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Herb Cohen

Born

The United States

Website

http://www.herbcohenonline.com

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For more than three decades, Herb Cohen has been a practicing negotiator, intimately enmeshed in some of the world’s headline dramas from hostile takeovers to hostage negotiations. His clients have included business executives, entrepreneurs, sports and theatrical agents plus large corporations - as well as governmental agencies, such as the Department of State, FBI, CIA, The US Conference of Mayors and US Department of Justice.

Unlike some theorists, he was actively involved in the negotiations that settled the NFL players’ strike and the General Motors Chevy mobile litigation and also participated in the START Arms Control Negotiations with the Soviet Union.

He started formally teaching the subject of negotiations during a two week course f For more than three decades, Herb Cohen has been a practicing negotiator, intimately enmeshed in some of the world’s headline dramas from hostile takeovers to hostage negotiations. His clients have included business executives, entrepreneurs, sports and theatrical agents plus large corporations - as well as governmental agencies, such as the Department of State, FBI, CIA, The US Conference of Mayors and US Department of Justice.

Unlike some theorists, he was actively involved in the negotiations that settled the NFL players’ strike and the General Motors Chevy mobile litigation and also participated in the START Arms Control Negotiations with the Soviet Union.

He started formally teaching the subject of negotiations during a two week course for attorneys in 1963 sponsored by Allstate Insurance Company. It was then he first used the terms “Win-Win. Win-Lose, Lose-Lose”.

Herb Cohen’s analysis, insights and humorous view of many of these high-level happenings have appeared in many international publications, and he himself has been the subject of articles in TIME magazine, People, The Economist, The New Yorker, Esquire, Readers Digest, Good Housekeeping, Newsweek, Rolling Stone and even Playboy Magazine.

He is the author of You Can Negotiate Anything which was on the New York Times best-seller list for almost one year and has been translated into thirty languages. His latest book, Negotiate This! By Caring But Not T-H-A-T Much was published in mid-September 2003.

During the Cold War, Herb Cohen served with the U.S. Army, 14th Armored Cavalry Regiment on the East-West Border in Bad Kissingen, Germany.

While attending university and law school he worked in many business and governmental organizations and ultimately became a faculty member at the University of Michigan’s Graduate School of Business. Since then he has lectured at many educational institutions and enterprises such as The Harvard Negotiating Project, Yale Law School, The Kellogg School, Wharton, the University of Wisconsin, the University of California-San Diego, McGill University, UBC and the Columbia and Chicago University School of Business. ...more

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Average rating: 3.82 · 3,522 ratings · 338 reviews · 25 distinct works • Similar authors

	You Can Negotiate Anything: The World's Best Negotiator Tells You How To Get What You Want 3.82 avg rating — 3,006 ratings — published 1980 — 2 editions	Error rating book. Refresh and try again. Rate this book Clear rating 1 of 5 stars 2 of 5 stars 3 of 5 stars 4 of 5 stars 5 of 5 stars
	Negotiate This!: By Caring, But Not T-H-A-T Much 3.92 avg rating — 352 ratings — published 2003 — 25 editions	Error rating book. Refresh and try again. Rate this book Clear rating 1 of 5 stars 2 of 5 stars 3 of 5 stars 4 of 5 stars 5 of 5 stars
	How to Negotiate Anything, Anywhere: Winning the Negotiating Game 3.32 avg rating — 88 ratings — published 2001 — 2 editions	Error rating book. Refresh and try again. Rate this book Clear rating 1 of 5 stars 2 of 5 stars 3 of 5 stars 4 of 5 stars 5 of 5 stars
	The Game of Negotiating: Caring but Not That Much 4.68 avg rating — 19 ratings — published 2004 — 4 editions	Error rating book. Refresh and try again. Rate this book Clear rating 1 of 5 stars 2 of 5 stars 3 of 5 stars 4 of 5 stars 5 of 5 stars
	The Win-Win Negotiating Strategy: Winning the Negotiating Game 3.04 avg rating — 24 ratings — published 1993 — 3 editions	Error rating book. Refresh and try again. Rate this book Clear rating 1 of 5 stars 2 of 5 stars 3 of 5 stars 4 of 5 stars 5 of 5 stars
	Artful Negotiation in a Global Economy: Winning the Negotiating Game liked it 3.00 avg rating — 10 ratings — published 1993 — 3 editions	Error rating book. Refresh and try again. Rate this book Clear rating 1 of 5 stars 2 of 5 stars 3 of 5 stars 4 of 5 stars 5 of 5 stars
	The Masters of Impact Negotiating : World's Most Dynamic Negotiators Share Their Passion for Persuasion by Herb Cohen, Bill Docherty, James Hennig 3.50 avg rating — 8 ratings — published 2006 — 3 editions	Error rating book. Refresh and try again. Rate this book Clear rating 1 of 5 stars 2 of 5 stars 3 of 5 stars 4 of 5 stars 5 of 5 stars
	Você pode negociar qualquer coisa 3.86 avg rating — 7 ratings	Error rating book. Refresh and try again. Rate this book Clear rating 1 of 5 stars 2 of 5 stars 3 of 5 stars 4 of 5 stars 5 of 5 stars
	New Perspectives on Negotiating: Winning the Negotiating Game 3.40 avg rating — 5 ratings — published 2001 — 2 editions	Error rating book. Refresh and try again. Rate this book Clear rating 1 of 5 stars 2 of 5 stars 3 of 5 stars 4 of 5 stars 5 of 5 stars
	Book of Proverbs it was amazing 5.00 avg rating — 1 rating — published 1998	Error rating book. Refresh and try again. Rate this book Clear rating 1 of 5 stars 2 of 5 stars 3 of 5 stars 4 of 5 stars 5 of 5 stars

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Quotes by Herb Cohen (?)

“You and I do not see things as they are. We see things as we are.”
― Herb Cohen

tags: perception

17 likes

“No' is a reaction, not a position. The people who react negatively to your proposal simply need time to evaluate it and adjust their thinking. With the passage of sufficient time and repeated efforts on your part, almost every 'no' can be transformed into a 'maybe' and eventually a 'yes'.”
― Herb Cohen

tags: you-can-negotiate-anything

13 likes

“Most of us, in our civilized society, rely too heavily on reasoning capacity to make things happen. We've been raised to believe that logic will prevail. Logic, in and of itself, will rarely influence people. Most often logic doesn't work.”
― Herb Cohen

tags: you-can-negotiate-anything

7 likes

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Herb Cohen’s Followers (58)

Herb Cohen

Combine EditionsHerb Cohen’s books

Combine Editions
Herb Cohen’s books