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Herb Cohen faces the reader with a longevity of negotiation skills. He does have a history but explains that this very skill can be learned. Negotiators are taught and seasoned with experience, humor, common sense and an attitude. It is important to emotionally detach yourself from your negotiations. Everyone needs this skill. For Cohen, this expertise has surfaced with high profile individuals, also with governmental issues, i.e. the Iran hostage conflict, the arms control issues with the Soviet Union and the National Football League strike. Cohen shares his 1996 experience in Lima, Peru. He was asked to participate in negotiations when the Japanese Embassy was seized. Once again, there is a reminder of how important our own unique individual style is. This leads to the confirmation that some people (he listed well-known individuals, i.e. the Pope) are valued for their convictions even if someone does not entirely agree with them. An individual can value and support their style. Advice from Mr. Cohen is to see yourself as a problem solver and listen to the other person's perspective. This makes no difference whether it is a business transaction or something that needs resolution in your own home. Even though the 9-11 terrorist attack was mentioned and also other events that are worldly, the most powerful statement to me that this author made was, "Our greatest challenge as parents is negotiating with our offspring in ways that produce win-win outcomes." (page 319)
Reviewed by Rita Ratacheck, September 2003
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