practical Negotiator is the latter. It beautifully captures what most of us go through in our personal and professional lives, and is a great reckoner; hence [it] has high longevity on your shelf.

Rachna Chhachhi, nutritional therapist specializing in management and reversal of chronic lifestyle diseases without medication

Reading through Steven P. Cohens The Practical Negotiator, I was struck by the forthrightness of the text, and by his reliance on words such as honesty and respect, and the emphasis on seeing negotiation ascooperation toward a mutual identified goal, rather than as a competition defining a winner and loser. And through it all, Mr. Cohen puts forward a concept much in use by educators everywhere: that of approximations toward a goal. The idea is that one arrives at ones destination through a series of intermediate acts, not by introducing ultimata or by presenting the final product on a take-it-or-leave-it basis. The author insists throughout that a negotiator be prepared and knowledgeable, in regard to both his/her needs and of those of the opponent. Such thorough preparation helps to move those previously cited intermediate steps along, and promotes a sense of honest discussion in the process. Certainly worth a read for anyone involved in negotiating his/her future.

Willie Lorsung, retired Minneapolis public school teacher

HOW TO ARGUE YOUR POINT, PLEAD YOUR
CASE, AND PREVAIL IN ANY SITUATION

By Steven P. Cohen

Copyright 2013 by Steven P. Cohen

All rights reserved under the Pan-American and International Copyright Conventions. This book may not be reproduced, in whole or in part, in any form or by any means electronic or mechanical, including photocopying, recording, or by any information storage and retrieval system now known or hereafter invented, without written permission from the publisher, The Career Press.

THE PRACTICAL NEGOTIATOR
EDITED BY KIRSTEN DALLEY
TYPESET BY DIANA GHAZZAWI
Cover design by Ian Shimkoviak/theBookDesigners
Printed in the U.S.A.

To order this title, please call toll-free 1-800-CAREER-1 (NJ and Canada: 201-848-0310) to order using VISA or MasterCard, or for further information on books from Career Press.

The Career Press, Inc.
220 West Parkway, Unit 12
Pompton Plains, NJ 07444
www.careerpress.com