You Can Negotiate Anything by Herb Cohen – Book Summary
Negotiation is everywhere—from business deals to everyday conversations. Herb Cohen’s You Can Negotiate Anything reveals how to master this essential skill. His strategies help turn conflicts into win-win solutions.
Who May Benefit from the Book
This book is valuable for:
- Professionals seeking better salaries or business deals.
- Parents negotiating with children or partners.
- Salespeople aiming to close deals effectively.
- Customers wanting discounts or better service.
- Anyone facing tough discussions in daily life.
Top 3 Key Insights
- Everything is negotiable—even with rigid institutions like the IRS.
- Win-win outcomes come from understanding deeper needs, not just demands.
- Power in negotiation comes from alternatives, expertise, and persistence.
4 More Lessons and Takeaways
- Avoid Soviet-style negotiators—they use extreme demands and emotional tactics.
- Deadlines can be manipulated—use time pressure to your advantage.
- Information is power—ask questions and reveal little about your limits.
- Stay likable but firm—rudeness creates enemies, while warmth builds trust.
The Book in 1 Sentence
Negotiation is a daily skill—master it by understanding power, needs, and human behavior to create win-win outcomes.
The Book Summary in 1 Minute
Negotiation isn’t just for business—it’s in every interaction. Cohen teaches how to find mutual wins, not just compromises. Key tactics include leveraging power, managing deadlines, and staying likable. Avoid aggressive negotiators by setting boundaries. Success comes from preparation, patience, and emotional control.
The Book Summary in 10 Minutes
1. Everything Is Negotiable
Most people assume some things are non-negotiable—like taxes or retail prices. Cohen proves otherwise. Even the IRS adjusts penalties if approached correctly. The key is persistence and knowing who has authority.
2. Win-Win Negotiation vs. Compromise
Compromise means both sides lose something. Win-win means finding solutions where all needs are met. Example: A family vacation dispute resolves by picking a location with mountains, warmth, and a lake—everyone wins.
3. Power in Negotiation Comes from Many Sources
Power isn’t just about status. It includes:
- Alternatives (Can you walk away?)
- Expertise (Do you know more than the seller?)
- Precedent (Has someone else gotten a discount?)
- Time (Who’s under more pressure?)
4. Handling Aggressive Negotiators
Some use Soviet-style tactics: extreme first offers, fake walkouts, and emotional manipulation. Counter them by:
- Staying calm.
- Setting firm limits.
- Walking away if needed.
5. Making It Hard to Say No
Salespeople invest time to make you feel obligated. Example: Spending hours showing fridges makes a discount seem small. Reverse this by keeping your options open.
6. Information Control
The more you know about the other side’s needs, the stronger you are. Ask questions but reveal little. Example: In salary talks, research budgets before discussing numbers.
7. Using Deadlines Strategically
Deadlines force decisions. If you’re not rushed, you hold power. Example: A rushed airport negotiation led to a bad deal—always manage time wisely.
8. Staying Likable but Firm
People concede more to those they like. But rudeness backfires—stay polite yet assertive. Example: A polite “distressed tourist” gets off easier than an angry driver.
About the Author
Herb Cohen was a top negotiator for over 40 years. He advised the FBI, CIA, and Fortune 500 companies. His work appeared in TIME and The Economist. He taught negotiation at Harvard and wrote bestselling books.
How to Get the Best of the Book
Apply one tactic daily—start small, like negotiating a bill. Practice builds confidence. Highlight key strategies and revisit them before important discussions.
Conclusion
Negotiation shapes success in work and life. Cohen’s methods turn conflicts into opportunities. With practice, anyone can negotiate better deals—and better relationships.