Originally published: 1980

Acknowledgments -- Part one: yes, you can -- 1. what is negotiation? -- 2. almost everything is negotiable -- 3. getting your feet wet -- Part two: the three crucial variables -- 4. power -- 5. time -- 6. information -- Part three: styles of negotiating -- 7. Winning at all costs: Soviet style -- 8. negotiating for mutual satisfaction -- 9. more on the win-win technique -- Part four: negotiating anything, anyplace -- 10 telephone negotiations and memos of agreement -- 11. moving up -- 12. taking it personally

Master negotiator Herb Cohen has been successfully negotiating everything from insurance claims to hostage releases to his own son's hair length and hundreds of other matters for over five decades. Ever since coining the term 'win-win' in 1963, he has been teaching people the world over how to get what they want. In clear, accessible steps, he reveals how anyone can use the three crucial variables to always reach a win-win negotiation. With the tools and skill sets he has devised, the power of getting what you deserve is now a practical necessity you can fully master