Quotes from Herb Cohen

But does the salesman know something about you? Yes.

There are many people with technical expertise who lack the negotiating skill needed to sell their ideas. As a result they feel frustrated.

He knows you're interested in the refrigerator. People may browse in the Sporting Goods, Clothing, or Stereo Departments at Sears, but not in the Large Appliances Department. They examine refrigerators when and because they need them.

Over and above this "given fact," the salesman knows which nearby competitors sell refrigerators, whether they're featuring special sales at present, and how much they're charging.

Almost anything you and your spouse say furthers the informational imbalance and strengthens the salesman's hand.

Note that the salesman never responds directly to any question that might give you information.

If you ask, "I'm not saying I'll buy this refrigerator, but if I do, when do you think you could deliver it?" he'll say, "When would you like it delivered?" When you reply, "How about early this afternoon?" he'll say, "Why so soon?" At that point one of you will comment, "Because we have about seventy dollars' worth of food spoiling rapidly.

Does the salesman like this information? Yes, because you've exposed your deadline to him without knowing his.

Time. Compounding the expanding informational gap is the problem of organizational pressure and time. The salesman you're dealing with seems relaxed. His organization isn't visible.

There's a way to break out of this bind: Don't act as though your limited experience represents universal truths. It doesn't. Force yourself to go outside your own experience by vigorously testing your assumptions.

As a negotiator, take some risk, break free from the precedent of your past experiences, challenge your assumptions, raise your aspiration level, and increase your expectations.

Some things are not the product of a negotiation. The Ten Commandments was not a negotiated document. It's certainly difficult to negotiate with the Lord when he presents you with a fait accompli etched in stone.

Because so many things are negotiable doesn't mean that you or I should negotiate all the time. If you were to ask me, "Do you negotiate with one-price stores? Do you negotiate with Sears?

I'd be perfectly frank with you and reply, "One of my life strategies is never to go into Sears.

The secret of walking on water is knowing where the stones are.

What really corrupts is not power, but a sense of powerlessness.

Never take a risk out of pride, impatience, or a desire to get it over with.