1
BEC
鍟嗗姟鑻辫楂樼骇闃呰鐪熼
The Negotiating T
able
You can negotiate virtually anything. Projects, resources,
expectations
and
deadlines
are
all
outcomes
of
negotiation.
Some
people
negotiate
deals
for
a
living.
Dr
Herb
Cohen
is
one
of
these
professional
talkers,
called
in
by
companies
to
negotiate
on
their??behalf
.
He
approaches
the
art
of
negotiation as a game because, as he is usually negotiating for
somebody
else,
he
says
this
helps
him
drain
the
emotional
content from his conversation. He is working in a competitive
field
and
needs
to
avoid
being
too
adversarial.
Whether
he
succeeds
or
not,
it
is
important
to
him
to
make
a
good
impression so that people will recommend him.
The starting point for any deal, he believes, is to identify
exactly what you want from each other. More often than not,