Monday, 5 May 2014

Negotiation, an art

This book gave me valuable insights into the many facets of the art of negotiation. I added this very informative book to my library some years ago during one of my travels. Being a small book I could finish it within a few hours. Very interesting read!

Herb Cohen is an expert in negotiation. His biography mentions many high profile clients who have availed his expertise in their negotiations.

Rules are the product of negotiations but then they can also be subjected to negotiation. It does not mean that you cannot put forward an application even after the deadline. I have many experiences in life where the so-called deadlines have been broken by the same authority who made those deadlines initially. There is no harm in negotiating to get what you want! Cohen is right :)

It is easy to say 'no' through email and telephone but it is difficult to say 'no' face-to-face. So take advantage of this if you are a hard negotiator.

Escalate the matter with somebody higher up and you can see dramatic changes happening. The problem is we do not try. We are psyched into following rulebooks. We are habitually reluctant to negotiate.

Be persistent! We may have to run from pillar to post but that finally will get us the reward even if it was tiny! Do not just sit idle doing nothing thinking that the rules and decisions are final. Nothing in life is static, there is fluidity everywhere, today's wrong is tomorrow's right. In our place there is a saying, ' The baby who cries more gets the milk first'! 

Cohen who knows very well the intricacies and complexities of the corporate world seems to be knowing a thing or two how things work in organizations and this book is a valuable read for ordinary people like us who is under the impression that everything is black and white in the present day world, having no experience with the so-called grey areas.

If I see a board or sign and if I am in a situation where I think negotiation will work I surely will try. Mixed results but there were many positive outcomes 😊 Thanks for the book😊
Thanks, Cohen!

Some of his famous quotes :

"You and I do not see things as they are. We see things as we are.” 

“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'.

http://www.herbcohenonline.com
  • Always be persistent if you believe that what you are trying to achieve is right. Listen to your gut feelings, act accordingly, boost yourself! Rules and regulations are made by human beings like you and like you, they also have feelings and in that case, negotiations are possible. Nothing called dead ends exist anywhere!
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22 comments:

Optimistic Existentialist said...

Wonder if this would help me negotiate for a raise?? :)

Rajiv Sankarapillai said...

Why not ?
After all the sky is not going to fall on your head :)
Thanks and have a beautiful week ahead :)

Joy said...

Seems a nice book to read:)

Rajiv Sankarapillai said...

Yes, it is Joy :)
Enjoy the week ahead !

Sherry Ellis said...

This sounds like an excellent read. I am familiar with the quotes you presented. I had not realized they were from Mr. Cohen.

Rajiv Sankarapillai said...

Thanks for this comment, Sherry :)
It was a good book, very informative :)

♥ Łucja-Maria ♥ said...

Rajiv, You book delighted. She taught you the negotiations.
Great!
Greetings.
Lucia

Rajiv Sankarapillai said...

Thanks Lucia for this wonderful comment :)
Have an amazing week ahead :)

Beate said...

I need to add this book to my library! I'm always so worried about how to discuss things that I try rather not to negotiate and I'm sure I could accomplish way more if I did. That book might help me get out of my comfort zone and just try it. Thank you for the inspiration.
And thank you so much for your wonderful comment on my blog! I hope the hot chocolate was delicious :)

Rajiv Sankarapillai said...

Just give it a try ! Take baby steps and off you go :) Who knows one day you may even write a book titled 'secrets of negotiation' !:)
Thanks a lot and have a wonderful week ahead :)

ruma said...


Hello, Rajiv Sankarapillai.

  Your works is embraced in your gentleness.
  And sweet message charms my heart.

  The prayer for all peace.
  I wish You all the best.

Have a good day. from Japan, ruma ❀

Rajiv Sankarapillai said...

Hi Ruma:)
Thank you so much:)
Beautiful comment !
Have a wonderful weekend :)

Brian Miller said...

nice. negotiation is a skill that def comes in handy in many parts of our lives...

DWei said...

The Art of Persuasion was another good book of a similar vein.

Irina said...

You and I do not see things as they are. We see things as we are. - I love this! It always has to be on your mind. In Literature class, for instance, when students are bored with the book that the teacher thinks irresistible. Thank you, Rajiv! Have an enjoyable summer!

Blackswan said...

Wow, talking about the power of negotiation! Excellent pick, Rajiv!

Amelia said...

Hi Rajiv, how you doing? Great posting. Thanks for sharing with us. Part of my job is negotiation...everyday!!! I'm in marketing and purchasing...I buy and sell, both side also involve negotiation. LOL
Anyway it's fun too, I do enjoy what I'm doing but off course at times smokes come out from the ears too. hahaha..

Have a great week ahead,regards.

Rajiv Sankarapillai said...

Thanks Brian :)

Rajiv Sankarapillai said...

Good. Thanks for the comment. I appreciate it :)

Rajiv Sankarapillai said...

Thanks Irina for this beautiful comment :)
Have a great day ahead :)

Rajiv Sankarapillai said...

Thanks Shirley :)

Rajiv Sankarapillai said...

Great Amelia :)
You are awesome :)
Thanks for this fabulous comment.